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Monday, June 27, 2011

Sales and Courts

I watched a litigator is trying to sell by banging and haranguing on the prospect. After the prospect left (at a high rate of speed), the litigator asked for some tips on his sales technique.

In the law world, when a case finally gets to court, the two sides are essentially chained together and execute considerable mayhem on each other until a decision is reached. No one gets away early.

In the sales world, the prospect can leave at any time, and frequently does, so a key additional skill for making the sale is keeping the prospect voluntarily engaged until the deal is done.

Puts a new light on that car dealer losing your keys, don’t it?


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