Accounting Software Library - Reseller Edition Software
Product Description
There are any number of reasons why resellers should purchase The Accounting Library, but perhaps the single most important reason is increased profitability. Virtually every accounting product can meet a prospect's needs. To be quite honest, the industry seems to be plagued by over-development of products with the expected result that it is becoming almost impossible to differentiate one product from another. If that's the case, what can you as a reseller possibly offer your prospects that will really make them notice you, want to work with you, and therefore eliminate your competition for you.
If product functionality cannot create this desperately needed differentiation, what can you do to attract a prospect's attention? The answer lies not in the product(s) your resell, but in the services you offer your clients, and more importantly the perception you leave with a prospect the first time you talk to them. This is the most critical phase in the sales cycle, and you had better offer them something other resellers do not; something so different they will want to talk to you in more depth to the exclusion of your competition. That's what sales is all about!
Now let's deal with the other problem facing this industry. Accounting software resellers do not feel nearly as comfortable selling as they do dealing with technology. Let's be real honest here. Resellers as a general rule do not like to sell, nor are they as adept at selling as we might wish. What can you do to overcome this short of changing your very nature?
The Accounting Library - Reseller Edition has been written specifically with these two constraints in mind. Rather than trying to sell software, we give you something you can sell: the concept of Business Excellence, and we give you physical manuals you can show your prospects that tell them exactly what this value-added service will be.
At its core Business Excellence is a simple concept. The process of selecting a new accounting system is an ideal time for all companies to look at the way they run their business and make improvements not only in the accounting functions, but also in all other areas. Most resellers concentrate only on financials and technology. Now you can help your prospects and clients reorganize and reenergize all areas of their business without having to follow complex programs such as Business Process Reengineering (BPR).
Business Excellence isn't BPR. It's a practical approach to improvement that helps users understand many of the factors which contribute to improved profitability, helps users tie business improvement into their accounting system needs definition, and in the end generate better results than they might have first imagined.
The key to this approach to selling accounting software is that the concept of Business Excellence is on the minds of all organizations, even though they may not have expressed these concerns to you. You can guide your prospects down this path to greater profitability. Your competition does not offer such services. You don't have to be an expert at business improvement; the manuals take care of that. All you have to do is make the offer. If the prospect is interested, they will want to talk to you to the exclusion of your competition. That's the power of Business Excellence, and the beauty is that you don't have to really sell the concept at all.
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