Exhibit 17 A Brief Summary of the Sales Process
| Library | Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.) |
By David King Keller, PhD © 2015
In sales you must answer 3 essential questions.
(1) What's my product?
(2) Who's my buyer?
(3) How am I actively connecting my product to my buyer?
The answer to the third question is the "sales process." It's very similar to persuading a jury that your client's story (the product) is the one the jury (the buyer) should agree to believe (buy).
Key elements of the Sales Process are:
Product/Service is clearly defined....
Identify Target Audience: Clearly define potential client pool of
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