Tag Archives: Selling

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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Short of Work? Five Simple Steps to Stimulating Short-term Income

Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading

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Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling

As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading

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To help you find persuasive client benefits when you’re pitching – consider the 5 types of benefit

To help lawyers find the language of benefits, it might be helpful to look at the type of benefits that exist. I believe there are five categories and two different recipients of the messages on benefits, as follows: The first … Continue reading

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Why should anybody buy your services? The benefits please!

I’m guessing that most of you reading this will have heard about the differences between features and benefits: Features          – Writing about you and your firm and its capabilities, typically with no references to the client ( eg We have these … Continue reading

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Developing a Compelling Sales Pitch – start with a rigorous process to ascertain the client needs

I’ve probably read hundreds of pitch documents from dozens of law firms and the biggest problem with most of them is that they don’t contain a compelling reason why the prospect should buy the firm’s services. The first thing I … Continue reading

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E-book available: The BD Handbook for Lawyers – Prospects to Advocates

I have signed a publishing contract on Prospects to Advocates and can no longer offer any more free copies. Thanks to all those who read it and provided me with support and comments. The e-book contains many of the models … Continue reading

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