The Sales "How to" Podcast
61 episodes - English - Latest episode: 10 months ago -Business and client development tips, analysis of ethics rules that govern sales and marketing activities of lawyers + sales news, interviews & analysis re: trends in the sale and marketing of legal services.
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Episodes
How Not to Get Dumped part 3
April 09, 2020 08:00 - 3 minutes - 5.89 MBWhen a prospect says: "We don't have it in the budget right now." What does that even mean? And how can you get them to pony up?
They said/ They meant No. 3: “We Don’t Have It in the Budget Right Now.”
April 09, 2020 08:00 - 3 minutes - 5.89 MBWhen a prospect says: "We don't have it in the budget right now." What does that even mean? And how can you get them to pony up?
How Not to Get Dumped part 2
April 06, 2020 08:00 - 3 minutes - 5.41 MBHas a prospect ever blamed her decision not to hire you on her partner? Learn how to save the deal when this phrase is used to let you down easy.
They Said/ They Meant No. 2: “My Partner Vetoed Me.”
April 06, 2020 08:00 - 3 minutes - 5.41 MBHas a prospect ever blamed her decision not to hire you on her partner? Learn how to save the deal when this phrase is used to let you down easy.
Decoding “Prospect Speak” No. 2: “My Partner Vetoed Me.”
April 06, 2020 08:00 - 3 minutes - 5.41 MBHas a prospect ever blamed her decision not to hire you on her partner? Learn how to save the deal when this phrase is used to let you down easy.
How Not to Get Dumped part 1
April 01, 2020 13:36 - 2 minutes - 4.78 MBSomething went wrong on your date with the prospect. Now, you're getting the brush off. Find out why.
Decoding “Prospect Speak” No. 1: “We’re Not Ready Right Now.”
April 01, 2020 13:36 - 2 minutes - 4.78 MBSomething went wrong on your date with the prospect. Now, you're getting the brush off. Find out why.
They Said/ They Meant No. 1: “We’re Not Ready Right Now.”
April 01, 2020 13:36 - 2 minutes - 4.78 MBSomething went wrong on your date with the prospect. Now, you're getting the brush off. Find out why.
Don’t Be a Street Sweeper
March 17, 2020 08:03 - 8 minutes - 14.3 MBA qualified prospect is one you can service profitably. It's not winning if you bid away all your profits.
Don’t Be a Flea Market Vendor
March 10, 2020 09:13 - 2 minutes - 1.16 MBTo determine how much to charge, focus on what the problem is costing your prospect.
Don’t Be a Taxi Driver
March 02, 2020 13:33 - 3 minutes - 3.31 MBWhen lawyers bill by the hour, legal consumers feel like passengers in a taxi. They watch the meter and try to cut out unnecessary detours.