Fee Earner Training

1 - 2 PQE

Sales Skills

What potential benefit is there with training junior lawyers in sales skills?

1. The lawyer begins their career with an understanding that selling is part of their role
2. Fundamental skills can be introduced for further development over their career
3. The lawyer can start to hone their skills and practice these in situations with clients and colleagues
4. Junior lawyers may find themselves in situations where they identify an opportunity and it can be useful for them to have the skills in place to carry out a brief qualification or exploration

Building a network

At a junior level a lawyer can begin to build a network of contacts internally and outside the firm. With clients the junior lawyer can build contacts at a junior level. Whilst this may have no impact in the short term it may prove productive for all concerned in later years. Often relationships built on solid foundations at this point in a career can become ones of great trust later on.

Sales Skills

Sales skills include building rapport. Getting to know other lawyers or contacts in semi social situations can be uncomfortable for some. We have been asked for training on small talk on several occasions. Building rapport comes naturally to some but it is a trainable skill. Understanding the personality of the other person is fundamental to this and tools to help establish what this might be early on in a conversation can be very useful.

For an initial discussion on sales skills training at your firm please email us at info@itd.com or call 0870 777 6734