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In the final part of our four-part series on sales, RJon explains how our subconscious can interfere with sales calls, creating a tornado of self-doubt and negative self-talk. He stresses the importance of controlling the inner voice and maintaining a calm (and boring) approach to sales.
Price is Secondary
RJon uses ice cream flavors to demonstrate that when clients focus on the outcomes they desire, price becomes a secondary concern. He illustrates this by walking a How To MANAGE a Small Law Firm member through an exercise that showcases the flexibility of pricing based on what they do or do not value.
Key Takeaways
- Control your inner voice and maintain a calm (and boring) approach to sales.
- Help clients decide what they want before discussing price.
- Be aware of the 10 common sales mindset issues that can hinder success
- Focus on being useful to your clients and bringing value to the table.
Links Mentioned
Ep 7: You Are Exhausted…Or Are You?
How To MANAGE a Small Law Firm
Sales Series:
Part 1: Sell Is Not Just Another Four Letter Word Ep 57
Part 2: Sales Mindset: It’s Not About You Ep 58
Part 3: G.A.S. Calls: How to Sell Legal Services To Repeat Clients Ep 59
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