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Ask the Coach

By Mike O'Horo
October 01, 2003

Q: Many of the lawyers in my firm still resist doing any selling because they see it as “unseemly” for lawyers. How can I help them overcome this crippling bias?

A: Many lawyers are uncomfortable with selling due to perceptions colored by lifelong exposure to undesirable behaviors and attitudes of amateur salespeople. Here are four key differences between the amateur salesperson and the professional:

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