It’s 2020! Time to reflect on the highs and lows of 2019, establish our new focus, and stretch areas to set meaningful goals, right?! Don't let this time of year go up in a cloud of great intentions.
Essential sales techniques - The SPIN Cycle
Today’s accountant must know how to sell. Selling is really a value conversation. If your clients understand the value of your services, they'll quickly realise they want to work closely with you. It comes down to asking better questions... questions that ultimately help your client see the way forward as buying a service from you.
The three freedoms your clients want
About 10 years ago I was having lunch with a friend (let’s call her Jane) when she asked, 'why should I come to you as a client Mark?'. I started my usual and practised patter about quality, professionalism, great team, great service… Jane basically then told me to shut up. I’m sure that if we weren’t having lunch, she would have walked off to find someone else to talk to! Instead she...
The curious incident of the dog and the nail
There’s a proverb about a young man walking down the street. He comes across an older man sitting on his porch, with a dog lying next to him, whining in pain. The young man asks the dog’s owner ‘What’s wrong with your dog?’. The owner replies ‘He’s lying on a nail’. The man asks ‘Lying on a nail? Why doesn’t he move?’. The owner replies ‘Because it’s not hurting bad enough'.
Let's stop talking about advisory - please!
Having just attended Xerocon Brisbane, I’ve had a solid dose of ‘Advisory Rhetoric’.
You know how it goes - the compliance world is dying, technology and AI will make many services redundant, and the advice for accountants is they just need to rely on their Trusted Advisor status and do more advisory work. Enough. I call time out for two reasons: