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Sandler Training | Phoenix, AZ

Professional Services

Are lawyers also salespeople? If you asked one of them directly, they'd likely scrunch up their face as if they'd just heard an awful verdict from the bench. But the truth is in this day and age the legal profession is as competitive as any other (if not more so) for new business. Why do you think that every non-profit board contains at least one lawyer. It's likely just not out of the goodness of their collective hearts

Quick poll: When was the last time you stepped foot in your bank? From drive-through bank windows to more recent banking amenities like online banking and mobile apps, banks have practically been encouraging customers to stay away for years. Along with the conveniences for the customers, banks benefitted from less overhead and an increased focus on compliance. So after years of being told there's no need to come inside, it was as if everyone saw the light and stopped entering their bricks-and-mortar bank. Problem solved, right? Not so fast

The most common complaint we hear from the heads of professional services firms (lawyers, accountants, engineers, marketing or PR agencies) is that their people are technically brilliant, but have a serious aversion to business development. Totally understandable considering the training the majority of professionals receive relates directly to delivering services they provide (e.g. how to conduct a better audit or how to create a crisis communications plan)

People from all walks of life can be technically brilliant and do a great job if someone would "just give them the project." Many consultants become consultants because they believe they can provide a better product or service and make more money than if they stayed working for a company.  It's great to dream big and recognize your aspirations however I run into more and more of these "technically brilliant" people who look me in the face and tell me they do not sell, so why would they need sales training? This leads to an interesting discussion as to where they get their business from.

I used to be an engineer before I transferred into sales in 1988. I'm guessing you've heard jokes about engineers in sales. Accountants, contractors, PhD's, and lawyers don't have stellar reputations in sales, either. Yet these professions generally are an intelligent lot. They are quite skilled at what they do, since our daily lives may depend on their specific calculations and recommendations. Here's how I used to sell: Research the prospect and prepare a powerful presentation that applied specifically to them

If a tree falls in the woods and no one hears it, does it make a sound? If a company has a great product or service but no one buys it, is it really great?