What does selling like a coach actually look like on a call?

Marie approaches every sales call from a coach mindset. She asks questions like "What is it that you need help with?" to uncover the real problem under the surface need. That shift built more openness and trust with prospects, and it brought her clients who were a better fit.

How does Marie's video audit work?

She asks the prospect for QuickBooks access, records her screen while she walks through what she sees, and sends that video audit before the second call. The prospect gets proof of what's broken and how she'll fix it, so she's already pre-selling before they ever speak again.

How does Marie keep client communication from burning her out?

She sets clear response-time expectations early for email, her secure portal and direct lines, so clients know what to expect. When there's an emergency, she texts back personally, and that quick acknowledgment calms the client down. Both sides end up feeling confident and respected.

How much of Marie's time goes to sales and marketing?

About half. Marie spends 50% of her time on sales and marketing and the rest on delivery. She and her marketing manager plan, build and publish content weekly across LinkedIn, Instagram, TikTok, YouTube and Pinterest. She's working toward delegating delivery so she can move fully into growth for both brands.

podcast ·Aug 21, 2025

How to Sell Like a Coach with Marie Torossian

by Drewbie Wilson

In this episode of Call The Damn Leads, I sit down with Marie Torossian, a CPA turned marketing-savvy business coach, who shares how she transformed her sales game by treating every conversation like a coaching session. Marie takes us behind the scenes of building two businesses, managing a team, and becoming the trusted voice accountants turn to for branding, systems, and sales support. We talk sales scripts, video audits, CRM automation, and why she now spends 50% of her time on content and marketing.

Whether you’re a service pro, solopreneur, or building an empire, this episode is full of insights on how to lead with value, create processes that scale, and show up with confidence—even if you're shaking on camera.

Episode Highlights

🎧 Transition from Pitching to Coaching

Marie recounts her pivot from merely describing services to asking powerful questions:
“Start approaching the sales call from a coach mindset… ask ‘What is it that you need help with?’”
This shift unlocked greater openness, trust, and ultimately, better client fits.

🎥 The Two-Call Close with Video Audit

Marie shares her signature process: inviting prospects to grant QuickBooks access, recording what she sees, and sending a screen-recorded audit before the second call. This builds trust and pre-sells before they ever speak again.

🔗 Setting Communication Standards Early

To provide excellent service without burnout, Marie established clear response-time expectations across email, secure portal, and direct lines. When needed, she personally texts back during emergencies—calming client concerns through prompt acknowledgment.

📈 Building a Systemized CRM-Driven Funnel

From warm introductions to automated reminders and onboarding workflows, Marie walks through her CRM setup that conveys professionalism and reduces friction from intro to welcome call.

🛠️ Organic Social Done Right

After burnout with agencies, Marie took ownership of her own content. Now she and her marketing manager plan, build, and publish content weekly across LinkedIn, IG, TikTok, YouTube, Pinterest—highlighting her industry mission and core service messaging.

🧠 Balancing Roles & Expanding Leadership

Spending 50% of her time on sales and marketing, with the rest on delivery, Marie is moving toward delegating delivery work and moving fully into strategic growth for both her accounting and agency brands.

🚀 Key Takeaways

Coach, Don’t Pitch: Ask questions that uncover real problems, not just surface needs.
Pre-Sell with Proof: Send a video audit showing what’s broken and how you’ll fix it—before the second sales call.
Train Your Clients Early: Set clear expectations about communication so both sides feel confident and respected.
Build Your Brand, Don’t Outsource It: Nobody knows your message like you do—own it before handing it off.
Create from the Core: A mission-driven brand speaks for itself. Your energy and clarity attract the right clients.
Your Phone Is a Goldmine: Don’t wait for leads—reach out to your own network and build from there.

🔗 How to Connect with Marie Torossian

🌐 https://marietorossiancpa.com – Marie’s advisory and accounting firm
🌐 https://theprofitlab.biz – Coaching and marketing for accounting professionals
📱 Follow Marie on LinkedIn, Facebook, Instagram, TikTok, Pinterest, and YouTube for organic content gold

🎯 Call to Action

Call The Damn Leads

"By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."

Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.

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Wild Sales Stories: Engaging tales of real-life sales adventures.
Proven Tactics: Actionable strategies to boost your sales game.
Humor: A fun and energetic perspective on the world of sales.
Expert Insights: Learn from seasoned professionals in various industries.

Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom.

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