{"id":21641,"date":"2020-11-13T08:00:19","date_gmt":"2020-11-13T14:00:19","guid":{"rendered":"https:\/\/taxprocenter.proconnect.intuit.com\/?p=21641"},"modified":"2021-01-08T08:13:47","modified_gmt":"2021-01-08T14:13:47","slug":"negotiating-your-price","status":"publish","type":"post","link":"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/negotiating-your-price\/","title":{"rendered":"Negotiating your price"},"content":{"rendered":"<p>For many of us, negotiation is one of the hardest and most misunderstood tasks that any tax and accounting professional is called to do. Just the word can bring fear, sweats, heart palpitations, dry mouth, and a desire to run. Why do we feel this way? We may lose the deal. Waste our time. Get in an agreement with someone we shouldn\u2019t have gotten into a deal with. That\u2019s never happened to anyone here, has it?<\/p>\n<p>Successful negotiations are where everyone feels \u2013 yes, feels \u2013 their needs are met and the right thing was done. The only bad negotiations are when one side \u2013 rightly or wrongly \u2013 feel the other was taking advantage of them.<\/p>\n<p>Negotiation is not about dollars and cents. It is about only one thing: human Interaction. Negotiation is the process where two or more people who perceive a difference in interests or perspective attempt to reach an agreement.<\/p>\n<p>In \u201c<a href=\"https:\/\/www.amazon.com\/Thinking-Fast-Slow-Daniel-Kahneman\/dp\/0374533555\/ref=as_li_ss_tl?ie=UTF8&amp;qid=1475146071&amp;sr=8-1&amp;keywords=Thinking+fast+and+slow&amp;linkCode=ll1&amp;tag=thequinman-20&amp;linkId=c9d730e9289e700168a6cbaaf445bb46\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" target=\"_blank\">Thinking Fast and Slow<\/a>\u201d Daniel Kahneman suggests that our brain operates in two systems. System 1 is fast, instinctive, and emotional, while System 2 is slower, more deliberative, and more logical. Understanding these two systems is important to negotiations because we have to use System 1 to get to System 2.<\/p>\n<p>We believe when we present a logical, reasonable, and fair offer, prospects will say yes, so why don&#8217;t they? There are forces at work you may not be aware of; good negotiators know they must be ready for surprises. Great negotiators use their skills to reveal the surprises that are certain to exist.<\/p>\n<p>How many of you had clients come to you for whatever reason, and you gave them all the logical reasons to use you. Every obstacle was solved, yet nothing happened? Why? Emotions are driving them. Logic is not. This is what we must learn to work with. All the reasoning you provide just will not work.<\/p>\n<p>What will work? Listening, understanding, and seeing things from their point of view. Establish rapport, calm them down, gain their trust, learn their needs, and use empathy to negotiate your prices and services.<\/p>\n<p>Your job at this point is to establish two things: trust and competency. How do you do this? By actively listening.<\/p>\n<ul>\n<li>Hear what they are saying.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li>Ask questions to uncover more information.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li>Look at them.<span class=\"Apple-converted-space\">\u00a0<\/span><\/li>\n<li>Smile.<\/li>\n<\/ul>\n<p>In \u201c<a href=\"https:\/\/www.amazon.com\/Never-Split-Difference-Negotiating-Depended-ebook\/dp\/B014DUR7L2\/ref=sr_1_2?dchild=1&amp;keywords=Never+Split+the+Difference&amp;qid=1604336694&amp;sr=8-2\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\" target=\"_blank\">Never Split the Difference: Negotiating as If Your Life Depended on It<\/a>,\u201d Chris Voss and Tahi Raz emphasize two techniques: mirroring and labeling.<\/p>\n<ul>\n<li>Mirroring is simply repeating what someone just said. It creates more reception from the other side, focuses attention, and gives your prospects an opportunity to dial in more with you and you to dial in more with them. It causes an almost completely unconscious response for the person to want to go on.<\/li>\n<li>Conversely, labeling is identifying the emotions that you are seeing. You need to separate people from the problem; the thinking being that emotions are an obstacle to a positive outcome.<\/li>\n<\/ul>\n<p>Another great technique so prospects feel safe and secure is saying \u201cno.\u201d Next time you are on a <a href=\"https:\/\/accountants.intuit.com\/taxprocenter\/practice-management\/sales-101-for-tax-professionals-now-youre-in-the-sales-groove\/\"title=\"\"  target=\"_blank\" rel=\"false noopener noreferrer\">sales<\/a> call, pay attention to what the salesperson is saying. Chances are they are asking questions to get you to say \u201cyes.\u201d How do you feel? If you\u2019re anything like me, you want to get away! Now, turn it around and ask \u201cno\u201d questions. You will feel entirely different. You will feel in control. Safe. That\u2019s how you want your prospects to feel.<\/p>\n<p>How do you ask \u201cno\u201d questions? It takes practice. Instead of asking, \u201cDo you agree,\u201d ask \u201cDo you disagree?\u201d Instead of asking, \u201cDoes this work for you?,\u201d try asking, \u201cIs this a bad idea?\u201d We are so addicted to \u201cyes,\u201d that flipping the words for a \u201cno\u201d response does feel unnatural \u2013 but it works.<\/p>\n<p>A negotiation strategy to be aware of is loss aversion. People will choose not to lose something over the possibility of gaining something. We all do this. Look around your house. Are you holding on to things you don\u2019t want to lose, even though in getting rid of them, you\u2019ll gain space in your house? Prospects are the same. People work harder to avoid losses than to attain gains.<\/p>\n<p>The next time you talk with a prospect, let them know what they will lose by not working with you versus what they will gain. Again, this take practice and a total flip of your thinking, but you can do it!<\/p>\n<p>These are just some of the techniques and theories of negotiations. Once your prospects feel safe and secure, in control, and realize what they will lose by not working with you, you will sign more business. The best part? You will both be happy with the results.<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Figuring out how to price your engagements can be a big obstacle for many tax pros; get timely advice from Debra Kilsheimer on how to make the negotiations much easier. <\/p>\n","protected":false},"author":115429426,"featured_media":21642,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"rkv_browse_by_id":0,"rkv_cta_id":0,"rkv_optimize_for_pagespeed":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"useModifiedDate":false,"customPublishDate":"","_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false},"categories":[116807],"tags":[646041692],"intuit_collection":[],"intuit_series":[],"coauthors":[509474262],"class_list":["post-21641","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-practice-management","tag-firm-of-the-future"],"header_image":"","yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.1.1 - 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Debbie believes that accounting can change lives; when you know your numbers, you change your future. She's been working in accounting since a little girl. In the evenings, her dad prepared tax returns. When other fathers were throwing baseballs to their kids, Debbie's dad was teaching her what goes on a Schedule A! Debbie has been an Insightful Accountant Top 100 ProAdvisor\u00ae for the past three years. In 2015, she was recognized as a Top 10 ProAdvisor, and Behind the Scenes was honored as an Intuit\u00ae Firm of the Future. She's a Certified Advanced ProAdvisor in QuickBooks\u00ae Desktop and Online. In her spare time, she plays the violin and is concertmaster of the Volusia Community Symphony. 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