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Cordell M. Parvinhttp://www.cordellparvin.com

How to Ask for Business/ Making the Sale

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Selling

“to persuade or influence someone to buy.”

Definition of Selling:

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Selling Skills

Books > “selling”Showing 1 - 12 of 48,594 Results

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Selling Legal Services 2013

Traditional Selling Skills Do Not Apply

Not About Technique

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How Clients Select

Visibility

Credibility

Relationships

Recommendations

Client Meetings

Trust & Rapport

Getting Hired

Weak

Tie

s

How Clients Select

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Screen Based on Reputation and Recommendations

How Clients Select

Seth Godin 7

Seth Godin

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Strength of Weak Ties

How Clients Select

10Who Are Your Weak Ties?

How Clients Select

How Clients Select

Hire Lawyers Over Law Firms 11

How Clients Select

Hire Lawyers They Trust and With Whom They Have Rapport 12

13Different - How?

Life Insuran

ce

Selling Legal Services 2013

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Selling Legal Services 2013

Different in 2013. How?

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Selling Legal Services 2013

Now Clients are More Engaged

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Selling Legal Services 2013

Now Clients Expect More Want to Pay Less

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Selling Legal Services 2013

If Not Selling and Closing - What?

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Selling Legal Services 2013

Sell by Asking and Listening, Not by Telling

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Selling Legal Services 2013

Problem Identification

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Perspective

How Potential Client is Thinking

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Empathy

How Potential Client is Feeling

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CollaborateDon’t Dictate

Selling Legal Services 2013

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Andrea Anderson

Work on Building Relationships

Selling Legal Services 2013

24Advance Your Relationship Over Time

Selling Legal Services 2013

Selling Legal Services 2013

Simon Sinek 25

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27Four Beliefs that Kill Trust

Change Your Beliefs

UST

Objec

t of

sellin

g to

get

reve

nue

Goal o

f sale

s

proc

ess i

s to

get d

eal

Client

s buy

ratio

nally

Client

s wan

t to

hear

abou

t you

r dep

th o

f

expe

rienc

e

TR

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Identify Your Best Opportunities

Commodity Work - Low Price DeterminesBet the Company They Hire the BestReal Opportunity

30%

10%

60%

Trust and Rapport

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Skills Capital-Trust

Social Capital-Rapport

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Trust and Rapport

Engage

Six Principles

1. Reciprocation

2. Commitment/Consistency

3. Authority

4. Social Validation

5. Scarcity

6. Liking/Friendship

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Driver

Amiable Expressive

Task Focused and Closed

People Focused and Open

Intro

verte

d/Ty

pica

lly T

alk

Slo

wer

Outgoing/Talk Fast

Types

Speak Their Language

Analytical

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Visual Learners – Showing Aural Learners –

Discussing Kinesthetic Learners -

Experiencing

Build Rapport

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Client Meeting

What Do You Need to Learn?

How to Gain Trust

34Ask the Right Questions

What Questions to Ask

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“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.”

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What Questions to Ask

Situation Questions

Problem Questions

Implication Questions

Need Payoff Questions

How to Gain Rapport

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Likeability and Charisma

Selling Legal Services 2013

Jeffrey Gitomer 38

Relationship and Reputation

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Relationship Building

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Friendliness

Relevance

Empathy

Realness

How to Gain Rapport

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Charisma May Not Be What You Think

How to Gain Rapport

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Charisma: What It Is

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DOIdentify

Problem, Opportunity

or Change

Making the Sale

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DOFind Ways to

Add Value

Making the Sale

Making the Sale

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DOGain Trust and Rapport, Ask

Questions and Listen

Making the Sale

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DOAsk or Tell Your Client You Want

to Help Them

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“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

Making the Sale

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Cordell M. Parvinhttp://www.cordellparvin.com

How to Ask for Business/ Closing the Sale