In the final part of our four-part series on sales, RJon explains how our subconscious can interfere with sales calls, creating a tornado of self-doubt and negative self-talk. He stresses the importance of controlling the inner voice and maintaining a calm (and boring) approach to sales.

RJon uses ice cream flavors to demonstrate that when clients focus on the outcomes they desire, price becomes a secondary concern. He illustrates this by walking a How To MANAGE a Small Law Firm member through an exercise that showcases the flexibility of pricing based on what they do or do not value.

• 
  
• Control your inner voice and maintain a calm (and boring) approach to sales.
  
• Help clients decide what they want before discussing price.
  
• Be aware of the 10 common sales mindset issues that can hinder success
  
• Focus on being useful to your clients and bringing value to the table.
  

Sales Call Script

Ep 52: Fear of Success

Ep 7: You Are Exhausted…Or Are You?

How To MANAGE a Small Law Firm

Part 1: Sell Is Not Just Another Four Letter Word Ep 57

Part 2: Sales Mindset: It’s Not About You Ep 58

Part 3: G.A.S. Calls: How to Sell Legal Services To Repeat Clients Ep 59

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