Talk Less Win More by Alex Su - Early Access

This is an early draft of my book about how lawyers in business development roles can turn meetings into revenue.

Chapter Guide:

Introduction 3

Opening The Meeting 6

Set an agenda and provide guideposts during the conversation 6

Begin with a brief statement describing what you offer 6

Avoid diving into a full sales pitch immediately 7

Every meeting you have with a prospect must have a concrete goal 8

What you say matters less than what they remember 9

Takeaways 10

“Discover” Their Needs 11

Find out what your prospect cares about 11

What role does the prospect play in their organization’s buying process? 11

Be thoughtful about the questions you ask 12

Important caveat: Don’t over-research prematurely 13

Active listening is a biz dev superpower  14

Takeaways 15

The Sales Pitch   16

What will the prospect find most compelling? 16

You are the least important person in the room 17

Your pitch should be a two-way conversation 17

Drawing out objections 19

Takeaways 19

Meeting Endgame 20

Always end the conversation with an ask 20

You never know if they’ll say yes 20

Getting real-world feedback 21

How to talk about pricing 22

Use phrases that make you comfortable with the ask 23

Takeaways 24

Post-Meeting Follow Up 25

What if they don’t have a need right now? 25

The upside of having lots of potential future meetings 25

Following up consistently also produces results 26

How do you follow up without being annoying? 27

Takeaways 28

Conclusion 29

About The Author 30