More On Selling...

While your target audience of lawyers, law firms, and legal service vendors do have thier own unique rules to keep in mind, that doesn't mean that general sales pyschology goes right out the window, either.

"It's about tailoring EVERYTHING to what the customer wants.    It's revolutionary.

The first 90 seconds of talking to a customer, or a person that you're pursuading...you should focus only on them. Never use the word "I". Instead of "I agree," it's "You're Right." And at that level, people will consciously and unconsciously...be come more comfortable."

You can read more here.