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So what is the secret to getting to “yes” with lawyers?  I will tell you in the 10 plus years that I have sold services to lawyers the two key responses I am working hard to hear is: “James, I like you” and “James, I trust you.”   Once I hear thsose two phrases it is time to close the deal and have your prospective client sign on the dotted line. Fortunately, I am very interested in ensuring my clients success so that their trust is well placed.

People buy from people they respect and trust as well as from sales representatives they like.  It is that simple. To prospects, all products are the same. There really is not distinction between you and your competitors. 99.9% of the people who buy, make the purchase because they like you and they trust you. Think about the people you have bought from. You probably liked them and trusted the recommendations they offered up to you.

So how do you get your prospects to like you and trust you?  Well, that is the tricky part because everyone has different personalities. It would be important for me to understand a little more about you before I can give you the specifics about what you can do to build trust and admiration between you and your prospective clients. So here is some basic strategies you can use to build likability and trust.

To be like-able:

1. Show geneniune interest in helping your prospective clients be more successful.
2. Use self depricating humor.
3. Use humor when overcoming objections.
4. Be personable.
5. Have a friendly smile and positive attitude.
6. Ask quality and relevent questions about their needs.
7. Talk slowly and pause before you answer questions.

To build trust

1. Do everything you said you would do.
2. Demonstrate your knowledge of their business and your product application.
3. Briefly discuss your credentials.
4. Have a personal Articulated Sales Argument.
5. Have all the answers.
6. Know ahead of time which concessions you can give and which ones you cannot.
7. Be the trusted advisor by making relevant recommendations.

Personality in sales goes a long way.  If you focus your efforts on building like-ability and trust with your prospective clients, they will buy.  People really do buy from those they like and trust. Post a comment if you have any specific questions about this post.

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