Converting Partners' High-Potential Contacts Into High-Margin Clients
| Coaching Selling is a profession. Like any profession, it cannot be learned in a seminar alone. There are no techniques or tricks that, once memorized, produce success magic wand-style. Sales success requires continuous reinforcement and application of the new knowledge, guided by a seasoned practitioner who helps you win while you learn. It is the "doing" that creates experience, confidence and ownership of the new skills. Mike O'Horo is the Coach for participating lawyers. They are given his home and mobile phone numbers in addition to office numbers and e-mail address. He is available whenever they need him, regardless of business hours. They should contact the Coach before and after any sales contact. He will ask questions to assess the selling situation, and define the finite goals that the selling situation and contact circumstances allow. He will also give the lawyer explicit instructions to establish control of the sale and, if needed, specific wording and questions matched to the lawyer's style and personality. Lawyers should also e-mail proposed sales correspondence for the Coach's review. Coaching is the critical element of ResultsPath; it produces the financial results and makes believers of the lawyers. Lawyers are encouraged to err on the side of excess, using the Coach more often than they instinctively may think necessary. This is why ResultsPath is a fixed price program, so there is no incremental cost to discourage frequent contact. Initially, lawyers are unqualified to determine whether they need Coaching. Only by using it too often will they learn how the Coach manages sales through them by proxy. As they see it work, they gain confidence in these sales methods and internalize and "own" them. Continue... |
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