ACCOUNTING-FIRM-MANAGEMENT5 MIN READ
Ask Advisory Questions Before Pitching
Use SPIN question sequencing to explore an advisory opportunity before proposing work.
Rosa R Restaurant owner S Situation P Problem I Implication The hint 20 sec Client check-in Rosa says sales are up but cash feels tight. The manager sees an advisory opening, but a pitch now would be premature. The quality of the next question decides whether this becomes discovery or a sales monologue. +18% sales growth 9 days cash buffer
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