Compare these two statements: a child saying, "When I grow up, I’m going to be…" and an accountant saying, "When I get on top of my workflow, I’m going to…".
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.