ResultsPath®
Converting Partners' High-Potential Contacts Into High-Margin Clients
 
Why do you call it "ResultsPath"?

Because it is a structured, disciplined way of thinking that allows lawyers to create a reliable path to a decision.

We introduce discipline because few salespeople have any. Given the most tenuous of openings, they try to go directly from an introduction to "Buy from me." They don't undersatnd the idea of earning the right to advance or learning what the prospective client wants. They can't wait to present their products or services. As a result, focused on "I want", they race ahead without the buyer.

ResultsPath is a customized program that prepares lawyers to win new business. We teach them how to think differently, train them in the requisite skills, and support them while they gain experience and achieve results.
  • A group seminar teaches the psychology, strategy and tactics of group decision-based selling, and instills an understanding of professional selling tenets.
  • At Personal Planning Meetings, each attorney defines measurable financial and professional goals. Then, the Trainer suggests strategy to achieve those goals, and specific tactics to get each lawyer started. The result is the beginning of a specific marketing and sales plan.
  • Continuing Coaching delivers professional advice and counseling from a seasoned pro by phone, fax or e-mail.  The Coach will guide lawyers through sales opportunities step by step, so they win new business while they learn.
What Does ResultsPath Accomplish?

ResultsPath enables lawyers to generate additional revenue confidently, reliably and effectively, with dignity and without sacrificing current billings.

Even successful rainmakers can benefit. They
  • learn how to evaluate opportunities and recapture valuable time wasted pursuing unproductive situations; and
  • learn a language and process that lets them explain to their frustrated protégés (who may think the "magic wand" is being withheld) how they develop business.
Continue...

ResultsPath®
Converting Partners' High-Potential Contacts Into High-Margin Clients
888-551-3025 Toll Free - 703-516-4448 DC Metro
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