Podcast: Play in new window | Download (Duration: 26:09 — 59.9MB)
Subscribe: Apple Podcasts | Spotify | Pandora | iHeartRadio | Email | Deezer | RSS
In this episode, Alay and Nikki discuss:
- Getting permission to sell.
- Great questions to ask during your sales process.
- How your knowledge and experience can be communicated to assist your clients.
- Crafting and practicing your pre-frame.
Key Takeaways:
- Sales is done with someone, not to someone. It is a relationship to solve a problem.
- Asking really good questions will help to build trust before you start the sale.
- Not all clients are the right fit for you – sometimes the best thing to do for both you and your client is to bless and release them from the potential transaction.
- As long as you show up with a conversational tone, you don’t need to be perfect, you just need to get the call done.
Tweetable Moments:
- “If you’re not bringing revenue into the business, you have a hobby and not a business.” — Nikki Rausch
- “Attorney entrepreneurs, you’re in the business of sales! Sorry to break it to you, but it’s true.” — Alay Yajnik
- “Let me let you in on a little secret: the consultation is actually for you. It’s for you to determine 1) Is this client a really good fit for your services? Or should you refer them to somebody else? 2) Is the client, themselves, someone that you want to work with?” — Alay Yajnik
- “The first and most important thing that you have to do is create safety at the beginning of the call. Most people don’t think about pre-framing, they don’t think about creating safety. Before you can even create know, like, and trust, you have to create safety.” — Nikki Rausch
Connect with Nikki Rausch:
Website & Free Gift: https://yoursalesmaven.com/lawyer
Show: https://yoursalesmaven.com/podcast/
Facebook: https://www.facebook.com/yoursalesmaven/
LinkedIn: https://www.linkedin.com/company/sales-maven/
LinkedIn: https://www.linkedin.com/in/nicolerausch/
Pinterest: https://www.pinterest.com/yoursalesmaven/
Instagram: https://www.instagram.com/your_sales_maven/
Connect with Alay Yajnik:
Podcast: http://lawyerbusinessadvantage.com/
One Page Strategic Plan: LawFirmSuccessGroup.com
Email: Alay@YajnikGroup.com
LinkedIn: linkedin.com/in/alayyajnik