Ep 103 Breaking the Sales Stereotype: A New Approach for Lawyers with Lori Pulvermacher

Unlock the power of consultative sales in the legal profession with guest Lori Pulvermacher on Great Practice, Great Life. In this episode, we redefine sales as a client-centered approach, emphasizing leadership and advocacy over transactions. Learn strategies to create a client-centric culture, eliminate decision-making obstacles, and turn consultations into meaningful outcomes. Lori shares her journey from skepticism to seeing sales as a leadership skill essential for growing a practice.
Discover practical tips on questioning techniques, referral opportunities, and overcoming common sales challenges to elevate your legal career through effective, client-focused service.
___Show Notes _________________
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___ Chapters _________________
1:29 - Intro
2:16 - Redefining Sales as Client Advocacy
4:26 - Understanding the Role of Sales in Law
6:04 - The Consultative Approach to Sales
10:06 - Shifting Mindsets Around Sales
12:49 - Embracing Sales as a Leadership Skill
16:02 - Challenges Lawyers Face in Sales
20:57 - Practicing Assumptive Closing
23:12 - Understanding Clients' Emotional Motivations
26:13 - Practical Tips for Building Sales Skills
28:24 - Scripting and Practicing Questions
33:14 - Active Listening to Build Trust
35:24 - Working with Qualified Prospects
39:41 - Building a Client-Centric Culture
42:24 - Asking for Referrals
47:52 - Embracing Sales as a Business Skill
54:20 - Final Thoughts
___ Atticus Resources _________________
*** Lori Pulvermacher: Practice Advisor atticusadvanta...
*** Law Firm Coaching atticusadvanta...
*** Great Practice. Great Life. by Atticus - 063: What is the #1 Skill to Grow Your Practice? with Victor Medina atticusadvanta...
*** Great Practice. Great Life. by Atticus - 050: Why I Love Conflict with Lori Pulvermacher atticusadvanta...
*** Great Practice. Great Life. by Atticus - 092: You’re Late Again! Tips on Navigating Workplace Expectation, Communication, and Other Fun Challenges with Lori Pulvermacher atticusadvanta...
*** Great Practice. Great Life. by Atticus - 102: Holiday Marketing Made Simple: 5 Tips to End the Year Strong with Lori Pulvermacher and Aaron Rothert atticusadvanta...
*** Great Practice. Great Life. by Atticus - 010: Is It Possible for Non-Lawyers to Do Initial Meetings? with Patti Paz atticusadvanta...
*** Great Practice. Great Life. by Atticus - 088: 4 Levels of Team Empowerment with Patti Paz atticusadvanta...
*** Great Practice. Great Life. by Atticus - 095: Building a Dream: A Trial Lawyer’s Success with Social Media and Referral Marketing with Eric Rosen atticusadvanta...
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