Tag Archives: BD

For Successful Selling, Which is More Important – Credibility or Rapport?

The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospect to be … Continue reading

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Consultative Selling Using MBTI Psychological Profiling

There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading

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If Tesco ran a Law Firm…..

When you get right down to it, law firms buy hours from their staff and then go out and try to sell them. Just like Tesco buy and sell apples. It’s a crude analogy but it’s essentially a similar activity. … Continue reading

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Lawyers – Don’t Focus on Selling – Help Buyers Buy!

I think it’s a shame that most law firms feel uncomfortable using the word ‘selling’. But I can understand their reasons. After all, there’s lots of empirical evidence that suggests that it’s more effective to focus on helping the buyer … Continue reading

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Really Impressive Presentations to Win the Pitch

The work is rarely won just from doing a great presentation. There is often a firm favourite before the presentation starts as a result of how well they have impressed up to now, in terms of their initial response and … Continue reading

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Don’t ask clients what they think – they might tell you!

Apparently clients are still saying that few firms are checking with them about their level of satisfaction with the service that the law firm is providing. What a shame! It’s such an easy way of providing evidence that, as Matter … Continue reading

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