Exhibit 18 Comparing Legal Skills to Sales Skills During Client/buyer Acquisition Steps
| Library | Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.) |
By David King Keller, PhD © 2015
The Client/Buyer Acquisition Steps | |
Comparison of Legal Skills to Sales Skills | |
(Partial List) | |
Legal Skills | Sales Skills |
Must clearly define service/product | Must clearly define service/product |
Must clearly define potential client/ buyer | Must clearly define potential client/ buyer |
Knows multiple ways to connect client/buyer with service/product | Knows multiple ways to connect client/buyer with service/product |
Can effectively describe and communicate value of service/product | Can effectively describe and communicate value of service/product |
Resourceful: Knows how, who, where to get help | Resourceful: Knows how, who, where to get help |
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