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Q: Many of the lawyers in my firm still resist doing any selling because they see it as “unseemly” for lawyers. How can I help them overcome this crippling bias?
A: Many lawyers are uncomfortable with selling due to perceptions colored by lifelong exposure to undesirable behaviors and attitudes of amateur salespeople. Here are four key differences between the amateur salesperson and the professional:
1. Follow up: Amateurs fail to return phone calls promptly, and are too disorganized to follow up with prospects until it is too late. Professionals deliver what they say they will deliver – on time.
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