One of the core tenets of sales is to build trust and comfort in the buyer. The buyer serves as the gatekeeper for their organization, so your job is to reduce their natural skepticism and concerns so they can be open to learning about your offer.
Seeking a cross-selling opportunity from a lawyer in your firm inserts an additional guardian at the gate – the relationship lawyer. Getting their buy-in is often the first hurdle you must overcome so they can feel comfortable enough to introduce you to their prized client.
There are several things you can do to reduce their anxiety and motivate them to serve as your champion:
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In all, there are many reasons why firms are not maximizing their cross-selling potential. Understanding the dynamics of how to make the first sale, the internal sale, removes a major obstacle and can unleash a flood of new work.
First published in Lexology.com | March 30, 2021
