How to Sell More to Small Businesses Before Year-End: The Tax Strategy Salespeople Miss (Money Monday)

Join us for the fanatical prospecting boot camp that will help your team five x their pipeline in ninety days or less. We'll be hosting it on March in Atlanta, Georgia. Go to salesgravy.com/live. That's salesgravy.com/live, and use the code podcast to save a $100. This is Jeb Blunt, and it's Money Monday on the Sales Gravy Podcast. Say, make money, money, make money, money, money. Make money, money, money, money. Money makes the world go round. I'm gonna talk around town. Remy gave me the sound. Alright. It's Monday, but not just any Monday because this is the Monday of the last full selling week of the year, so you gotta make it count. This week, you gotta get those deals in your pipeline that have been hanging out there closed. Because if you don't and they push into next year, the probability is that they will never close. Now one way to get deals closed right now this week and through the end of the year is by focusing your customers on why spending money now will help them reduce their tax bill while also making strategic investments in their company. In The United States, there are millions of small and medium sized businesses, and the vast majority of these businesses are what we call pass through organizations for tax purposes. This means that the owners or partners in these businesses report their profits on their personal tax filings. Now unlike big companies, small companies don't have the luxury of rolling profits over to the next year. So whatever they make this year, they have to pay taxes on. So as the calendar winds down, founders and business owners are often motivated to invest in capital equipment, services, and software solutions in order to reduce their taxable income. And many will pay for the entire year all in one shot in order to get the money off their books because they want to avoid handing over a large chunk of their hard earned profits to Uncle Sam come tax season. Now to understand why this year end closing strategy is so critical, it's important to get into the mindset of a small or medium sized business owner. Unlike large enterprises with multiple departments and complex accounting strategies, small and medium sized business owners are personally invested in the company's financial results because those results are essentially their income. It's how they pay their mortgage and put food on the table. For this reason, they watch their revenue and expenses closely. As the year comes to an end, they're looking at their bottom line and thinking about the upcoming tax bill. They're probably just like I do sitting down with their tax advisor and their tax attorney trying to figure out how they can reduce that tax bill. Now for many business owners, including me, profit is a double edged sword. Now don't get me wrong, we want to make profit. But at some point, too much profit triggers …