Empower Your Legal Services with Complex Sales CPQ for Legal Services

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hey so our John why don't you teach us a lesson about selling to the no all right selling to the no here's the deal your your when you've got a client sitting in your office or a potential client sitting in your office you understand you got to understand they're there because they want to hire you they didn't come into your office just to get out of the rain they came to your office they rearrange your schedule they found someone to watch their kids they drove across town they found parking they came to your office because they want to hire you they're optimistic they're hopeful they want to hire you now why don't you close all of your prospective new clients into paying clients and the answer is something is going wrong in the sales process and usually what's going on going wrong in the sales process I know this is not easy for your ego to hear this but usually what's going wrong to the sales process is you you are screwing up your sales selling to the know here's the deal you ever go to like a the Apple Store and you you buy whatever you're gonna buy and then you get home and you open up the box and you go online you realize oh there's this extra cool feature or this extra cool thing that you would have bought but the guy didn't tell you about it the ideas you keep offering your prospective client opportunities to help them opportunities to make their life better opportunities to help them make a profit until you reach the point where they say no I don't want my life to get any better opportunities to make their life better to help them solve more problems to help them make more money until they tell you they've reached their limit that's when you stop you sell until they say no I don't want any more improvements in my life I'll give you an example my Mini Cooper every single I am pissed off why because I got the Mini Cooper and price was no object when I got it and I got it home and about a month after I got the car I'm just you know just for shits and giggles one day I'm online looking at the Mini Cooper website and I realized there's some really cool features that the sales guy never told me about if he had told me about the features I would have bought the features which means the dealer would have made more money the sales guy would have made a higher Commission and they might have been able to get my business or my referrals in the future Rick yes Arzo Tesla does a phenomenal job of educating their salespeople about the product and selling to the note so Rick I'm gonna turn the camera and this is Rick Arndt senior director of operations and Rick our senior director of operation kicks a lot of ass and earned himself as a nice bonus I earned myself a nice car a Tesla so he was a company car as a company car so here's the deal I went over to the Tesla store because you know they're not dealers so I went to the store I talked to the guy he asked me a whole bunch of questions about my lifestyle what I wanted and then he took me for a test drive he took the time to understand your priorities absolutely in terms of your my needs what are you doing I have a son in college hey how far did how far always at college you're gonna take that car there I know yeah I am okay I got it I got it he started putting a lot of stuff in his head and he said hey let's go for a test drive we took a cool test drive I asked him about all these crazy things I'd seen he went on the insane mode didn't you I went on insane order let me tell you it's insane so I went ahead we did a 45-minute test drive we came back and then I sat down with a guy and he walked me through the website says look this is we're gonna configure your car online we went through all the features all the features we got to the very end and he said now before I hit save I'm gonna tell you about three features that aren't on the website yet but you might be interested in okay and so we talked about it and he said hey are you interested in the super shock suspension I said what does it give me you can adjust the ride height I said how many people really use that it goes look people are mostly use it or to raise it up so they can get into another car easy they usually don't use it to race around okay don't need that don't need that and the guy told you don't bother don't bother don't do that I said wait a second I saw an option here four thousand dollars he goes yeah that's our sub-zero option say sub-zero option yeah if you happen to live someplace where it gets below zero you can get this option for the car the guy knew his product absolutely and he kept offering you options and educating you about the option so that you can make informed and a confident decision so when you came back from the Tesla dealer you were you were confident you had made the right decision absolutely I walked out knowing that I had ordered the car that I wanted be happy with four years but now our John I just heard you because we share a wall go through this insane conversation that's the wall that's the wall we share that my sound comes through so I heard you have this insane conversation with someone I must have heard you ask the same question ten times I want you tell us about that okay so compare the experience that Rick had with the Tesla dealer to the experience that I am having with the Mercedes dealer so we're ordering Ally a brand new Mercedes GL 450 and the car is supposed to be here in like a month and I don't know something just came over me and I decided to go onto the website just to check it out and I realized there's some features that are really important to me for safety for Ally and the baby that what am I going to not order B see things at night x-ray vision what are they when they call it it's the pop-up display that shows you what front of you in the middle and my right where it's like you get like x-ray vision in the middle of the night what am i insane I'm not gonna I'm gonna spend I'm gonna spend ninety thousand dollars on a Mercedes and I'm not gonna spend an extra twelve hundred bucks so that's my wife when she's driving with my baby can see like someone in the middle of the dark jump up in front the point I'm making is they didn't offer me every single option there was presumably because they didn't take the time to understand my priorities they thought I was trying to save money on the car they didn't understand my priorities in terms of my time my money and my reputation the most important thing for me when it comes to buying a car for my wife and my son is my reputation I don't want to look myself in the mirror at some point in the future and say if you had just spent the extra fifteen hundred bucks or the answer for three thousand dollars maybe they wouldn't have gotten into that accident I can't live with myself with that my reputation when it comes to buying the car is the most important thing second is my time I can't go and sit in the dealership for another hour two hours or three hours the time is the second most important thing to me when it comes to buying the car now this is interesting because in most cases my time is most important and my reputation is second but when it comes to the car my reputation is most important and the time comes second and the money is a distant distant distant third in terms of the priorities when it comes to ordering this car so instead because the dealer the the the person who sold me the car didn't understand didn't know her product and didn't take the time to understand my priorities now I'm getting because I have to waste more time to cancel the order of the car that's supposed to be delivered in a month and start the ordering process all over again so you might as well not have the first thing and now it's another two months before you get the car to get every feature and now you just spend an extra hour at the dealer asking all these questions to make sure whoever is working with you actually no no I don't have any confidence even now I don't have any confidence in the first salesperson because no matter what she tells me I'm never gonna really trust her that she understands my priorities and understands what I'm trying to accomplish in terms of my time my money and my reputation and by the way I didn't tell you this Rick I'm gonna have to go out and rent a car for the nother next two months Oh so I'm going to spend probably $3,000 or $4,000 to rent a car as a stopgap until the Mercedes arrives don't do this when you're marketing don't do this when you're sitting with a prospective client selling legal services sell to the No