Any sales call should be driven by the prospect having agreed to discuss a specific business problem, for which you're qualified to help with the legal aspects. If so, the Earn the Right to Advance: Next Steps Meeting simulation will teach you how to manage an interaction whose purpose is to get a decision.
If you're making the call simply because you've been referred, or bumped into the prospect at an event, it will be hard to succeed because you have no mutually beneficial agenda. (This is probably why you're not confident about the call. Trust those instincts.) You've got some work to do first, i.e., identifying an emerging problem that will command prospects' attention. You can learn about that in Become a Thought Leader: Uncover a Business Issue that will Open Doors for You.
Before doing anything, though, you should watch the free video "Why You Need to Market & Sell Differently: Buyers' Comments." In it, you'll hear from legal service purchasers why they hate being pitched, and why they favor what you'll learn in RainmakerVT.
There are two ways to get access to the Next Steps Meeting simulation
- Through your firm. Contact your Marketing- or Business Development department and ask for this training. (If they're not yet making the most innovative training in the law business available to you, ask them to contact us at 702-942-7367 to learn how to get RainmakerVT's interactive online training for your colleagues and you.)