Final closing the sale asking for business
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This document discusses how to gain legal clients through building trust, rapport, and relationships. It emphasizes that traditional "selling" skills do not apply, as clients now expect more engagement and want to pay less. Lawyers should identify problems, add value, ask questions to understand the client, and collaborate rather than dictate solutions. Building long-term relationships over time through friendliness, empathy, and realness is key. Gaining trust involves asking the right questions and listening intently to understand the client's unique situation and needs. The focus should be on helping clients rather than always trying to aggressively close the sale.
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Final closing the sale asking for business
- 1. How to Ask for Business/ Making the Sale Cordell M. Parvin http://www.cordellparvin.com 1
- 2. Selling Definition “to persuade or of Selling: influence someone to buy.” 2
- 3. Selling Skills Books > “selling” Showing 1 - 12 of 48,594 Results 3
- 4. Selling Legal Services 2013 Not About Technique Traditional Selling Skills Do Not Apply 4
- 5. How Clients Select Getting Hired Trust & Rapport Client Meetings Recommendations W es ea Ti Relationships k Credibility Visibility 5
- 6. How Clients Select Screen Based on Reputation and Recommendations 6
- 7. How Clients Select Seth Godin 7
- 8. Seth Godin
- 9. How Clients Select Ti es e ak o fW g th tr en S 9
- 10. How Clients Select Who Are Your Weak Ties? 10
- 11. How Clients Select Hire Lawyers Over Law Firms 11
- 12. How Clients Select Hire Lawyers They Trust and With Whom They Have Rapport 12
- 13. Selling Legal Services 2013 ce ur an Ins fe Li Different - How? 13
- 14. Selling Legal Services 2013 Different in 2013. How? 14
- 15. Selling Legal Services 2013 Now Clients are More Engaged 15
- 16. Selling Legal Services 2013 Now Clients Expect More Want to Pay Less 16
- 17. Selling Legal Services 2013 If Not Selling and Closing - What? 17
- 18. Selling Legal Services 2013 Sell by Asking and Listening, Not by Telling 18
- 19. Selling Legal Services 2013 Problem Identification 19
- 20. Perspective How Potential Client is Thinking 20
- 21. Empathy How Potential Client is Feeling 21
- 22. Selling Legal Services 2013 Collaborate Don’t Dictate 22
- 23. Selling Legal Services 2013 Andrea Anderson Work on Building Relationships 23
- 24. Selling Legal Services 2013 Advance Your Relationship Over Time 24
- 25. Selling Legal Services 2013 Simon Sinek 25
- 26. 26
- 27. 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 T Four Beliefs that Kill Trust Change Your Beliefs 27
- 28. Identify Your Best Opportunities 30% 60% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 28
- 29. Trust and Rapport Skills Capital- Trust Social Capital- Rapport 29
- 30. Trust and Rapport Six Principles 1. Reciprocation 2. Commitment/Consistency 3. Authority 4. Social Validation 5. Scarcity 6. Liking/Friendship Engage 30
- 31. Speak Their Language Introverted/Typically Talk Slower Task Focused and Closed Outgoing/Talk Fast Analytical Driver Types Amiable Expressive People Focused and Open 31
- 32. Build Rapport Visual Learners – Showing Aural Learners – Discussing Kinesthetic Learners - Experiencing 32
- 33. Client Meeting What Do You Need to Learn? 33
- 34. How to Gain Trust Ask the Right Questions 34
- 35. 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
- 36. What Questions to Ask S ituation Questions P roblem Questions I mplication Questions Need Payoff Questions 36
- 37. How to Gain Rapport Likeability and Charisma 37
- 38. Selling Legal Services 2013 Jeffrey Gitomer 38
- 39. Relationship and Reputation 39
- 40. Relationship Building Friendliness Relevance Empathy Realness 40
- 41. How to Gain Rapport Charisma May Not Be What You Think 41
- 42. How to Gain Rapport Charisma: What It Is 42
- 43. Making the Sale DO Identify Problem, Opportunity or Change 43
- 44. Making the Sale DO Find Ways to Add Value 44
- 45. Making the Sale DO Gain Trust and Rapport, Ask Questions and Listen 45
- 46. Making the Sale DO Ask or Tell Your Client You Want to Help Them 46
- 47. 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. Green Don’t Always Be Closing 47
- 48. How to Ask for Business/ Closing the Sale Cordell M. Parvin http://www.cordellparvin.com 48