Final closing the sale asking for business
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Transcript of Final closing the sale asking for business
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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
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How Clients Select
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Screen Based on Reputation and Recommendations
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How Clients Select
Seth Godin 7
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Seth Godin
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Strength of Weak Ties
How Clients Select
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10Who Are Your Weak Ties?
How Clients Select
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How Clients Select
Hire Lawyers Over Law Firms 11
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How Clients Select
Hire Lawyers They Trust and With Whom They Have Rapport 12
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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
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24Advance Your Relationship Over Time
Selling Legal Services 2013
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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%
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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?
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How to Gain Trust
34Ask the Right Questions
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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
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How to Gain Rapport
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Likeability and Charisma
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Selling Legal Services 2013
Jeffrey Gitomer 38
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Relationship and Reputation
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Relationship Building
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Friendliness
Relevance
Empathy
Realness
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How to Gain Rapport
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Charisma May Not Be What You Think
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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
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Making the Sale
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DOGain Trust and Rapport, Ask
Questions and Listen
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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