Selling is an attitude pure and simple. When you are all stressed about getting the next sale, when your worried about money because your last commission check didn’t cover all of your expenses, and if your just ready to get the day over with, than please call in sick! Because you are! You have a sickness [...]
Archive | April, 2009
Are the Days of Cold Calling Law Firms Over?
The days of cold calling law firms? The answer is Yes and No. The days of smile and dial are over. The growth in sales is minimal, sales turn over is high, the training costs are too high and this approach is not highly scalable. Why? It is too expensive and severely unproductive. Having your legal [...]
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How to Build Rapport When Selling to Lawyers
Everyone in legal sales knows that the best way to sell a product is to have the prospective attorney buyer like you. People do business with people they like and respect. So how do you replicate that on every sales call to generate a “real” selling opportunity? The answer is confidence, expertise and genuine interest [...]
Make Every Law Firm Cold Call Count!
Whenever I cold call law firms I always make sure that I don’t waste the call. I make sure every call matters and moves the ball forward to a sale. If you are unable to gain access to the key decision maker then always make that call count by asking for business cards, emails, fax [...]
Become an Expert and Your Ideal Lawyer Prospects and Sales Will Follow.
There is so much sales noise out there. The average person receives 1,000s of sales messages every single day. So ask yourself this: Do I enjoy swimming upstream everyday? If so, keep doing what you and every other legal sales rep that sells services to lawyers does. If that sounds like a bad idea, which [...]
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