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The Red Zone

FROM TALKING TO SELLING

By Allan Colman, CEO, the Closers Group: acolman@closersgroup.com

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FROM TALKING TO SELLING - Here are the type of questions to ask a client or client prospect which not only demonstrate your skill and understanding of their business, but draw out answers that will help you sell.

* Does in-house counsel have an organized, functioning early case assessment system?

* Are their business and operational units covered in this system?

* How is enterprise risk management and intellectual property protection handled?

* Are they prepared for the arduous demands of e-discovery?

* Do they need outside counsel to assist in litigation public relations or crisis management?

* Can you offer training programs in professional development for the legal department?

* Does your firm provide a shared technology system so you and clients can communicate directly and easily?

* How will they expect you to "communicate" with them?

* How much of what you communicate with them needs to be formatted so it can be forwarded to the CEO and Board of Directors?

* What is the best format to use and how often should they be sent?

The very fact that you are already concerned about these day-to-day considerations sends a very positive message about you at all stages of the selling process.

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