Final closing the sale asking for business
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Final closing the sale asking for business

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Slides from coaching program on how to attract business and close the sale

Slides from coaching program on how to attract business and close the sale

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    Final closing the sale asking for business Final closing the sale asking for business Presentation Transcript

    • How to Ask for Business/ Making the Sale Cordell M. Parvin http://www.cordellparvin.com 1
    • SellingDefinition “to persuade orof Selling: influence someone to buy.” 2
    • Selling SkillsBooks > “selling”Showing 1 - 12 of 48,594 Results 3
    • Selling Legal Services 2013 Not About Technique Traditional Selling Skills Do Not Apply 4
    • How Clients Select Getting Hired Trust & Rapport Client Meetings Recommendations W es ea Ti Relationships k Credibility Visibility 5
    • How Clients SelectScreen Based on Reputation and Recommendations 6
    • How Clients Select Seth Godin 7
    • Seth Godin
    • How Clients Select Ti es e ak o fW g th tr en S 9
    • How Clients SelectWho Are Your Weak Ties? 10
    • How Clients SelectHire Lawyers Over Law Firms 11
    • How Clients Select Hire Lawyers They Trust andWith Whom They Have Rapport 12
    • Selling Legal Services 2013 ce ur an Ins fe Li Different - How? 13
    • Selling Legal Services 2013 Different in 2013. How? 14
    • Selling Legal Services 2013 Now Clients are More Engaged 15
    • Selling Legal Services 2013Now Clients Expect More Want to Pay Less 16
    • Selling Legal Services 2013If Not Selling and Closing - What? 17
    • Selling Legal Services 2013Sell by Asking and Listening, Not by Telling 18
    • Selling Legal Services 2013 Problem Identification 19
    • PerspectiveHow Potential Client is Thinking 20
    • EmpathyHow Potential Client is Feeling 21
    • Selling Legal Services 2013 CollaborateDon’t Dictate 22
    • Selling Legal Services 2013 Andrea Anderson Work on Building Relationships 23
    • Selling Legal Services 2013Advance Your Relationship Over Time 24
    • Selling Legal Services 2013 Simon Sinek 25
    • 26
    • Cl G ab ienC oa petsOb TR ous rolie l jo w tryllcn ntef s aoi eganct ex re tiu ssstb alf ge o t o t na i o pevedr dostuyes ul e U rienealeygtohe l nce ptht ar e S of TFour Beliefs that Kill Trust Change Your Beliefs 27
    • Identify Your Best Opportunities 30% 60% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 28
    • Trust and RapportSkills Capital- Trust Social Capital- Rapport 29
    • Trust and Rapport Six Principles 1. Reciprocation 2. Commitment/Consistency 3. Authority 4. Social Validation 5. Scarcity 6. Liking/FriendshipEngage 30
    • Speak Their LanguageIntroverted/Typically Talk Slower Task Focused and Closed Outgoing/Talk Fast Analytical Driver Types Amiable Expressive People Focused and Open 31
    • Build Rapport Visual Learners – Showing Aural Learners – Discussing Kinesthetic Learners - Experiencing 32
    • Client MeetingWhat Do You Need to Learn? 33
    • How to Gain TrustAsk the Right Questions 34
    • What Questions to Ask “I can always tell how experienced and insightful a prospective ... lawyer is by the quality of their questions and how intently they listen. That’s how simple it is.” 35
    • What Questions to AskS ituation QuestionsP roblem QuestionsImplication QuestionsNeed Payoff Questions 36
    • How to Gain RapportLikeability and Charisma 37
    • Selling Legal Services 2013 Jeffrey Gitomer 38
    • Relationship and Reputation 39
    • Relationship Building Friendliness Relevance Empathy Realness 40
    • How to Gain RapportCharisma May Not Be What You Think 41
    • How to Gain RapportCharisma: What It Is 42
    • Making the Sale DO Identify Problem, Opportunity or Change 43
    • Making the Sale DO Find Ways to Add Value 44
    • Making the Sale DO Gain Trust and Rapport, Ask Questions and Listen 45
    • Making the Sale DO Ask or Tell Your Client You Want to Help Them 46
    • Making the Sale “But if you’re selling any kind of professional services, or most anything over a few hundred dollars--the better you get at closing, the less you sell! Oh well, at least you get shot down faster!” -Charles H. GreenDon’t Always Be Closing 47
    • How to Ask for Business/ Closing the Sale Cordell M. Parvin http://www.cordellparvin.com 48