Video transcript:
Accountants definitely have to start asking better questions mostly because what they have been told from the very beginning of time is that they get paid for answers. The reality is that as we move into the future, it’s not only accountants, but all professionals are going to get paid to ask new and better questions. That’s really the focus of what they need to look at, is how can they ask questions that are really different from what most people are thinking of. The problem is that far too often the basic questions just get covered and we don’t get deep, we don’t get really into what is important to the customer. For example, instead of saying something like, “What decision do you need to make?,” instead use a word that you don’t often hear, like, “What is the crossroads you are at right now?” What happens is, in using different language like that, it changes the brain. It opens up to a whole new set of possibilities that perhaps they hadn’t seen before. So accountants are going to have to focus on being good at asking new, deeper, and better questions.
