If you want to sell more at your accounting firm you should focus on delivering outcomes NOT producing output.
Allow me to explain with an example.
If you take your car to the mechanic because it’s making a weird noise and when you get it back they hand you a big bill for all the work they did, but the noise is still there. Would you be satisfied with this result?
Obviously not, you brought the car to them to get rid of the noise!
The point is you don’t take your car to get a bunch of work done that doesn’t fix the problem.
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So why do accounting firms operate this way?
You get paid to solve client problems and deliver value – not just put forth effort.
Realign your services to deliver successful outcomes for your client. That’s how you sell more…successfully.