In the latest edition of PM Magazine, our MD, Lee Curtis, provides his views on sales within the legal industry and how coaching can assist in overcoming some of the hurdles encountered. Exceprt below. Full article can be read here.
“Lawyers are very, very skilled in some areas and also very, very unskilled in others,” he says. “And they are often like eggs, with a hard outer shell, but actually quite fragile. They don’t like rejection.” This, he says, does not make for a natural salesperson. “In sales, especially volume sales, you get rejected on a daily basis. Lawyers can take it personally.” They need help.
