What do you learn from a role -playing game on negotiation and the perception of value

How to present the value of your services without justifying you excessively 📌 In this episode, you have the opportunity to see how a accounting negotiation negotiates a higher rate than the initial – not reducing the price, but from highlighting the real value of the services offered.

The customer had a problem with the cash flow and did not clearly understand where the company’s money disappeared. The accounting approach was:

✅ To analyze the customer’s financial problems and propose concrete solutions.
✅ Highlights the financial impact of decisions And showing how the optimization of the cash flow can bring long -term savings.
✅ Explains how the value of its services exceeds the monthly cost reducing financial risks and increasing profitability.

Because it is clarity in negotiations

When you shop a higher rate, it’s not just about figures but how you present yourself The real impact of your customer business services.

💡 Concrete example:

The accountant explained to the customer how the highest rate translates:

• Avoid cash flow problems that could lead to financial blocks.
• Identify and correct the financial losses that have influenced its profitability.
• Implementation of tax solutions that will bring real savings.

📌 The result? The customer accepted the highest rate, because he understood that it is an investment that will bring him financial benefits.

How can you apply this principle in negotiation

✅ Focus on the results, not on the figures. If the customer sees how your services bring savings or reduce its financial risks, the price becomes less important.

✅ Be clear in the explanations. Avoid technical jargon and explains in simple language such as the value it offers exceeds the monthly cost.

✅ Ask open questions. In the role -playing game of this episode, the accountant asked:
💬 “What would happen if we could reduce cash flow problems and increase net profit by 20%?”

📌 Negotiation does not concern the price, but the perception of value.

🎥 Look at the episode now and find out how to support your rates without giving in to negotiation!

(By the way, if you want to learn to better structure your work processes and the relationship with customers, also consult our material on The importance of the procedures between the accounting company and the entrepreneur. But today we focus on negotiation strategies and on the perception of value!)

Episode themes 5

✅ Take a test with your customers: In the next conversation with a customer, ask him:

– “What does a good accountant mean for you?”

– “What would you appreciate in our collaboration?”

Note the answers and see if there are services that you already offer, but do not capitalize.

✅ Exercise of presentation of the value: Imagine having to explain to a customer as you can help him save 10,000 Ron/year through tax optimization. How would you explain it clearly and without a technical jargon?

Conclusion

In conclusion, presenting the value of your services without excessive justification is key to maintaining your credibility and ensuring that clients understand the worth of what you offer. Instead of reducing prices or over-explaining, focus on clearly communicating the unique benefits and tangible results that your services bring. By emphasizing the real value, such as expertise, efficiency, and long-term outcomes, you can justify a higher rate without feeling the need to justify every aspect of your pricing. In the context of accounting, highlighting the value of precise financial management, compliance, and insights that save clients time and money can effectively support your higher rate. The key is to shift the conversation from price to value, ensuring the client understands the full impact of your services and the return on investment they will receive. By confidently asserting the value of your offerings, you not only justify a higher rate but also reinforce your position as a trusted expert in your field.