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you to be good in sales by helping you learn the art of conducting due diligence on a business deal, leading discovery in litigation, selling your case to a jury. You will be amazed at what an exceptional salesperson you are when you start a consultation with, “So, tell me about your situation,” or “What problem are you trying to solve?” or “Let’s talk about why you are here today.”
4. Develop your questions. When you are asking questions, you are in control of the conversation. Create a list of questions you can ask a networking contact. Consider questions like:
• Tell me about your business or practice.
• What do you enjoy most about your profession?
• What do you like to do when you’re not working?
• How has your industry come through the challenging economy?
After you have spoken to a contact for a few minutes, one of the best questions you can ask is “How can I help you?”
When you take the pressure off yourself and acknowledge that success in sales is actually about asking the right questions, versus performing, you will realize how important it is to do business with people you like, trust and respect. Stay focused on the person you are talking to, ask great questions, and stay in touch with those you would like to work with in the future. Watch for next month’s article on “How to Develop a Compelling Elevator Speech,” and learn how to sell the value of your services
when you introduce yourself.
Terrie Wheeler, MBC is the founder and president of Professional Services Marketing, LLC. For more information or to sign up for a free webinar visit www.PSM-Marketing.com or call (320) 358-1000.
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