Not getting hired? It’s not for the old-school reasons most lawyers (and others) assume, but for much simpler human reasons that are easier to fix.
Sales trainers have long taught us that “price” actually is code for “value.” Discount requests have always been a signal that your value is perceived as out of line with what you charge. However, when discount requests become the norm, that’s a larger, more ominous signal.
Emotions play a pivotal role in decisions, and may lead to a purchase decision that the ‘rational’ choice criteria might not have predicted.
Discuss the prospect's problem in great depth; prematurely moving to a solution discussion creates barriers to buyers’ engagement.
Many of lawyers' sales difficulties are within their control, or of their creation. Here are 10 sales habits to drop.
Identifying business need is the anchor of traditional sales strategy. Now, "readiness" and "willingness" are more important.
So, you’ve gotten a meeting with what seems like a dream client. Make sure it isn't just a fantasy, then learn what the prospect would consider the optimal meeting outcome.
In business development, artful questioning means not only well-crafted questions, but a conversational flow that keeps the prospect focused.
For each decision, there will be different stakeholders. The nature of each's stake determines how much they'll influence the decision.
What keeps good salespeople from achieving better results has little to do with technique or what you sell. Learn to spot these "sales killers."
Cross-selling is "selling squared," i.e., to sell anything to the client, first you must sell the relationship partner on granting you access.
If clients resist your price, help them recognize the many different types and degrees of impact associated with the problem you're solving.
When a conflict arises with a prospect or client, stop talking and evaluate the nature of the dispute. Is it a disagreement or a misunderstanding.
Lawyer business development tip: Learn about and address all three types of buyer needs: Service, Economic, Emotional.
There’s one BD skill that everyone can learn. Whether it’s a large team, or a firm of two, the common thread is that lawyers previously considered too introverted to be rainmakers can make a valuable contribution to the overall BD effort..