The sales conversation
The sales conversation decides at the point of sale whether a contact becomes a mandate. We show you the steps that lead to a conclusion and, just as importantly, how to withdraw properly when no conclusion is possible. The basis is Serious Sales: a serious, transparent offer whose benefit is immediately understandable. You receive clear guidance on preparing a sales contact and on your conduct in the meeting. Cross- and up-selling is part of it, because existing clients are the best new clients.
What sets us apart
- 1Serious SalesA selling approach that fits the legal market. Patterns along the lines of "Don't take no for an answer" are out of place here.
- 2Clear guidanceYou receive concrete guidance for preparing the sales contact and for your conduct during the conversation.
- 3Close or withdraw cleanlyBoth belong to the craft. We show which steps at the point of sale lead to a conclusion and when to step back.
Our services
Preparation
Before the sales contact- Clear guidance. You receive concrete guidance on preparing a sales contact.
- Defining signals. Together we define the signals to watch for in the meeting.
- Aim in view. Preparation decides how the conversation runs.
Conduct in the meeting
At the point of sale- The right steps. We show which steps at the point of sale lead to a conclusion.
- Self-control. We train the self-control that avoids over- and underselling.
- Attitude. Serious and transparent rather than pressing.
The offer
Benefit immediately clear- Serious Sales. The basis is a serious, transparent offer.
- Formulating it. You learn to formulate a convincing offer.
- Presenting it. And to present it accordingly.
Conclusion or withdrawal
Both routes are prepared- To a close. The steps towards it can be named and practised.
- Proper withdrawal. We show how to step back cleanly.
- No pushing. "Don't take no for an answer" is out of place in the legal market.
Cross- and up-selling
Existing clients first- Part of it. Additional services stay in view during the sales conversation.
- Usefulness first. What is offered has to be genuinely useful for the client.
- Best source. Existing clients are the best new clients.
Frequently asked questions
What does Serious Sales mean?
A selling approach that fits the legal market. In our experience a serious and transparent offer, whose benefit is immediately clear, works best. Patterns along the lines of "Don't take no for an answer" are out of place here. Instead we show how to take the right steps at the point of sale, or how to withdraw properly.
How do you help with cross- and up-selling?
During the sales conversation you keep in view the additional services that are genuinely useful for the client; existing clients are the best new clients. In preparation we define the signals to watch for in a meeting and train the self-control that avoids over- and underselling.
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