{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Maximum Lawyer","title":"The 5 Most Important Factors to Closing the Sale with Russ Nesevich","html":"","width":"100%","height":180,"duration":1361,"description":"Are you a practicing attorney who struggles with closing a deal? In this episode of the Maximum Lawyer podcast, Russ, a salesperson with a law degree, presents the five most important factors to closing a sale. He talks about the skills and qualities an attorney needs to close a sale with a client.Building Trust People will buy a product or become a client because of trust. Trust is essential in gaining the support and rapport of a client. Trust comes from credibility as well, in that you are good at what you do and you have the evidence to show for it. Now the question becomes: “How do you begin to build that relationship with a client?”5 Steps for Closing a SaleRuss talks about the five steps for closing a sale and how it can pertain to attorneys.The first step is engagement. As lawyers, engaging with the client at the beginning is easy because the client calls you for help. As long as you are quick with getting their needs met, you have them. Once this step is done, you need to focus on discovering the client. Get to know them and their needs. Spend time understanding their real needs and the needs they don't even know about. Walk the client through the process of how their needs will be both met and encourage them to take your recommendations. This leads to the third and most important step, which is building value. Clients are going to buy what you're selling, only if you convince them you or a product has value. To build value, communicate with them when you will be in touch, when you are available and all the information the client will need.As attorneys, gaining the trust of the client comes from passion. You need to be passionate about them and their story. Working in the legal field comes with countless stories about people who have gone through turmoil, trauma and heartache. Clients need to have attorneys that are just as passionate as they are to solve the issue. This passion is important in showing clients that you care and are with them until the...","thumbnail_url":"https://img.transistorcdn.com/ilznX_xlSDwYMtQnRFyxuK73we03KidQzrTiS6_4A9w/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85ZTZj/MmE1OGU3YWIwNjg0/OWQxZjhiN2NmNjZh/Y2VjNC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}