Firstly, we’re getting some nice feedback on last week’s blog post re: “making the switch” to Team Kessler!

Now, — a quick reminder for those of you working under a corporation status: we gotta file those returns for you by March 15th — so help us help you! Send us anything we’ve been asking for … today? 🙂

Secondly, I’ve received some questions about why I write so much about sales and marketing, when I’m in the tax and accounting business.

Well, we’re certainly not marketing “gurus” around here, but we do hope to demonstrate our good will and care for the things which can make the biggest difference in both your top and your bottom lines. So we do this by passing along the solid business-building information we come across and put together on our own.

And, of course, we love to help you cut expenses and grow your profits.

Well, to that end, I’ve got a little story here, which is useful to model when it comes to how you present your products and services. I want to push your thinking OUT of the conventional way you may be presenting your business offerings. In fact, it’s something I’m always looking to improve in my own processes, and which I know works.

Michael Kessler’s 5 Sales Tips That Make The Most Of Your Products And Services
“Genius ain’t anything more than elegant common sense.” -Josh Billings

Despite any recent media attention on school cafeteria food, please simply receive this story for what it teaches about SALES. This is a politics-free zone, ok?

A new manager was assigned to the local elementary school cafeteria. She was specifically responsible for encouraging the children who were being served to eat more fruits and vegetables. Now, most of the children didn’t care for the apples, and generally passed the person serving them without taking any.

After a while, the manager suggested that the worker change his serving tactic. Rather than asking the children if they “would like any apples,” he simply said, “One apple or two?”

Most of the children went away with at least one apple on their plate.

How many times do you give your prospects/customers a chance to “slip” away without a sell? Is the way you sell to your customers making the most of your products/services?

Now, I’m not suggesting that your prospects are children, per se (unless they are, of course)– but the fact is that sometimes, prospects and customers simply need a push in the right direction.

A few other tidbits…

1) Always speak about your products/services with enthusiasm
2) Assume your prospect/customer wants/needs what you have to offer
3) Use encouraging words and phrases such as “when you buy this product” versus “if you buy this product”
4) Ask for the sale! Later … ask again!
5) And when you DO ask, present it in a “Yes/Yes” format, instead of “Yes/No.”

Follow these sales tips and you’ll be surprised at the number of customers that walk away with your products and services.

Thanks for your attention. I’m personally dedicated to your success. Can other accountants say that?

Feel very free to share this article with a Long Island and Stamford business associate or client you know who could benefit from our assistance — or simply send them our way? These particular articles usually relate to business strategy because, as you know, we are Profitability Consultants also specializing in tax preparation and planning for Long Island and Stamford families and business owners. And we always make room for referrals from trusted sources like you.


Michael J. Kessler, CPA
(516) 449-2852
(203) 658-5092

PS–Join us for our show Business Profits In The Real World Saturday afternoons at 4 on 103.9FM WRCN where we bring you Long Island and The New York-Metro’s most successful business owners sharing how you too can bring your business to among the most profitable in your industry.  No radio? No problem! Listen live at – or can’t listen live?  Hear our past shows