Selling—top tips for lawyers
Selling—top tips for lawyers

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  • Selling—top tips for lawyers

Selling—top tips for lawyers

TipWhat should you do?How can following this tip help you?
Develop rapport and empathy with the person you are meeting.Show interest and curiosity—ask plenty of questions and try to develop the conversation, particularly where there is common ground or a mutual interest.
Be as prepared to have a conversation about personal interests as one about business.
Some lawyers believe all conversations should be about business but this is a mistake. People like to talk about their hobbies and their family, so join in.
Do not be put off by the word ‘no’Many prospects that become clients will have said no directly or indirectly several times before giving an instruction.The best sales people will usually say they are not perturbed by being told no and have taken years to convert some contacts into clients.
Do not be afraid of the ‘s’ word.Do not be intimidated by the word ‘sales’ or by the fact you are selling.The act of selling is merely helping someone to solve a problem.
Compliment achievements.Use a little flattery, eg mentioning you saw they did really well at a recent awards evening, or that you have heard they have been promoted and taken on more responsibilities which you think is well deserved.Compliments usually goes down well and show you are
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