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MK 106: Client Selling & Closing
Client Selling & Closing This book discusses the six-step sales process used to close prospective clients so they are delighted to engage the law firm and pay the attorney’s legal fees. First, the rainmaker conducts a Need Analysis during the sales process to determine a prospect’s true need and the real…
MK 107: Objections to Closing Prospects
Overcoming a Prospect’s Objection to Closing This course teaches attorneys how to overcome a prospect’s objection to closing. Learn that “no” does not mean “no” in the bankruptcy sales closing context. A rainmaker understands that “no” really means that a prospective client lacks sufficient information to feel comfortable engaging the…