Many accountants find themselves unable to secure deals with potential clients since they already give away too much during prospect calls. Hiring them doesn't matter anymore. Therefore, a proper accounting sales plan must be put in place to learn how to entice people to what you can offer after they actually pay for your services. Michelle Weinstein is joined by Ron Saharyan, Co-Founder of Profit First Professionals, to talk about how accountants should position themselves when connecting with prospective clients without giving away very specific solutions. Sharing the story of one of his clients that he calls Joe, he explains how to present services in an inviting way and properly align with the client's perception of success. Ron also discusses the art of saying no and the right time to offer extra services without charging.

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