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Myth #4: CLIENTS WANT SELLERS TO DO MOST OF THE TALKING
MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly.In survey after survey of in-house counsel from American Lawyer Media Intelligence, Inside Counsel and BTI Consulting, the number one or two attribute for retaining outside counsel is “understands my business.” And this has been consistent through many years of polling. The best way to summarize this is with a current IBM advertisement, ” Stop sellling what you have; start selling what they need.
MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly.In survey after survey of in-house counsel from American Lawyer Media Intelligence, Inside Counsel and BTI Consulting, the number one or two attribute for retaining outside counsel is “understands my business.” And this has been consistent through many years of polling. The best way to summarize this is with a current IBM advertisement, ” Stop sellling what you have; start selling what they need.
Bankruptcy Sales: Finding a Diamond In the Rough
There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.
Judge Rules Shaquille O'Neal Will Face Securities Lawsuit for Promotion, Sale of NFTs
A federal district court in Miami, FL, has ruled that former National Basketball Association star Shaquille O'Neal will have to face a lawsuit over his promotion of unregistered securities in the form of cryptocurrency tokens and that he was a "seller" of these unregistered securities.
Why So Many Great Lawyers Stink at Business Development and What Law Firms Are Doing About It
Why is it that those who are best skilled at advocating for others are ill-equipped at advocating for their own skills and what to do about it?
Blockchain Domains: New Developments for Brand Owners
Blockchain domain names offer decentralized alternatives to traditional DNS-based domain names, promising enhanced security, privacy and censorship resistance. However, these benefits come with significant challenges, particularly for brand owners seeking to protect their trademarks in these new digital spaces.
Coverage Issues Stemming from Dry Cleaner Contamination Suits
In recent years, there has been a growing number of dry cleaners claiming to be "organic," "green," or "eco-friendly." While that may be true with respect to some, many dry cleaners continue to use a cleaning method involving the use of a solvent called perchloroethylene, commonly known as perc. And, there seems to be an increasing number of lawsuits stemming from environmental problems associated with historic dry cleaning operations utilizing this chemical.