How to Tame the Elephant in the Room- 6 steps to build trust and close deals!

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Many years ago I learned 6 steps to selecting a jury and dealing with elephants from legendary trial lawyer, Gerry Spence. They have helped me obtain million dollar jury verdicts for my clients. …

Many years ago I learned 6 steps to selecting a jury and dealing with elephants from legendary trial lawyer, Gerry Spence. They have helped me obtain million dollar jury verdicts for my clients.

In this SlideShare, I show you how to use these same 6 steps to make a presentation and close your next deal.

Please do me a favor. If you think these 6 steps have value, please share my presentation with your community and stop by my communication tips blog to say hello.

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  • 1. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! I’LL BE PICKING A JURY A WEEK FROM MONDAY IN A DIFFICULT AND TRAGIC WRONGFUL DEATH CASE. MitchJackson.com 800.661.7044
  • 2. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! VOIR DIRE OR JURY SELECTION IS THE OPPORTUNITY FOR ME TO LEARN MORE ABOUT MY JURY… MitchJackson.com 800.661.7044
  • 3. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! AND MY JURY GETS TO LEARN MORE ABOUT ME. MitchJackson.com 800.661.7044
  • 4. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IT’S ALSO THE TIME TO DEAL WITH BIG ISSUES THAT EVERYBODY KNOWS ABOUT BUT NOBODY WANTS TO TALK ABOUT. MitchJackson.com 800.661.7044
  • 5. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! THE ELEPHANT IN THE ROOM. MitchJackson.com 800.661.7044
  • 6. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN THIS SLIDESHARE I AM GOING TO SHOW YOU HOW TO DEAL WITH AND EVEN TAME THE ELEPHANT IN THE ROOM. MitchJackson.com 800.661.7044
  • 7. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IT’S IMPORTANT THAT YOU IMMEDIATELY DEAL WITH ELEPHANTS BECAUSE IN TODAY’S NOISY WORLD, GETTING AND KEEPING SOMEONE’S ATTENTION AND EARNING THEIR TRUST CAN BE A CHALLENGE. MitchJackson.com 800.661.7044
  • 8. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! THERE’S PROBABLY NO MORE DIFFICULT OF A PLACE TO GAIN TRUST THAN IN A COURTROOM WITH 12 JURORS WHO, PRIOR TO TRIAL, YOU’VE NEVER MET. MitchJackson.com 800.661.7044
  • 9. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! SO, I CAN COMFORTABLY REPORT THAT IF THESE 6 STEPS WORK FOR ME IN COURT, THEY’LL ALSO WORK FOR YOU DURING YOUR NEXT PRESENTATION. MitchJackson.com 800.661.7044
  • 10. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! MANY YEARS AGO I LEARNED 6 STEPS TO SELECTING A JURY AND DEALING WITH ELEPHANTS FROM LEGENDARY TRIAL LAWYER, GERRY SPENCE. MitchJackson.com 800.661.7044
  • 11. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! YOU CAN USE THESE SAME 6 STEPS TO MAKE A PRESENTATION OR CLOSE YOUR NEXT DEAL. MitchJackson.com 800.661.7044
  • 12. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! BUT BEFORE WE GET STARTED, I WANT YOU TO UNDERSTAND AND APPRECIATE THIS IMPORTANT POINT… MitchJackson.com 800.661.7044
  • 13. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! YOU NEED TO BE IN THE MOMENT WHEN GOING THROUGH THESE STEPS. MitchJackson.com 800.661.7044
  • 14. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! RATHER THAN WORRYING ABOUT WHAT HAPPENS NEXT (MY VERDICT OR YOUR CUSTOMER’S DECISION), EMBRACE THIS PARTICULAR MOMENT IN AN HONEST AND TRANSPARENT WAY. MitchJackson.com 800.661.7044
  • 15. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! GENUINELY LISTEN AND INTERACT WITH THE OTHER PERSON OR AUDIENCE DURING EACH OF THESE 6 STEPS. BE REAL! MitchJackson.com 800.661.7044
  • 16. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IT’S NOT ALWAYS EASY TO DISCUSS THE ELEPHANT BUT IT IS ALWAYS NECESSARY. MitchJackson.com 800.661.7044
  • 17. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! STEP #1: FIGURE OUT WHAT THE CHALLENGING ISSUES ARE. WHAT EXACTLY IS THE ELEPHANT IN THE ROOM? MitchJackson.com 800.661.7044
  • 18. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN ONE OF MY CASES THE WHITE ELEPHANT MIGHT BE THE ISSUE OF TORT REFORM OR A JURY’S RELUCTANCE TO AWARD LARGE MONEY DAMAGES. MitchJackson.com 800.661.7044
