Converting Partners' High-Potential Contacts Into High-Margin Clients
| Preparation Apart from firm management (at least some of whom must participate to assure the program's visibility and success) few of the participating lawyers will have been part of the decision to purchase ResultsPath. Individual preparatory materials introduce Mike O'Horo as their trainer/coach and explain the program, its benefits and how it operates. They also solicit information that reveals participants' attitudes toward and previous experiences with sales training, and their expectations for the program generally and the seminar particularly. To make the seminar as relevant as possible, participants are asked to share Recent Sales Victory examples to apply during the seminar to the concepts being taught. Your training or marketing department, or administrative coordinator will also need to be familiarized with the program. All materials are available online, including a complete package of administrative preparatory materials-containing all the details needed to plan and execute the training program smoothly-answers every question your internal coordinator will face. An experienced Training Support specialist serves as liaison, available by phone or email to help with any needs that arise. An experienced Training Support specialist serves as liaison, available by phone or email to help with any needs that arise. Continue... |
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