Beyond Solutions: Win with Wisdom Selling

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Margaret Carroll
8 years ago
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2 Program Objectives - Review key trends in legal business development - Introduce a framework to re-imagine the sales process as an act of lawsulting (business consulting and legal advising) - Discuss best practices for packaging and sharing critical insights, knowledge and wisdom to generate new business leads and motivate clients to take action - Provide tangible, concrete tips to accelerate revenue, build a sales pipeline and develop authentic client relationships that out-behave the competition - Wisdom Selling, Lawsulting and Great Law are all trademarks of Akina Corporation Page 2

3 Marketplace Trends - Quality and technical expertise are table stakes. - Client loyalty is being tested with failure to execute the basics. - Clients continue to cry out with a know my business plea. - Sales pitches feel like a sea of sameness to clients. - Lawyers continue to pitch with a give me self interest. - Competitive selling requires a disciplined approach to building a sales pipeline. - Closing the deal and making the ask may be required multiple times before billable work comes in the door. - Sales pitches that simulate the client experience leave a mark even when there is no urgent reason to work with your firm. Page 3

5 Know My Business - Basic Hygiene - Know my language and metrics - Know my business performance drivers - Know my key industry trends and business climate - Insight - Know how I can capture opportunity in the current market environment - Know my customers and competitors and the implications for me - Wisdom - Integrate your knowledge of my business, my industry, my customers and competitors with your knowledge of other businesses, industries, customer and competitors to proactively suggest opportunities that have not yet occurred to me - Help me dream out loud to innovate and invent new opportunities Page 5

6 Convergence & Lawsulting - Expert Consulting to challenge and provoke - Technical expertise - Situational expertise - Industry expertise - Other - Process Consulting to facilitate and engage - Organizational expertise - Efficiency and effectiveness - Change management expertise - Other - Lawsulting to deliver expert and process consulting with authentic risk advisory - Consulting plus The Law - The Penalties - The Possibilities Page 6

Know Your Buyer Types Personality types and preference are generally gauged by the pace at which someone works and the priority he/she places on tasks or people.

7 Know Your Buyer Types Personality types and preference are generally gauged by the pace at which someone works and the priority he/she places on tasks or people. As a general guideline, there are four personality types to consider: Types Pace Priority Mantra Analyzers Deliberate Tasks Ready, Aim, Fire Relaters Relaxed People Ready, Ready, Ready Socializers Energized People Ready, Fire, Aim Directors Driven Tasks Fire Page 7

8 WisdomSelling & AGILE - A New Era & Conversation Great Law - The Experience Economy - Reimagining Currency - Financial - Relational - Reputational - AGILE - Authenticity - Generosity - Intentionality - Leadership Mindset - Engagement Page 8

10 DNA of Business Development Target Relationship Building Transition Sales Execution Closing the Deal Stage Identify contact within your target market and find the in that establishes affinity or interest in having a relationship Build and nurture the relationship with authenticity and provide solutions to problems that should be solved Be aware of any triggering event that happens that aids in identifying a legitimate legal need, problem, opportunity, etc. Execute a sales process that may include introductions, content, pitches, solution planning and proposals Close business when you satisfy the 6 Qualifiers: - Problem - Solution - Urgency - Access - Expectations - Budget Time Page 10

11 Where WisdomSelling Lives Target Relationship Building Transition Sales Execution Closing the Deal Stage Identify contact within your target market and find the in that establishes affinity or interest in having a relationship Build and nurture the relationship with authenticity and provide solutions to problems that should be solved Be aware of any triggering event that happens that aids in identifying a legitimate legal need, problem, opportunity, etc. Execute a sales process that may include introductions, content, pitches, solution planning and proposals Close business when you satisfy the 6 Qualifiers: - Problem - Solution - Urgency - Access - Expectations - Budget Time Page 11

12 The Sales Process Pre-Meeting Prep Discovery Meeting Time Boxed Follow-up Qualification, Pursuit and Solution Meetings Closing the Deal Page 12

13 Preparation is a Sign of Honor: The Core Four 1. Key Objectives 2. Relevant and Insightful Messages 3. Discovery Questions 4. Potential Definitive Next Steps Page 13

14 Must Haves to Close - 6 Qualifiers - Problem - Solution - Urgency - Access - Expectations - Budget - Decision Maker Map - Emotional/Political landscape - Influencers/Gatekeepers - Decision making criteria - Buyer Readiness - Urgent problem - Believe in your solution - Rate = Value - Credibility - Due diligence Page 14

15 Discovery Questions - Platinum Rule - Engaging Emotions - Credibility Character and Competence - Non-Verbal Communication Page 15

16 Packaging Wisdom & Depositing Value - Business/Marketplace Trends - Business Opportunities/Derailers - Shadowing & Day-in-the-Life Investment - Insight Offerings & Assessment - Staged Theatre - Audition - Facilitated Case Studies - Strategy/Leadership Principles - CLE Quality Education - Other Page 16

18 Getting to Yes Closing Techniques - Neutralizing the No or Not Yet - Countering the Keep You in Mind - Kicking the Comfort Zone - Developing the Dream Out Loud - Pursuing Yes with the Power of No Page 18

19 Potential Next Steps - The Fundamentals: - Authentic relationship building and othercentered problem solving - The Core 4 for Preparation - Closing through the Six Qualifiers - Leverage SuperFans through Client Experience - Wisdom Selling & Lawsulting: - Make investments to Know the Business of your clients and prospects - Match sales team styles to buyer styles - Package wisdom and insights in repeatable and reusable mediums - Set the Stage to close before the Ask - Make the Ask with Authentic Reasons (4 IN s) and Definitive Next Steps Page 19

Beyond Solutions. Selling When Your Prospect Isn t Ready to Buy. Deb Knupp Managing Director, GrowthPlay Amy Dordek Managing Director, GrowthPlay

Beyond Solutions. Selling When Your Prospect Isn t Ready to Buy. Deb Knupp Managing Director, GrowthPlay Amy Dordek Managing Director, GrowthPlay Beyond Solutions Selling When Your Prospect Isn t Ready to Buy Deb Knupp Managing Director, GrowthPlay Amy Dordek Managing Director, GrowthPlay Meet the Speakers 312.560.5940 dknupp@growthplay.com Deborah