  • 19. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IT COULD BE THE RACE OR SOCIAL BACKGROUND OF MY CLIENT. EVERYBODY IN THE COURTROOM KNOWS WHAT EVERYONE ELSE IS THINKING BUT NOBODY IS TALKING ABOUT IT. MitchJackson.com 800.661.7044
  • 20. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN THE COMPUTER SOFTWARE BUSINESS, THE ELEPHANT MIGHT BE THE HIGH INITIAL EXPENSE TO THE CUSTOMER OR ADDITIONAL INFRASTRUCTURE UPGRADES AND TRAINING. MitchJackson.com 800.661.7044
  • 21. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! UNDERSTAND THIS REALITY AND FIGURE OUT WHAT THE ELEPHANT IS AND YOU’RE ONE STEP AHEAD OF EVERYONE ELSE. MitchJackson.com 800.661.7044
  • 22. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! STEP #2: GIVE THOUGHT AND REFLECTION TO THE ELEPHANT. FIGURE OUT HOW IT MAKES YOU FEEL AND WHY. MitchJackson.com 800.661.7044
  • 23. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN MY TRIALS, I TRY AND FIGURE OUT WHAT ISSUE(S) WILL BE CONTROVERSIAL OR MAY HURT US AND I MAKE AN EFFORT TO GRASP EXACTLY HOW THAT MAKES ME FEEL. MitchJackson.com 800.661.7044
  • 24. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! BY GOING THROUGH THIS PROCESS I’M ABLE TO SOMEWHAT APPRECIATE HOW MY JURORS MIGHT FEEL ABOUT THE ELEPHANT. MitchJackson.com 800.661.7044
  • 25. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN A SALES SITUATION, A HIGH INITIAL PURCHASE PRICE MIGHT MAKE A CUSTOMER THINK TWICE BEFORE BUYING YOUR PRODUCT. MitchJackson.com 800.661.7044
  • 26. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! GIVE SOME THOUGHT AS TO WHY HE MIGHT FEEL THAT WAY. IS IT TRULY A MONEY THING OR IS IT REALLY A “DON’T ROCK THE BOAT” WITH COMPANY POLICY KIND OF THING? MitchJackson.com 800.661.7044
  • 27. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! DEEP INSIDE YOUR CORE, EXPLORE AND INTERNALIZE THE ISSUES BEHIND YOUR CUSTOMER’S HOW AND WHY. MitchJackson.com 800.661.7044
  • 28. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! EXPLORE YOUR FEELINGS. OPEN YOUR MIND AND HEART TO UNDERSTAND. MitchJackson.com 800.661.7044
  • 29. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! STEP #3: OPEN UP A BAG OF PEANUTS AND COAX THE ELEPHANT OUT INTO THE OPEN. MitchJackson.com 800.661.7044
  • 30. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! WHEN SELECTING MY JURY, I’M VERY OPEN ABOUT HOW AND WHY I FEEL THE WAY I DO ABOUT CERTAIN ISSUES. SOMETIMES I’M A BIT EMBARRASSED FOR DOING SO BUT, BY BEING TRANSPARENT, I’M BEING REAL. MitchJackson.com 800.661.7044
  • 31. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! BY BEING GENUINE I’M SHOWING MY JURY THAT’S IT’S OK TO BE HONEST AND OPEN AND TO SHARE OUR THOUGHTS, CONCERNS AND EVEN FEARS WITH EACH OTHER. MitchJackson.com 800.661.7044
  • 32. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IT’S ABOUT LEADING BY EXAMPLE AND STARTING A REAL AND HONEST DIALOG. IT BEGINS THE TRUST PROCESS. MitchJackson.com 800.661.7044
  • 33. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! I’M JUST HAVING AN HONEST DISCUSSION WITH MY JURY. I WANT THEM TO EXPRESS THEIR FEELINGS ON THE SUBJECT. I WANT TO TALK ABOUT IT (WHICH IS MUCH DIFFERENT THAN LECTURING SOMEONE ABOUT HOW THEY SHOULD FEEL ABOUT SOMETHING). MitchJackson.com 800.661.7044
  • 34. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! YOU SHOULD USE THE SAME APPROACH WITH YOUR CUSTOMER. MitchJackson.com 800.661.7044
  • 35. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! STEP #4: ASK THE OTHER PERSON TO PULL OUT A PEANUT AND FEED THE ELEPHANT. MitchJackson.com 800.661.7044
  • 36. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! I MIGHT ASK MY JURORS, “AM I THE ONLY ONE WHO FEELS THIS WAY?” I PUT MYSELF OUT THERE. MitchJackson.com 800.661.7044
  • 37. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! SOMETIMES IT TAKES A WHILE BUT EVENTUALLY A JUROR WILL RAISE HER HAND AND WE’LL START TALKING ABOUT THE ISSUE OR WHAT WE’RE BOTH AFRAID OF. MitchJackson.com 800.661.7044
  • 38. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! SHE MAY NOT USE THE WORDS, “I’M AFRAID” BUT THE FACT IS, WE’RE NOW FEEDING PEANUTS TO THE ELEPHANT AND TALKING ABOUT IT. MitchJackson.com 800.661.7044
  • 39. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! THE PROCESS IS REAL, RAW AND GENUINE. IT’S SOMETHING MANY PEOPLE ARE NOT USE TO DOING. MitchJackson.com 800.661.7044
