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Slides from coaching program on how to attract business and close the sale
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1
Cordell M. Parvinhttp://www.cordellparvin.com
How to Ask for Business/ Making the Sale
2
Selling
“to persuade or influence someone to buy.”
Definition of Selling:
3
Selling Skills
Books > “selling”Showing 1 - 12 of 48,594 Results
4
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
6
Screen Based on Reputation and Recommendations
How Clients Select
Seth Godin 7
Seth Godin
9
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
14
Selling Legal Services 2013
Different in 2013. How?
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Selling Legal Services 2013
Now Clients are More Engaged
16
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
23
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
28
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
30
Trust and Rapport
Engage
Six Principles
1. Reciprocation
2. Commitment/Consistency
3. Authority
4. Social Validation
5. Scarcity
6. Liking/Friendship
31
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
32
Visual Learners – Showing Aural Learners –
Discussing Kinesthetic Learners -
Experiencing
Build Rapport
33
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
44
DOFind Ways to
Add Value
Making the Sale
Making the Sale
45
DOGain Trust and Rapport, Ask
Questions and Listen
Making the Sale
46
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
48
Cordell M. Parvinhttp://www.cordellparvin.com
How to Ask for Business/ Closing the Sale