Slides from coaching program on how to attract business and close the sale

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
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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?
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18. Selling Legal Services 2013
Sell by Asking and Listening, Not by Telling
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19. Selling Legal Services 2013
Problem Identification
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20. Perspective
How Potential Client is Thinking
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21. Empathy
How Potential Client is Feeling
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22. Selling Legal Services 2013
Collaborate
Don’t Dictate
22

23. Selling Legal Services 2013
Andrea Anderson
Work on Building Relationships
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24. Selling Legal Services 2013
Advance Your Relationship Over Time
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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
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31. Speak Their Language
Introverted/Typically Talk Slower Task Focused and Closed
Outgoing/Talk Fast
Analytical Driver
Types
Amiable Expressive
People Focused and Open
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32. Build Rapport
 Visual Learners – Showing
 Aural Learners –
Discussing
 Kinesthetic Learners -
Experiencing
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33. Client Meeting
What Do You Need to Learn?
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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