Published on March 11, 2013
How to Ask for Business/ Making the Sale Cordell M. Parvin http://www.cordellparvin.com 1
SellingDefinition “to persuade orof Selling: influence someone to buy.” 2
Selling SkillsBooks > “selling”Showing 1 - 12 of 48,594 Results 3
Selling Legal Services 2013 Not About Technique Traditional Selling Skills Do Not Apply 4
How Clients Select Getting Hired Trust & Rapport Client Meetings Recommendations W es ea Ti Relationships k Credibility Visibility 5
How Clients SelectScreen Based on Reputation and Recommendations 6
How Clients Select Seth Godin 7
How Clients Select Ti es e ak o fW g th tr en S 9
How Clients SelectWho Are Your Weak Ties? 10
How Clients SelectHire Lawyers Over Law Firms 11
How Clients Select Hire Lawyers They Trust andWith Whom They Have Rapport 12
Selling Legal Services 2013 ce ur an Ins fe Li Different - How? 13
Selling Legal Services 2013 Different in 2013. How? 14
Selling Legal Services 2013 Now Clients are More Engaged 15
Selling Legal Services 2013Now Clients Expect More Want to Pay Less 16
Selling Legal Services 2013If Not Selling and Closing - What? 17
Selling Legal Services 2013Sell by Asking and Listening, Not by Telling 18
Selling Legal Services 2013 Problem Identification 19
PerspectiveHow Potential Client is Thinking 20
EmpathyHow Potential Client is Feeling 21
Selling Legal Services 2013 CollaborateDon’t Dictate 22
Selling Legal Services 2013 Andrea Anderson Work on Building Relationships 23
Selling Legal Services 2013Advance Your Relationship Over Time 24
Selling Legal Services 2013 Simon Sinek 25
Cl G ab ienC oa petsOb TR ous rolie l jo w tryllcn ntef s aoi eganct ex re tiu ssstb alf ge o t o t na i o pevedr dostuyes ul e U rienealeygtohe l nce ptht ar e S of TFour Beliefs that Kill Trust Change Your Beliefs 27
Identify Your Best Opportunities 30% 60% 10% Commodity Work - Low Price Determines Bet the Company They Hire the Best Real Opportunity 28
Trust and RapportSkills Capital- Trust Social Capital- Rapport 29
Trust and Rapport Six Principles 1. Reciprocation 2. Commitment/Consistency 3. Authority 4. Social Validation 5. Scarcity 6. Liking/FriendshipEngage 30
Speak Their LanguageIntroverted/Typically Talk Slower Task Focused and Closed Outgoing/Talk Fast Analytical Driver Types Amiable Expressive People Focused and Open 31
Build Rapport Visual Learners – Showing Aural Learners – Discussing Kinesthetic Learners - Experiencing 32
Client MeetingWhat Do You Need to Learn? 33
How to Gain TrustAsk the Right Questions 34
What Questions to Ask “I can always tell how experienced and insightful a prospective ... lawyer is by the quality of their questions and how intently they listen. That’s how simple it is.” 35
What Questions to AskS ituation QuestionsP roblem QuestionsImplication QuestionsNeed Payoff Questions 36
How to Gain RapportLikeability and Charisma 37
Selling Legal Services 2013 Jeffrey Gitomer 38
Relationship and Reputation 39
Relationship Building Friendliness Relevance Empathy Realness 40
How to Gain RapportCharisma May Not Be What You Think 41
How to Gain RapportCharisma: What It Is 42
Making the Sale DO Identify Problem, Opportunity or Change 43
Making the Sale DO Find Ways to Add Value 44
Making the Sale DO Gain Trust and Rapport, Ask Questions and Listen 45
Making the Sale DO Ask or Tell Your Client You Want to Help Them 46
Making the Sale “But if you’re selling any kind of professional services, or most anything over a few hundred dollars--the better you get at closing, the less you sell! Oh well, at least you get shot down faster!” -Charles H. GreenDon’t Always Be Closing 47
How to Ask for Business/ Closing the Sale Cordell M. Parvin http://www.cordellparvin.com 48
Final closing the sale asking for business - YouTube ... Skip navigation
Final closing the sale asking for business; ... How to Ask for Business/ Closing the Sale Cordell M. Parvin ... The art of asking survey questions final
business - Closing the Sale ... to give you the final yes and close the sale. ... between just asking for the sale and helping people ...
Closing the sale and asking for referrals ... Create an agenda for the final “closing the sale ... Remodeling provides the indispensable business ...
13 Closing Phrases That Seal a Sales ... handling the objection is actually a way of closing the sale. ... Use "Will you commit to doing business with us ...
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5 Closing Questions You Must Be Asking ... to close the sale. ... Mike is hired by business owners to implement proven sales processes that ...
7 Steps to Closing a Deal Via Email. ... appears daily on Inc.com. His most recent book is Business Without the ... In one final sentence ...
5 Questions That Will Close the Sale ... you’re basically asking for the sale ... you’re clear to bring the sale to a close. This final ...