Professional Selling for Accountants in Public Practice

Course Outline

Show your accountants how to identify opportunities to add value to clients

This 2 module eLearning course focuses on the skills required to engage clients in discussions about additional services. Focus is on reframing the client relationship to include advisory as well as compliance services. It’s suitable for partners, managers and accountants.

Course structure

• 2 x 1hr presentations
• Workbooks and support materials
• 8 Assessment tasks

This is a self-paced online course. Learners can register at any time and have 12 months to complete the course.

Course Content

Module 1 – Understand client needs and wants

• What do clients really want?
• The advisory services roadmap
• The discovery conversation
• Client health checks

Module 2 – Active listening techniques

• The sales process from interest to commitment
• Review –a journey of discovery
• Client behavioural and motivational styles
• RAIN – From discovery to commitment
• Succeed with proposals
• Dealing with client roadblocks

Course Structure

• Learners can complete courses at a place that suits them, within and outside work hours
• Each learner will have a dedicated login to give them personal access to their course
• Module material includes online presentations, workbooks, PowerPoint Slides, templates, scripts and articles
• All modules also incorporate formal qualitative assessment tasks that encourage learners to develop practical actions demonstrating understanding of the concepts
• All assessment tasks are scored, with directed feedback to learners on their response
• As the learner progresses, they develop their personal SMART action list to drive change
• Managers are able to see at a glance how their staff are progressing
• All learners have access to course content for 12 months following their enrolment

Learning Process

Our self-paced eLearning courses follow a 4-step process in relation to learning objectives:

All modules are structured with specific learning objectives and assessment tasks. Learners are expected to demonstrate that they understand learning objectives and can apply concepts through completion of the assessment tasks. A SMART action planning template is used to consolidate specific actions and to ensure that a timeframe for completion is established and followed. Regular review of progress is ensured through commitment to completing the course.