Research reveals that in 30% of selling situations, nothing is purchased. Your biggest competitor is not another law firm, but "no decision." This puts a premium on focusing lawyers' efforts where they most reliably will produce results, and recapturing the time now wasted on low percentage opportunities.

Instead of scrambling to fulfill specified tasks (often defined by incumbents or competitors) and wasting time and resources on beauty contests, lawyers learn how to apply the Major Account Development approach used successfully by corporations worldwide to maximize the value of current clients and generate profitable new ones.

Even the best message is ineffective if delivered to the wrong person, at the wrong time, in the wrong way, without proper setup or staging. You'll learn how to recognize who decides or influences each sales decision (and who doesn't) within any organization, and how to develop the right relationships for each sales objective or opportunity.

Too often, you find yourself reacting to what seems like the prospect's whimsy or capriciousness. There is a way to manage the sale so that each stage or event becomes more predictable. It's the only way to have a chance to prepare properly and project sales results reliably.

Research shows that clients and prospects don't really care who we are or what we can do. They do care about what "what we do" does for them. You'll learn how to avoid numbing dog-and-pony shows and how to express the value of your service in meaningful terms that get and hold buyers' attention and motivate prospects to ask you to tell them more.

• Selection
• Preparation
• Seminar
• Personal Planning Meetings
• Coaching
• Follow-up
• Costs and Evaluation