My absolute favorite parts of my profession are the development aspects alongside amazing attorneys. Lateraling legal professionals allows coaching throughout the process but at its peak during the interview preparation stages, after the 1st call back from a client. This juncture allows us to offer an optional interview prep session together whereupon we tackle expected Q&A’s, unknowns, fears, insights and strategies in life in general.
Sales can simply be defined as “the transfer of feeling” and should not have any negative connotation. On the contrary, it should be developed, nurtured and enhanced for life’s overall successes. Personally, I offer some guidance paired with over a decade of B2B sales and more importantly the company I keep. Due to the fact that I’ve lateralled many professionals, and great attorneys typically only jump a couple of times, I’ve observed many case studies to guide. I mix in a little extra life coaching and development centered on what I really know best which is consultative selling. Moving the needle assertively yet gracefully is a delicate, valuable lesson in life that doesn’t stop at landing any job let alone another round to explore the full team. There is also a clear method and art to the craft. Understanding your audience and ultimately getting a desirable outcome is invaluable for growing your practice, building or moving clients and hitting all visualized goals. But what are the motivating triggers and how can they best be LEVERAGED from over my decade of professional sales is what I’m going to tap into.
The main triggers or levers with any major decision or movement are these 3 key areas: GREED, VANITY & FEAR. Bonus tip, none of these are evil, especially when harnessed and controlled around your audience and own motivations to organically grow. Let’s start first with GREED because in a capitalistic society currency is needed to survive, let alone thrive. In my opinion, this should be a clear motivation for the majority of productive, growing professionals, but is at its best when coupled with hitting on the next 2 if your goal is to move the needle in your favor, towards your desirable outcome. You can and should be greedy for success in however that means for you. Next up, we have VANITY which also has a negative connotation like greed. However, we all have egos and feelings of self-worth, which is highly affected by our perception of how others judge us. Stroking or synergizing ego along the way can be highly effective as a motivating factor and if I were to champion any one of these triggers it is vanity as I believe it is completely tied to recognition. Recognition is crucial for your work, your name, your image your likeness, your products and your services which is we are all talking in the first place. Lastly, we have FEAR, which is found in all major decisions involving growth or complacency. Everyone looking to sell themselves or their services should challenge themselves to create the impact of what would happen if your speaker loses out on you as well as what they’d miss or be left with in should be a fear of the unknown lesser for them.
TAKEAWAY If you are trying to get to where you want, the key is that it’s always great to know others are motivated by these same 3 real driving forces. These core elements should be tapped into during all important career networking and engagements. If you group these 3 forces together with your speaker(s) you will succeed, you will sell the vision, and you will move the needle synergistically towards each other’s goals in the end, unless the match is wrong. Learn and know your speaker(s), be one in each other’s successes even if it isn’t the right match at that particular time. I can assure you that everyone you network with, including myself, is on a path.
Let’s end with my father, Jack Wexler’s favorite TEST or GAME entitled uFu:
Quick! Count the number of times that the letter F appears in the following sentence:
“Finished files are the result of years of scientific study combined with the experience of years.”
How many did you find?
Solution: Most people say three. Why? We often don’t correctly process the word “OF” for two reasons. First, the letter F usually makes the “f” sound, like in “fox”. However, in the word “of”, it makes a “v” sound. Second, you have probably read the word “of” so many times in your life that you process it as one unit, overlooking the second letter/ sound
Stay tuned for our next 3 articl
-Assumptive Closing or Loaded Questions
-Grouping & Masterminding Success Questions with the Team
-Leveraging your Linking, Grouping & Upselling