Comments on: Law Firm Cross-selling: The Art of Listening. http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/ Marketing and Business Development for Law Firms Wed, 16 May 2012 16:13:20 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: DLA Piper Leads in Sales and Marketing for law firms http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-1907 DLA Piper Leads in Sales and Marketing for law firms Tue, 24 Apr 2012 14:55:20 +0000 http://virtualmarketingofficer.com/?p=1971#comment-1907 [...] new client gets attention from our sales team. First, I sit down and do a needs assessment. I try to learn what’s going on in their company, their preferences, challenges, what’s working with other outside counsel relationships, or not, and generally to see if anything pops. Then, [...] [...] new client gets attention from our sales team. First, I sit down and do a needs assessment. I try to learn what’s going on in their company, their preferences, challenges, what’s working with other outside counsel relationships, or not, and generally to see if anything pops. Then, [...]

]]> By: Jayne Navarre http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-392 Jayne Navarre Wed, 07 Jul 2010 18:35:25 +0000 http://virtualmarketingofficer.com/?p=1971#comment-392 Thanks for the Tweets and comment. You'll be interested to know that the saga continues. Interacting with the operations manager of the fitness club yesterday revealed an systemic problem which obviously trickles down to the employees...More later... Thanks for the Tweets and comment. You’ll be interested to know that the saga continues. Interacting with the operations manager of the fitness club yesterday revealed an systemic problem which obviously trickles down to the employees…More later…

]]> By: Jayne Navarre http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-391 Jayne Navarre Wed, 07 Jul 2010 18:22:49 +0000 http://virtualmarketingofficer.com/?p=1971#comment-391 Like that phrase: close-minded sales conversation. That's exactly what this was. And yup, I've also seen lawyer teams in proposal presentations where they totally ignored the need. In some cases I was part of the preparation team that coached them in active listening and still they didn't get it. I hope this graphic example helps anyone who struggles with listening...I know it helped me. Like that phrase: close-minded sales conversation. That’s exactly what this was. And yup, I’ve also seen lawyer teams in proposal presentations where they totally ignored the need. In some cases I was part of the preparation team that coached them in active listening and still they didn’t get it. I hope this graphic example helps anyone who struggles with listening…I know it helped me.

]]> By: Deb Dobson http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-390 Deb Dobson Wed, 07 Jul 2010 18:00:23 +0000 http://virtualmarketingofficer.com/?p=1971#comment-390 Wow, you are so very on target with this post Jayne. You nailed it. It is all about the art of listening, and so many don't get that point. Love this and tweeted it out. Wow, you are so very on target with this post Jayne. You nailed it. It is all about the art of listening, and so many don’t get that point. Love this and tweeted it out.

]]> By: Russell Lawson http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-389 Russell Lawson Wed, 07 Jul 2010 13:27:31 +0000 http://virtualmarketingofficer.com/?p=1971#comment-389 Jayne - Brilliant example of the closed-minded sales conversation, despite your attempts to help the staff know exactly what you needed. I recall so many proposals and presentations where lawyers had clear indications from a prospect or client about their needs, but continued following the prepared script and were astonished not to get the business. Jayne -

Brilliant example of the closed-minded sales conversation, despite your attempts to help the staff know exactly what you needed. I recall so many proposals and presentations where lawyers had clear indications from a prospect or client about their needs, but continued following the prepared script and were astonished not to get the business.

]]> By: Body Workout 101 http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-388 Body Workout 101 Tue, 06 Jul 2010 18:42:12 +0000 http://virtualmarketingofficer.com/?p=1971#comment-388 <strong>Law Firm Cross-selling: The Art of Listening....</strong> I found your entry interesting do I've added a Trackback to it on my weblog :)... Law Firm Cross-selling: The Art of Listening….

I found your entry interesting do I’ve added a Trackback to it on my weblog :) …

]]> By: Tweets that mention Law Firm Cross-Selling: The Art of Listening -- Topsy.com http://virtualmarketingofficer.com/2010/07/law-firm-cross-selling-art-of-listening/#comment-387 Tweets that mention Law Firm Cross-Selling: The Art of Listening -- Topsy.com Tue, 06 Jul 2010 18:26:51 +0000 http://virtualmarketingofficer.com/?p=1971#comment-387 [...] This post was mentioned on Twitter by ALA. ALA said: RT @lawmgtguru: Law Firm Cross-selling: The Art of Listening. - http://b2l.me/89p62 [...] [...] This post was mentioned on Twitter by ALA. ALA said: RT @lawmgtguru: Law Firm Cross-selling: The Art of Listening. – http://b2l.me/89p62 [...]

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