Leftfoot - Legal Business Development

Have the Courage to Ask the Hard Questions Nicole talks with Deana Calvelli, Consultant and Vice President at the Lockton Companies in the Northeast.  http://www.lockton.com/newsroom/post/lockton-expands-philadelphia-office-opens-retirement-practice (Bio Deana Calvelli) 3 Cs – Connect with the right people; Communicate in a concise and credible way; Coach prospects authentically. More interesting selling experiences occur in the situations that are not ‘an easy ride’. It’s OK to feel discomfort in the room – that may be the opportunity with your prospect to discuss a solution they haven’t thought of. 60% of the buying decision has been made before they contact you. Less meet and greet time allows you to use your time more efficiently. Develop rapport and then stay in touch – you need to ‘come to mind’ when they’re ready to buy. Clients and prospects do business on their schedule.