CaseBarnettLaw.com
PAGE 2
949-565-4886
As a sales associate or manager, it is a great feeling when a client agrees to a face-to-face meeting to discuss your product or service. While this initial success is exciting, it is not the end of the road. Don’t celebrate prematurely — your real challenge has just begun. Familiarize yourself with these tactics and mistakes to ensure your meeting goes smoothly. The Power of Persuasion Masterful Tactics and Costly Mistakes for Deal Closers
Soften contract language. Instead of introducing the paperwork as a “contract,” pose it as an “agreement” or simply as “paperwork.” It is less intimidating for a client to sign “paperwork” than a “contract,” although they are the same.
Mistakes Avoid cliches and problematic phrases.
Tactics Establish the client’s goals and priorities.
Despite their prevalence in media, many common sales phrases and cliches are counterproductive when used in meetings and can undermine trust between a salesperson and their client. Avoid overplayed phrases and cliches to improve your odds of success. No one likes homework. While giving your client a meeting agenda can be a kind and professional gesture, handing them too much documentation can confuse them. If they are interested in additional information, they will ask, or you can steer the conversation in a way that introduces it organically.
Rather than diving right into your pitch, try to understand your client’s point of view and desired outcome. Developing a rapport and speaking to them as equals can win their respect and improve your chances of closing. Respect their time and prepare accordingly. Start and end your meeting on time. If you notice you are over your scheduled time, consider cutting your pitch short and ending the meeting on a respectful note. Additionally, start your meeting with strategic engagement and introduce your most important and persuasive points first.
OUR CLIENTS SAY IT BEST “Case is the best! Case knows what he is doing and takes care of you. Returns calls on the weekend, and puts your mind at ease. Started out as my lawyer, eventually became a friend I can confide in and now feels like family with the way he treats you. Warm and welcoming and always working hard.” –Nima This publication is intended to educate the general public about personal injury and elder abuse. It is not intended to be legal advice. Every case is different.
Made with FlippingBook Ebook Creator