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So you wanted to avoid sales...

I’ve met many lawyers who chose their profession for its intellectual challenge—or (still more frankly) because they “wanted to avoid anything to do with sales”! But, in the latter case, the joke’s on them because as lawyers we must sell ourselves—and our services. Unfortunately (at least for these lawyers) we’re still in the sales business.

Fortunately, selling is something that can be learned. It’s no different from learning to play a musical instrument. First you learn the basics, just enough to play a note or two, and from there you learn how to put those notes together, and eventually play a song. At first that song seems pretty difficult, because you have to think about every note… but eventually it becomes natural, and you enjoy playing it. As time goes on, you learn more techniques and expand your repertoire and play more songs—or even sonatas.

The key to getting to that point is practice. Just like learning an instrument, if you commit to learning sales, and achieve what you learn with practice, you will succeed—and even come to enjoy it.

The knowledge is out there, so reach out and discover the relevant notes—and then practice!

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