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James Ashford

Selling to Serve: Sell Your Accounting & Bookkeeping Services with Unshakeable Confidence for More Than You Thought Possible Paperback – 1 February 2021

by James Ashford (Author), Paul Dunn (Foreword)

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2021 EDITION: REVISED & UPDATED | More than twice the size & includes the five missing mindset chapters. | You’re not running an accountancy firm; you’re running a business. But most accountants and bookkeepers don’t have a business, they have chaos. You end up doing far more work than you get paid for and you’re not valued enough by your clients. Ultimately, you’re not getting the rewards you deserve, which include financial rewards, the gift of time, growth, joy and fulfilment, which feels unfair and not why you started this. You wanted to serve and impact your clients to the highest levels and get rewarded for it to. This book will take you on a journey that will challenge some of your most limiting beliefs, remove conflicting thoughts, reveal the blueprint for a successful sales system and give you the unshakeable confidence to do what you now perceive to be hard, to make life so much easier. You will learn: The number one problem that’s causing you to be overworked, underpaid, undervalued and how to fix it. Why you really think selling is bad and the two main reasons you continue to give services away for free. The reasons you still struggle to sell, despite everything you’ve read and been taught.- Why clients really say “no” and it has nothing to do with a lack of money The common objections to your services and how to overcome them, instantly. The step-by-step blueprint for the Effortless Sales System.

Print length

288 pages
Language

English
Publication date

1 February 2021
Dimensions

13.97 x 1.65 x 21.59 cm
ISBN-13

979-8709177925
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Product details

ASIN ‏ : ‎ B08WJY6CSY
Publisher ‏ : ‎ Independently published (1 February 2021)
Language ‏ : ‎ English
Paperback ‏ : ‎ 288 pages
ISBN-13 ‏ : ‎ 979-8709177925
Dimensions ‏ : ‎ 13.97 x 1.65 x 21.59 cm

Best Sellers Rank: 132,147 in Books (See Top 100 in Books)
- 123 in Managerial Accounting
- 741 in Sales & Selling (Books)
- 143,053 in Textbooks & Study Guides

Customer Reviews:
60 ratings

About the author

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James Ashford

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James Ashford helps accountants, bookkeepers & CPAs to price consistently, sell more confidently & grow more profitably.

He’s achieved this in his own firm - MAP - where alongside Founder Paul Barnes, they first developed GoProposal & implemented a sales culture to ensure they were maximising the value of their clients.

James now helps thousands of accountants & bookkeepers around the world to achieve the same through his software - GoProposal - his philosophies, strategies, videos, books & keynote talks which are shared across social platforms and on www.GoProposal.com

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Eleanor Shakeshaft - Your Business Accountants

A practical book for accountants on resetting your business for success

Reviewed in Australia on 8 February 2021

This has to be the best book I have read which has helped me to understand why my mindset is so important for the success of my business.

What comes out of it for me is the inspiring personality of James on the pages he writes. If you have heard him speak you will hear a genuine enthusiasm in his voice about what he is teaching. That same enthusiasm comes through in the written word and as I read the book it made me feel as if he talking to me directly. I love that he has experienced the not so good times, picked himself up and put all those learnings into a book which lets me know that he is talking from personal experience and knows what works and what doesn't. It is not a text book, it is a practical book which goes straight into the nitty gritty of selling.

I haven't just read this book and put it down, I now have tangible plans and a renewed enthusiasm to make much needed changes in how I see myself as a business owner and how I can enable my staff to work with me towards the same goals.

It is not all about sales, it covers mindset, processes and techniques to help you find the right clients for your business.

Helpful

Rodney Stone

James Ashford is the Jamie Oliver of the Accounting industry...!

Reviewed in Australia on 18 July 2021

James Ashford is the Jamie Oliver of the Accounting industry...! He highlights what we are all thinking and feeling and encourages us to make the changes that we all know we should be making, but not exactly sure how to do it. His character is so likeable, down to earth...he is in our corner pushing us to achieve what we all deserve in our businesses. He understands accountants, he is an accountant...and he simply wants the best for us because he knows how hard we work every day, the commitments we make for our clients, often forgetting to tell our clients about all the work we are doing behind the scenes for them, and often forgetting to charge our clients for a lot of those valuable services. This book changes all of that for us accountants, thanks James and the whole team at GoProposal...!

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Top reviews from other countries

Tracy Baker

Must Read if you are a business owner / digital firm

Reviewed in the United Kingdom on 24 January 2019

Verified Purchase

Easy to read, full of insightful and really valuable information that I am definitely taking into my own practise.

I particularly enjoy James' no nonsense approach and practical steps in showing you how by altering your mindset, using a formula and by implementing his strategies you cannot fail to be a pioneer in your chosen business field.

12 people found this helpful

Suzy

Motivating

Reviewed in the United Kingdom on 22 March 2019

Verified Purchase

Brilliant book, so many ‘to do’s’ I’ll need to read it again. Really energised me to go and provide an even better service to my clients.

12 people found this helpful

Oliver

Don't miss out

Reviewed in the United Kingdom on 24 January 2019

Verified Purchase

This book basically lays out all the secrets you'd ever need to know, all shared from the front line from a top accountancy firm in Manchester. Brilliant must read for both new and hugely established firms.

11 people found this helpful

reader1

Study of this book should be a mandatory unit of study for accounting qualifications.

Reviewed in the United Kingdom on 26 June 2021

Verified Purchase

I've pootled along as a self employed bookkeeper for 15 years, absolutely rubbish at selling. I thought it was a plus point to say that I only took work from personal recommendations. Because work coming that way was already sold to the potential client before they met me. Trying to engage with complete strangers as clients never seemed to quite work out so I stopped doing it.

Not any more.

I bought this book 5 mins into a short seminar by the author, about selling and maximising your practice, for accountants and Bookkeepers.

I'm only half way through and went to meet a completely unknown potential client today with letter of engagement already prepared; a list of all the services that I knew she would need, and an hourly rate 50% higher than I usually charge. She didn't bat an eyelid and engaged me on the spot.
It works! It just works.
I haven't actually finished reading it yet and can't wait to see what next steps I can take.
The time and money I've previously spent on 'selling' courses that didn't work.... And now I know why. I won't give it all away here, you need to buy the book. And like me the cost will be recouped in the time saved before the next client even signs on the dotted line.

One person found this helpful

Robert Dadd

Must Read for Accountancy Practices

Reviewed in the United Kingdom on 8 February 2021

Verified Purchase

A great book for anyone running or working in an accountancy practice (or any professional services firm). Very clearly written it is effective in challenging how we price our services and manage clients expectations, the psychology of why professional advisers want to help and how this can become an issue, and why just tweaking some of your processes isn't enough. It's not a Capitalise Every Word Book to make it sound more effective, it's is get-to-the heart of the problem book which will make you rethink your interactions with clients.
I would highly recommend this book to anyone running an accountancy practice and feeling overworked, unfulfilled or unappreciated. Read it over a week-end, but will continue to refer to it for months to come.

2 people found this helpful

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