If you are a legal nurse consultant, you are an entrepreneur. That also means you are a salesperson. Accepting this may be your biggest challenge if you think, like most people do, that salespeople are sleazy, fast-talking charlatans. You’re a nurse; you help people. How can you sacrifice your principles for the sales?

Jason Tracey, whose business is helping people to succeed in sales, is here to tell you that you don’t have to sacrifice anything. As a nurse, you’re interested in helping to improve people’s wellbeing. You establish relationships with them; you care about them. He demonstrates that those principles of interconnection characterize the most successful salespeople.

When you focus on the other person, you don’t tell them how great you are and what you can do for them. You ask them what they need, and you listen to their responses. Only when you feel clear about their needs, do you describe what you can do for them.

You reinforce what you say with stories relevant to their situation. Jason says that story telling is a primary part of the most effective sales interactions. An appropriate story both shows that you understand your potential client’s situation and can encourage them in believing that you can help them succeed.

He also advises that whenever you’re coming to the end of a sales conversation to ask what the next step is. This persuades the client to make a commitment at least to further conversation.

Finally, Jason urges you to believe in yourself. You have to sell to yourself first. Believe in yourself, always remember your history of success, and that will continue the pattern of success. Tune into this episode of Legal Nurse Podcast to discover
• Why do so many people hate the idea of sales?
• What attitude can transform the sales process?
• What role does curiosity about people play in the sales process?
• How can you keep yourself from acting desperate for the work when you speak with an attorney?
• Why is telling stories an important part of the sales process?