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Questioning

Take your sales diagnosis beyond the surface symptoms

Buyers and sellers are both eager to get to a solution, so we resist what we may perceive to be a protracted diagnostic phase. We think we understand the problem, and we want to get on with solving it. However, unless you're really lucky, and your prospect is extraordinarily self-aware of their problem and its full range of consequences, you'll find that you have to get beyond surface observations.

Eventually vs. Now

Don't hitch your wagon to specific legal knowledge or skills alone. All knowledge ages and eventually obsoletes itself, and there are countless lawyers offering similar knowledge and skills, making that a race to the bottom. Many desirable clients are looking for a counselor who facilitates the answer instead of always providing it. Here's how and why.