  • 40. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN SALES, YOU CAN DO THE SAME THING. INVITE THE OTHER PERSON OR AUDIENCE TO INTERACT WITH YOU ABOUT THEIR FEELINGS. MitchJackson.com 800.661.7044
  • 41. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! “SPENDING THIS MUCH MONEY ON OUR SOFTWARE HAS GOT TO BE A BIT NERVE RACKING. INITIALLY, I’M NOT SURE I’D BE COMFORTABLE DOING THIS. IS THIS HOW YOU FEEL?” MitchJackson.com 800.661.7044
  • 42. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! ONCE YOU GET PEOPLE TO START TALKING OPENLY AND HONESTLY, MAGIC HAPPENS. MitchJackson.com 800.661.7044
  • 43. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! AFTER ALL, KNOWING EACH OTHERS “TRUTH” IS KEY TO BUILDING RESPECT, RAPPORT AND TRUST. MitchJackson.com 800.661.7044
  • 44. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! STEP #5: ACCEPT AND PLACE VALUE ON WHAT THE OTHER PERSON TELLS YOU ABOUT THE ELEPHANT. MitchJackson.com 800.661.7044
  • 45. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! ONCE YOU OPEN YOURSELF UP TO THIS KIND OF CONVERSATION, YOU ARE GOING TO HEAR THINGS THAT WILL BOTHER AND EVEN HURT YOUR FEELINGS. MitchJackson.com 800.661.7044
  • 46. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! THE ELEPHANT IS GOING TO STEP ON YOUR TOES. BUT THAT’S OK. THAT’S THE POINT. KEEP MOVING FORWARD. MitchJackson.com 800.661.7044
  • 47. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! CONTINUE THE CONVERSATION AND BE REAL. HELP EACH OTHER FEED PEANUTS TO THE ELEPHANT. MitchJackson.com 800.661.7044
  • 48. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! IN SALES, YOU NEED TO KNOW WHAT’S REALLY ON THE MIND OF YOUR PROSPECT BEFORE HE LEAVES AND MAKES HIS PURCHASE RECOMMENDATION. MitchJackson.com 800.661.7044
  • 49. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! TALKING ABOUT THE ELEPHANT IN THE ROOM WILL HELP YOU MAXIMIZE YOUR CHANCES OF TRULY UNDERSTANDING ALL THE ISSUES AND ANSWERING ALL QUESTIONS. MitchJackson.com 800.661.7044
  • 50. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! STEP #6: HOP ON THE BACK OF THE ELEPHANT AND CONTINUE SHARING YOUR THOUGHTS AND FEELINGS. MitchJackson.com 800.661.7044
  • 51. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! NOW THAT YOU’VE GOT YOUR PROSPECT TALKING AND BEING HONEST WITH YOU, GO WITH THE FLOW. EMBRACE THE CONVERSATION AND BE ENGAGED. MitchJackson.com 800.661.7044
  • 52. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! ASK OPEN-ENDED QUESTIONS AND LISTEN MUCH MORE THAN YOU TALK. USE YOUR BODY LANGUAGE TO TELL YOUR PROSPECT THAT IT’S OK TO SAY AND FEEL THE WAY THEY DO. MitchJackson.com 800.661.7044
  • 53. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! I’M NOT STANDING BEFORE MY POTENTIAL JURORS TRYING TO HIDE ANYTHING. IF I’M AFRAID OR CONCERNED ABOUT SOMETHING, I WANT THEM TO KNOW. IT’S A TRUST THING. MitchJackson.com 800.661.7044
  • 54. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! JURORS WILL TAKE CARE OF YOU AND YOUR CLIENT IF THEY KNOW YOU ARE BEING STRAIGHT WITH THEM AND EMPOWER THEM TO HELP YOU. THEY’LL RESPECT YOU FOR NOT BULLSHITTING THEM. MitchJackson.com 800.661.7044
  • 55. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! MOST PEOPLE WILL AVOID EMBRACING THE ELEPHANT AND FEEDING IT PEANUTS. MitchJackson.com 800.661.7044
  • 56. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! BUT NOW YOU KNOW THAT’S THEIR PROBLEM AND NOT YOURS  MitchJackson.com 800.661.7044
  • 57. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! USING THESE 6 STEPS, YOU CAN DO WHAT OTHERS ARE AFRAID TO DO AND TAME THE ELEPHANT. MitchJackson.com 800.661.7044
  • 58. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! YOU CAN MAKE THE ELEPHANT IN THE ROOM AN OPPORTUNITY TO LEARN ABOUT THE OTHER PERSON AND THEN, AND ONLY THEN… MitchJackson.com 800.661.7044
  • 59. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! HOP UP ON ITS BACK AND CLOSE THE DEAL! MitchJackson.com 800.661.7044
  • 60. TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! TRIAL LAWYER COMMUNICATION TIPS FOR EVERYONE! PLEASE SHARE MY PRESENTATION IF YOU LIKED IT AND STOP BY MY BLOG TO SAY HI. THANKS SO MUCH! MITCHJACKSON.COM MitchJackson.com 800.661.7044