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These links provide an overview of the SalesGame and its approach to converting leads to clients. |
Convert qualified leads into enthusastic clients that generate rewards commensurate with value received. The SalesGame is based on the assumption that selling professional services is much more like a game than a science. The goal of the SalesGame is the foundation that should guide professionals in their business development efforts. Most importantly, professionals need to realize that the goal is NOT to simply obtain work but to sell and deliver services in such a way that the client is an enthusiastic buyer. Everything that accountants, lawyers, consultants, engineers, bankers or any other professionals do when playing the SalesGame should be done with this ultimate goal in mind. I am often asked by workshop participants to share any sales �tricks� or �gimmicks� that I find useful. My response is these techniques do not work well in selling if your goal is to end up with a happy client. In the world of professional services, it is far better not to acquire the work if the outcome would not please the client/ prospect. Of course, ending up with an enthusiastic buyer can be more difficult in some situations than others. For example, if a company is being sued and hires an attorney to defend it, the outcome is obviously uncertain and may not be what the client wants.
It is far easier to end up with a happy client if the
engagement is to represent a company that is being acquired by a large
conglomerate thus making the client wealthy. Nevertheless, the attorney
trying to assist a client in either of these situations must be careful to
manage expectations on the front end to assure an enthusiastic client when
the work is done. |
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