Viewing entries tagged
Demand

The "elevator speech"

Forget having an "elevator speech." Nobody wants to hear it. Instead, you need a Door-Opener, which explains the problem you solve for your clients. Here's why.

Top 10 deadly sales sins

Many of lawyers' sales difficulties are within their control, or of their creation. Here are 10 sales habits to drop.

Cross-selling & referral trigger

Referral sources must see you as relevant to those they'd refer. Define yourself in terms of the business situations or problems that trigger demand.