The “S” Word

The “S” Word

Question: What’s the difference between a lawyer who can sell and one who can’t?

Answer: About five million a year.

Here’s my own definition of ‘selling’ in a professional services environment, and this is from my experience as a former consultant and trainer on the topic of business development:

Sales is the process of uncovering prospect need and showing how your expertise can give them value. It’s the process of making decisions with which they will agree, and leading them forward in gaining mutual agreement that you can solve a problem which affects them on a personal and emotional level.

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