You are a legal nurse consultant who is having a conversation with a prospect. Do you let your prospect explain?
Get Curious, ASK QUESTIONS!
In a sales conversation, if you are doing most of the talking… STOP! Trying to sell your product or service to someone without having a conversation to discover what it is that he is struggling with is like a doctor writing a prescription without seeing a patient or asking any questions to find out what is making her sick.
Find out what your buyer (attorney prospect) is struggling with and really wants! This seems like a basic concept, but often, entrepreneurs get so excited about how amazing their product or service is that they forget that the sales conversation is NOT really about their products – it’s about the prospect’s core challenge and how your solution solves it!
If you build a relationship with your buyer by asking great questions to let your prospect explain, he will begin to know, like and trust you because he’ll feel understood.
With that relationship, you have the opportunity to make the best recommendation for him as a partner in the process.
Allow your buyer to be uncomfortable! Let Your Prospect Explain
As you ask your buyer questions about what she struggles with and what she wants, she creates a tension gap for herself between where she is and where she wants to be.
During the sales conversation, let her motivate herself by exploring the struggle and how what she is doing now is not working for her. Legal Nurse Consultants are often problem solvers; this makes it tempting to want to start solving the client’s problems while on the sales call. DO NOT DO THIS! Although attorneys may press you for an opinion on a potential case, remember that you need to see the records to offer a valid opinion.
Since 2008, Therese Sparby has been coaching powerful entrepreneurs and executives from a wide variety of industries such as manufacturing, retail, medical, transportation, publishing and business development. Certified through both Radical Leadership® and Coaches Training Institute®, Therese is known for coaching her entrepreneurial clients to a place where earning five figures a month is standard.
Therese is one of our outstanding speakers for the marketing course for LNCs: How to Get All the Clients You Need. Get access to the course. Get details on how to improve your legal nurse consulting marketing at this link.