Total Sales Mastery

Does this sound like you?

Initial consultations frequently last two hours … or longer, and … At the end, you get the “I need to think about it” objection, or … sticker shock.
You almost dread getting a lead from your website because you KNOW it’s going to be a huge time-suck and they still won’t sign up.
You know you should be charging more, but you don’t know how, or … You’re afraid that if you do charge more, you will lose too many prospects and shut down your referral stream.
You have a stack of prospects who never made a final decision … and you don’t know how to follow up to get them to make a decision, or … just say no.

It's time to make a shift.

If you are seeing yourself in these scenarios, odds are you have built reasons around why this is happening. You believe these reasons to be true and act in ways that support these reasons.

You might believe people in your market won’t pay $5,000 for an estate plan. So, to act in accordance with that belief you charge $2,500.

You might believe referral sources expect you to charge X so if you want to keep getting referrals you have to continue to charge X.

Sound familiar? The old adage applies – “the first person you have to sell is yourself.”

About James

James Campbell is the Director of Sales and Sales Coach at Integrity Marketing. He has spent the last 15 years helping estate planning and elder lawyers design and achieve the lifestyle and law firm of their dreams. James does not like to rely on traditional sales methods, rather, he believes that selling is serving – the more you authentically serve the client, the more you will sell.