Tax Problem Resolution
Sales Assessment Results

"I don’t think I really have a tax problem that needs resolving."

And you may not, but over 75% of people in your industry are overpaying in taxes because they have simply outgrown their CPA. Our due-diligence is done at no-cost and uses your actual IRS transcripts to create a "Road Map to Resolution" which will outline the potential issues and solutions we can offer to fix them. So, why don't we get a 2848 signed so I can pull your IRS records and see exactly where you may have been overpaying these past few years? Would that work for you? It costs you nothing but it does take a few days to get the records back. I just need a signature here on this 2848. If you have no problems, then I will let you know there is nothing we need to do but that only occurs in about 1 or 2 out of 20 of the Road Maps we create.

The response effectively addresses the objection by providing relevant statistics and framing the service as a proactive measure, appealing to the prospect's potential concern about overpaying taxes. The professional tone is maintained throughout, and the closing technique is clear, pushing for action by asking for the signing of the 2848 form. However, while the solution-focused approach is evident, it could be improved by acknowledging the customer's feeling of not having a problem more directly, thereby softening the transition to asking for the signature. Overall, a solid response with some room for improvement in empathy and connection.

"Your services seem too expensive compared to similar offerings."

Well, I can appreciate the thought that it is too expensive. My usual response to that is "yes, but we actually get the work done and we do it all from start to finish for one flat fee". You see, in our industry, many firms will nickel and dime you throughout the process which ends up costing you much more than our flat fee which covers everything needed, regardless of how long it takes to fix the issue and fixing an IRS issue takes a long time. Also, I will tell say, we do not agree to help a client unless the savings outweighs the fees charged. In other words, if we cannot save you time and make you money, then we will simply not take you as a client. With that said, your tax savings is almost twice our fee, so not to sound rude, but is it really too expensive with all those things considered?

Your response effectively addresses the concern about pricing by highlighting the value of your flat fee structure and the comprehensiveness of your services. You clearly articulate how your approach prevents hidden costs that can arise from other firms. However, while you maintain professionalism, the closing technique could be softened; the phrase "not to sound rude" can come off as defensive. Instead, frame it as a question that invites further discussion. Lastly, you could enhance the solution-focused approach by offering a brief example of a client who saved money through your services. Overall, great job clarifying the value proposition, but a bit of finesse in closing could improve your impact.

"How do I know your team is qualified to handle my specific tax issues?"

Great question! Well, every tax problem is unique and so is the solution, so that is important to remember when choosing a tax problem solver to help with your issue. With that said, our of team of Enrolled Agents has helped thousands of taxpayers put an end to their issues as we have been helping taxpayers resolve tax issues since 2011. Listen, we have seen it all from clients owing $5,000 because they failed to include a 1099R distribution, to those owing millions because of a failed business venture. One could argue we have seen more tax issues than an IRS employee. Lol! A big plus for our team is that for 10 years we were the exclusive tax problem resolution provider for a nationwide tax prep franchise who had tried to use several other firms before finding us. They will tell you that they chose us because simply put, "they get the work done and keep our clients happy". Now, our team is smaller than most but our Enrolled Agents specialize in tax problems, not just taxes, so you are not dealing with a team that simply prepares forms. We have been navigating the tax laws and resolving tax issues for over a decade with minimal complaints, unlike most firms in this industry who seem to have a new complaint online every week. If you are looking for an experienced and specialized team to handle every step of this for you so you can relax and not stress out every day, then we are the team to help. Are you ready to get this process started?

This response effectively addresses the concern by highlighting the qualifications of the team and providing specific examples of their experience, which adds credibility. The use of humor ("one could argue we have seen more tax issues than an IRS employee") lightens the conversation and makes the response more engaging. The communication is professional and the tone is encouraging. However, while it does a great job of providing background and reassurance, it could benefit from a slightly stronger closing technique. The question "Are you ready to get this process started?" is good, but a more direct call to action or a question about their specific issues could create a stronger push towards closing. Overall, this response is solution-focused and gives the prospect confidence in the team’s abilities, but could be slightly more proactive in closing the deal. Score: 8

"I’m not ready to commit to anything until I see more proven results."

Unfortunately, our industry is not full of people who are willing to scream online that we helped them fix a tax problem. Tax problems are very emotional and people keep them close to their chest so not everyone knows they owed the IRS, but why don't we pull up another firms reviews right now and compare the complaints to ours? What firm would you like me to pull up to compare with ours?

The response acknowledges the concern about proven results but could be more effective by directly addressing the client's hesitation. It shifts focus to comparing reviews of other firms, which might not fully alleviate the client's need for tangible evidence of success. The communication is professional, but it lacks a strong closing technique; simply suggesting a comparison does not lead the client towards a commitment. A solution-focused approach could include sharing specific success stories or statistics that demonstrate your firm's effectiveness. Overall, while the response is on the right track, it misses the mark on addressing the client's core concern effectively. To improve, consider providing specific examples of previous client success or offering a trial service or consultation to build trust. This would make the proposal more enticing and reduce the perceived risk of commitment.

"I need to discuss this with my business partner before making a decision."

Understood, which part do they need to be comfortable with? Can we call them now?

