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Myth #4: CLIENTS WANT SELLERS TO DO MOST OF THE TALKING
MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly.In survey after survey of in-house counsel from American Lawyer Media Intelligence, Inside Counsel and BTI Consulting, the number one or two attribute for retaining outside counsel is “understands my business.” And this has been consistent through many years of polling. The best way to summarize this is with a current IBM advertisement, ” Stop sellling what you have; start selling what they need.
MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly.In survey after survey of in-house counsel from American Lawyer Media Intelligence, Inside Counsel and BTI Consulting, the number one or two attribute for retaining outside counsel is “understands my business.” And this has been consistent through many years of polling. The best way to summarize this is with a current IBM advertisement, ” Stop sellling what you have; start selling what they need.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
The DOJ's Corporate Enforcement Policy: One Year Later
The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.
A Lawyer's System for Active Reading
Active reading comprises many daily tasks lawyers engage in, including highlighting, annotating, note taking, comparing and searching texts. It demands more than flipping or turning pages.
Risks of “Baseball Arbitration” in Resolving Real Estate Disputes
“Baseball arbitration” refers to the process used in Major League Baseball in which if an eligible player's representative and the club ownership cannot reach a compensation agreement through negotiation, each party enters a final submission and during a formal hearing each side — player and management — presents its case and then the designated panel of arbitrators chooses one of the salary bids with no other result being allowed. This method has become increasingly popular even beyond the sport of baseball.