Are you involved in selling to new clients or existing clients but have not yet had any formal sales training?

Do you obtain value from time spent in business development?

Do you fully exploit the new business opportunities that exist both with new clients and existing clients?

The market for legal services is highly competitive. Just doing a good job is no longer enough to guarantee sufficient levels of work or protect your relationships with your clients from the marketing activities of your competitors.

Every interaction you have with clients or prospective clients is a marketing opportunity and a chance for you to influence the relationship the client has with you and the firm.

This course will help you to capitalise on the marketing opportunity that you have during routine meetings and telephone contact with clients. This course concentrates on face-to-face selling skills and covers:

• Characteristics of fee earners who are effective at selling legal services
• The sales process
• Push/Pull – styles for effective selling
• Questioning strategies – uncovering needs, finding out about decision making and decision makers, selection criteria
• Presenting solutions
• Obtaining commitments
• Role play
• Personal Development Action Plans.

Duration: 1 day - 6 hrs CPD