This response effectively addresses the concern by acknowledging the need for partnership input. Asking which part needs clarification shows you’re solution-focused and willing to assist in the decision-making process. However, suggesting to call the business partner immediately may come off as too aggressive or presumptive. It would be more professional to offer to follow up after they’ve had time to discuss it, thus giving them space while keeping the door open for a future conversation. Overall, the communication is clear but could use a softer closing technique. Score: 7

"What if your solution doesn’t work for my unique situation?"

Our firm guarantees to place you into one of the 4 relief programs offered by IRS, so not working is not possible. Every client gets into a relief program with IRS, no matter what their situation may be. Does that make sense?

The response effectively addresses the concern by providing a guarantee, which can instill confidence in the potential client. However, it could be improved by acknowledging the uniqueness of the client's situation more empathetically before jumping into the solution. The communication is professional, but the phrase "not working is not possible" could be misleading. It would be better to clarify that while the firm strives for successful outcomes, some situations might require further customization. There's a hint of a closing technique in the question at the end, but it could be stronger. The response does focus on a solution, but it lacks a bit of nuance in recognizing individual circumstances. Overall, it shows promise but needs refinement in the approach.

"I’ve tried other tax resolution services before and they didn’t help."

Most of our clients have tried other firms and experienced little to no results because they chose a firm that is really a call center full of salespeople. As I mentioned earlier, we ar emuch smaller than most firms and our team specializes in problem resolution. Plus, that nationwide tax prep firm I mentioned who signed a 10 year exclusivity agreement for us to help their clients, their reason for hiring us was simply "because they get the work done" and that quote from the CEO of that large public company is actually on our website. That quote seems like it should sum up any concerns about us being like other firms or not getting the work done. Would you agree?

Your response does a decent job of addressing the objection by highlighting your firm's specialized approach and backing it up with a quote from a reputable client. However, it could have been more effective if you had directly empathized with the prospect's frustration and acknowledged their concerns first. The closing technique could be improved by asking a more open-ended question instead of one that could be answered with a simple 'yes' or 'no.' Additionally, there are a few typos and awkward phrases that detract from the professionalism of your communication. Overall, good points made, but it needs refinement and a more personal touch.

"I have a tight timeframe to sort this out; can you guarantee a quick resolution?"

Unfortuanltely, no. There is noone who can guarantee a quick resolution, but I can guarantee a resolution. Remember, it took you several years to get into this position of owing the IRS so much money, so it is going to take some time to get you out of it. If we keep them from seizing any of your assets, and keep them from affecting your day to day life, may I ask why it is that you need it done in a specific timeframe?

The response touches on the objection by clarifying that a quick resolution cannot be guaranteed, which is honest. However, it could have been more empathetic towards the client's urgency. The comment about the time taken to accumulate the debt might come off as dismissive rather than solution-focused. While you did pivot the conversation to the importance of protecting the client's assets, you missed an opportunity to offer a potential timeline or steps to expedite the process. Professional communication is generally maintained, but the tone could be softer. The closing technique lacks a strong call to action. Overall, it addresses the concern but doesn't provide a satisfactory solution or reassurance regarding the client's urgency.

"I’m concerned about sharing sensitive financial information with a third party."

As you should be, that is totally understandable in today's world. But remember that even if you dealt with this issue on your own, you will have to share sensitive information with the IRS to resolve the situation, so not disclosing sensitive information is simply not an option. But, we have been doing this since 2011 with no issues of security. Is the thought of sharing sensitive information with our team of Enrolled agents, who are licensed by the IRS to represent taxpayers, more concerning than the IRS seizing your assets?

The response effectively acknowledges the client's concern about sharing sensitive financial information, which is a good start. However, it could be improved by emphasizing the company's security measures and protocols more clearly to instill further confidence. The comparison between sharing information with your team and the IRS is a strong point, but it could be seen as slightly confrontational rather than collaborative. The closing technique could be enhanced by asking an open-ended question that invites the client to share their feelings or thoughts about moving forward, rather than a rhetorical one. Overall, while the professional communication is solid, the response lacks a more empathetic tone and a stronger solution-focused approach to reassure the client.

"What makes your approach different from other tax resolution companies I’ve considered?"

The difference in our firm versus others is that we actually get the work done and we do the initial due-diligence phase using your actual IRS transcripts at no cost, which is unheard of in our industry. Additionally, our six step process and client portal makes it easy to know exactly where you are in the process without waiting for calls to be returned. Oh, I almost forgot, we also guarantee to place you in one of the 4 relief programs offered by the IRS, which noone else does to my knowledge. Listen, you need to fix this problem before it spirals out of control,and you have already stated that you don't want to do this on your own, so let's get you the help you need today so this IRS mess can be resolved once and for all. Did you want to discuss payment plans for our fees or would you just pay for it in one

This response does a good job of addressing the objection by highlighting specific differences in the company's approach, such as the free initial due-diligence phase and the guaranteed placement in relief programs. However, the communication could be more professional; phrases like "Oh, I almost forgot" can come off as casual and may not inspire confidence. The closing technique is decent, as it prompts the prospect to discuss payment plans, but it could be strengthened by asking for a commitment or next step more directly. Overall, the solution-focused approach is clear, but the delivery needs refinement to enhance professionalism.