{"id":39282,"date":"2015-04-26t05:01:10","date_gmt":"2015-04-26t09:01:10","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=39282"},"modified":"2024-08-14t09:30:56","modified_gmt":"2024-08-14t13:30:56","slug":"selling-value-vs-fees","status":"publish","type":"post","link":"\/\/www.g005e.com\/2015\/04\/26\/selling-value-vs-fees\/","title":{"rendered":"selling on value vs. fees"},"content":{"rendered":"<p><strong>what&#8217;s the difference? compliance sells on fee; advisory sells on value.<\/strong><\/p>\n<p><i>by martin bissett<\/i><br \/>\n<a href=\"\/\/www.g005e.com\/shop\/mb-usp-wyfc\/\"><i>understanding selling<\/i><\/a><\/p>\n<p>i\u2019ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the\u00a0outcomes that working with you and your firm would create in their personal and professional lives.<\/p>\n<blockquote>\n<p style=\"text-align: left\"><em><b>more on selling:<\/b><b>\u00a0<\/b><b><\/b><a href=\"\/\/www.g005e.com\/2015\/04\/19\/3-ways-convert-scheduling-practices-new-fees\/\">3 ways to convert scheduling practices to new fees<\/a> | <a href=\"\/\/www.g005e.com\/2015\/04\/12\/selling-vs-attracting-build-relationships\/\">selling vs. attracting to build relationships<\/a> | <a href=\"\/\/www.g005e.com\/2015\/04\/05\/selling-dont-chase-new-fees-attract\/\">when selling, don\u2019t chase new fees, attract them<\/a> | <a href=\"\/\/www.g005e.com\/2015\/04\/03\/selling-accounting-services-doesnt-hard\/\">selling accounting services doesn\u2019t have to be hard!<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/22\/selling-isnt-dirty-word\/\">\u2018selling\u2019 isn\u2019t a dirty word<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/15\/find-success-workplace\/\">8 factors in practice development success<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/08\/sales-perception-reality\/\">in sales, perception is reality<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/01\/success-begins-accountability\/\">success begins with accountability<\/a> | <a href=\"\/\/www.g005e.com\/2015\/02\/22\/realize-youre-failing\/\">do you realize you\u2019re failing?<\/a> | <a href=\"\/\/www.g005e.com\/2015\/01\/21\/winning-your-first-client\/\">winning your first client<\/a><\/em><\/p>\n<\/blockquote>\n<p>now here\u2019s a checklist for you to run through before you begin your next business development initiative, and before each new business appointment that you have. <a href=\"\/\/www.g005e.com\/2015\/04\/26\/selling-value-vs-fees\/#more-39282\" class=\"more-link\">read more &rarr;<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p><strong>what&#8217;s the difference? compliance sells on fee; advisory sells on value.<\/strong><\/p>\n<p><i>by martin bissett<\/i><br \/>\n<a href=\"\/\/www.g005e.com\/shop\/mb-usp-wyfc\/\"><i>understanding selling<\/i><\/a><\/p>\n<p>i\u2019ve been asking you to believe in yourself, to get your potential clients to open up to you and to demonstrate to them the\u00a0outcomes that working with you and your firm would create in their personal and professional lives.<\/p>\n<blockquote>\n<p style=\"text-align: left\"><em><b>more on selling:<\/b><b>\u00a0<\/b><b><\/b><a href=\"\/\/www.g005e.com\/2015\/04\/19\/3-ways-convert-scheduling-practices-new-fees\/\">3 ways to convert scheduling practices to new fees<\/a> | <a href=\"\/\/www.g005e.com\/2015\/04\/12\/selling-vs-attracting-build-relationships\/\">selling vs. attracting to build relationships<\/a> | <a href=\"\/\/www.g005e.com\/2015\/04\/05\/selling-dont-chase-new-fees-attract\/\">when selling, don\u2019t chase new fees, attract them<\/a> | <a href=\"\/\/www.g005e.com\/2015\/04\/03\/selling-accounting-services-doesnt-hard\/\">selling accounting services doesn\u2019t have to be hard!<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/22\/selling-isnt-dirty-word\/\">\u2018selling\u2019 isn\u2019t a dirty word<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/15\/find-success-workplace\/\">8 factors in practice development success<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/08\/sales-perception-reality\/\">in sales, perception is reality<\/a> | <a href=\"\/\/www.g005e.com\/2015\/03\/01\/success-begins-accountability\/\">success begins with accountability<\/a> | <a href=\"\/\/www.g005e.com\/2015\/02\/22\/realize-youre-failing\/\">do you realize you\u2019re failing?<\/a> | <a href=\"\/\/www.g005e.com\/2015\/01\/21\/winning-your-first-client\/\">winning your first client<\/a><\/em><\/p>\n<\/blockquote>\n<p>now here\u2019s a checklist for you to run through before you begin your next business development initiative, and before each new business appointment that you have. <a href=\"\/\/www.g005e.com\/2015\/04\/26\/selling-value-vs-fees\/#more-39282\" class=\"more-link\">read more &rarr;<\/a><\/p>\n","protected":false},"author":1343,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[5,2274,3120,2301],"tags":[4278,3958,4281,4283,216,20],"class_list":["post-39282","post","type-post","status-publish","format-standard","hentry","category-outlook","category-pricing","category-pro-member-exclusive","category-talent","tag-billing-rate","tag-cpa-billing-rates","tag-fee-structure","tag-pricing-rates","tag-sales","tag-training","membership-content","access-restricted"],"acf":[],"yoast_head":"<!-- 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