CONDUCTING SALES CONVERSATIONS
A FRAHAN LEGAL ACADEMY COURSE
How to manage the sales process? When and how should you talk about the fees? How to structure your engagement letter? How to follow up and close the deal?
A hands-on training with simulation games, exercises, personalised feedback, tips and tricks, structured methodologies, and insightful stories to prepare, present and negotiate your proposal for services and close the deal.
Available in English, French and Dutch. The content of the course may be customised to address your organisation’s specific needs and goals.
WHO SHOULD ATTEND?
This course is for senior lawyers who have already attended Pricing Models and wish to practice engaging successfully with potential clients to close the deal.
WHAT PARTICIPANTS WILL LEARN:
PREPARING FOR SALES CONVERSATIONS
Overview of the sales process
Why lawyers avoid effective sales conversations
The sales process checklist
How to prepare for sales conversations
ENGAGING IN SALES CONVERSATIONS
When to talk and when to put things in writing
How to structure the conversation: What to talk about, in which order?
Tips for active listening
Structuring your service proposal and your engagement letter
How to make a proposal that will leave your competitors behind
Typical pitfalls and errors by lawyers and how to avoid them
FOLLOWING UP AND CLOSING
How to follow up when the client is not reacting
How to respond to discount requests
Strategies to deal with the client’s procurement department
Collecting and using pricing intelligence
