Jun 22, 2021
"Sales" is a dirty word in the legal space, but selling is how you get clients. The good news is that selling doesn't have to feel gross.
Theophan McKenzie is an executive sales coach. He uses observation, motivation, and developmental feedback as "anchor points" for a firm foundation of coaching executives, business owners, co-founders of startups, and others. He also trains sales teams on a non-traditional method that allows the salesperson to be perceived as more of a trusted adviser than a salesperson.
We are talking about how to sell without focusing on features and benefits or trying to overcome objections. Theophan also reveals that he is never closing.
We learn how to set a meeting agenda so that you aren’t giving any legal advice in your initial consultation. Theophan tells us why you should consider having a non-attorney salesperson.
Did you know that there's a way that you can have a conversation with a prospective client that you can put them in a position to buy from you without feeling like they're being sold? Learn the five steps you should be following for your next sales conversation in this episode.
What You Will Learn in This Episode
7:24 A non-traditional approach to sales that doesn’t feel slimy
10:33 What the prospect wants from you in the consultation
12:13 How to set your consultation meeting agenda
13:59 Why you want to get clear on the money step early in the process
20:19 How to use silence
Links and Resources