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Fine-tune your thinking to become more successful at sales

By Bryan McCrae, Sales Psychologist, Sales Motivations

6 July 2012

In these difficult economic times, everyone is feeling the pinch. Legal professionals need to be able to sell themselves more than ever, to show what differentiates them from their competitors and to use sales techniques to retain and win new clients.

In many professions, there is an issue around the thoughts, feelings and beliefs conjured up by the word ‘selling’. This is where a change of mindset can be very helpful, a reframing in psychological terms.

Rather than think of it as selling, partners should think of it as the process of finding new clients with legal problems that they can help to resolve, and of keeping clients happy. By challenging mindsets, the lack of motivation commonly associated with doing something partners don’t feel comfortable with can be addressed.

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