SALES REVENUE FORMULA 14 Steps

Written by Allan Colman on October 12, 2020. Posted in Attorney Marketing, Firm Leadership, Leadership.

All strategies demand tactics. If closing is truly a fine art, then the tactics needed to cross the goal line are multifarious, formed by the marketing resources and sales maneuvers that have gone before. Whole careers are spent mastering these final, decisive steps. As such, the following CLOSING SKILLS provide just a sample of the best practices.

1. Opening Arguments First
2. Give Something Away
3. Underscore Accountability
4. Dump the Resume
5. Let Them Talk
6. Deliver Value
7. Understand Needs
8. Identify Hidden Decision Makers
9. Evaluate Relationships and Retention
10. Learn Their Personal Concerns
11. Focus on Selection
12. ASK for Their Business
13. Think Business Generation
14. Maximize Rejection

The very expectation of Value creates a dynamic that’s optimally conducive to “closing.”
For details.

Dr. Allan Colman
Chief Revenue Officer
ClosersGroup.com
1.310.508.8600

Firm Leadership