<b><i>Sales Speak:</i></b> 'Speed-Reading' Your Clients

One characteristic that successful rainmakers share is their ability to quickly establish relationships and close the sale. How do they do it? They have naturally learned how to "speed-read" people. But one need not be a "natural" to be effective in this arena.

18 minute read April 01, 2015 at 12:38 PM

Victoria Arnold

One characteristic that successful rainmakers share is their ability to quickly establish relationships and close the sale. How do they do it? Many are keen observers, good listeners and have honed their abilities to match their own interpersonal/communication style with that of their prospective clients.

This premium content is locked for Marketing the Law Firm subscribers only

ENJOY UNLIMITED ACCESS TO THE SINGLE SOURCE OF OBJECTIVE LEGAL ANALYSIS, PRACTICAL INSIGHTS, AND NEWS IN Marketing the Law Firm

Stay current on the latest information, rulings, regulations, and trends

Includes practical, must-have information on copyrights, royalties, AI, and more

Tap into expert guidance from top entertainment lawyers and experts

Already have an account? Sign In Now

For enterprise-wide or corporate access, please contact Customer Service at [email protected] or call 1-877-256-2473.

Real Property Law

Adverse Possessor Provided Insufficient Evidence to Support TackingTown’s Installation of Guardrails Did Not Constitute a TakingMortgagee Entitled to Deficiency JudgmentLandowner Adequately Alleged Trespass During Renovation

August 13, 2026

Entrepreneurship Is Already Hard: Rising Above Extraordinary Personal Crises to Build an Award-Winning Professional Reputation

Entrepreneurship. It has such a romantic ring, doesn’t it? When we hear the word, we think of incredibly successful people who must lead a charmed life. But the truth of the matter is often far from that. Just ask Melissa Rogozinski whose recent book, Becoming Phoenix, tells a much different story.

August 01, 2026

Applying the Zero Trust Model to Manage Risks of Agentic AI

Agentic AI introduces risks that are novel and complex, but the most effective response is a familiar one. Zero Trust answers the problem of when an AI agent misfires on its own by constraining what an agent can do rather than betting on how it will behave.

August 01, 2026

California’s AI Transparency Stack: From State Obligation to Adoption Strategy

California is betting that it can accelerate AI adoption by acting as a demanding, trusted buyer, and that the governance evidence it extracts through procurement can become infrastructure the rest of the market reuses.

August 01, 2026

<b><i>Sales Speak:</i></b> 'Speed-Reading' Your Clients

This premium content is locked for Marketing the Law Firm subscribers only

Continue Reading

Real Property Law

Entrepreneurship Is Already Hard: Rising Above Extraordinary Personal Crises to Build an Award-Winning Professional Reputation

Applying the Zero Trust Model to Manage Risks of Agentic AI

California’s AI Transparency Stack: From State Obligation to Adoption Strategy