Sales and Communication Skills for Attorneys
Does your process need a slight tune-up or complete overhaul?
Sales and Communication Skills for Attorneys. Smart attorneys have a method for generating a steady stream of ideal leads from multiple sources and possess the ability to seal more deals. Everything they do is rehearsed, fine-tuned and internalized. They own it! They don’t perform random acts of selling; they’re disciplined and consistent in their efforts. Those efforts yield significant results. Mastering the sales process for attorneys is easy if you have a plan.
There are many moving parts to lead generation, aka the sales process: creating rapport, building trust, asking impactful questions, discussing fees and budgets, handling objections, gaining commitment, all the way to sealing the deal. To be successful in selling you should be able to move through each step with precision; any diversion from the process will result in a lost opportunity. Does your process need a slight tune-up or a complete overhaul?
Sales and Communication Skills for Attorneys. When attorneys use a sales process, they have more success with their performance, generate higher revenue and have a smoother sales experience. When attorneys refuse to use a process, wing it or negate the power of the process, they wind up producing dismal results and severely decreasing their earning potential. It’s a tool that no practice should operate without.
Closing sales are essential to building any practice. Every transaction involves a process of defined steps, and skipping a step or going out of order typically results in a lost sale. Regardless of what you sell, the sales process is like a production line, and it must follow a particular sequence. Attempting to sell anything without a formal process is a guaranteed formula for closing failure.
Not using a sales process or using the “winging it” sales process is a flawed business strategy that has become all too common these days. But the winging it and flying by the seat-of-the-pants attorney will never come close to the income of the systematic attorney.
Some firms I work with tell me they are using a sales process but that it’s just no longer working. I explain to them, and firmly believe, that if they have a flawed or outdated sales process, then forcing attorneys to use it is counterproductive – fix the process first, then show attorneys how they can be more productive and efficient using one.
If you’re not closing sales or not sure why you’re losing sales, then that’s a big clue that you need a process tune-up or overhaul. Those who don’t use a process or who don’t make their process integral to their sales operation will fail miserably in the area of sales success.
Some attorneys believe that a sales process isn’t necessary and declare they don’t work. Probably the same people that proclaim diets don’t work. It’s not the diet, it’s the dieter. It’s not the sales process; it’s the attorney.
The economy and the customers have changed. The faster things are changing–competition, market conditions, the way clients buy, the products and solutions offered, the more you have to update your sales process. There is just no good excuse for not using a current sales process. A functioning sales process is a road map to success. It may be time for a tune-up or complete overhaul.
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Need a “911” Strategy Session? If you are struggling with closing business and keep running into the same business obstacles and issues, let’s chat.
This 911 attorney coaching call is not a free coaching call. That would be irresponsible of me to offer you, as change doesn’t happen overnight, and certainly can’t happen on one phone call. Purely a chance for us to get to know each other, see where you are in your business, and see if it makes sense to work together. I want to serve you, to do that, we need to have a frank conversation about your practice first.