Announced on April 21, P3® – The Practice Innovation Conference will transform into P3® – The Virtual Experience, a series of online, interactive content taking place in June. The in-person experience was previously cancelled due to the COVID-19 pandemic. View the P3 home page for more information.

We’re All in Sales: Mastering the Art and Science of Sales to Build Buy-In and Sell Change

Track: Professional Development

Session Number: 271
Date: Thu, Jun 11th, 2020
Time: 2:00 PM - 3:00 PM

Description:

One in nine Americans works in sales. But so do the other eight. This is the central assertion of Dan Pink’s book To Sell Is Human. Pink argues that regardless of our role in our organization, we are all in sales because we all spend our days
trying to move others.

This could not be truer for law firm leaders. Increasingly, innovation and pricing executives are defining sales as the essential element for success in their jobs. As law firm leaders, our ability to influence others is essential to our success,
particularly because we seldom have formal authority with our most important stakeholders. They don’t have to follow us;
so we need them to want to follow us.

This program addresses the art and science of moving others, particularly when it comes to building buy-in and selling change in a law firm. 

Session Type: Workshop

Learning Objective 1: Understand the process of building buy-in and selling change.
Learning Objective 2: Appreciate the two sides to selling change - the emotional and the rational
Learning Objective 3: Leverage the triggers that motivate others to want to buy in
Apply Practical tactics to create the conversations that move others
Body of Knowledge (BoK) Domain: Business Development
Content Level: Advanced
Session Type: Workshop

Learning Objective 1: Understand the process of building buy-in and selling change.
Learning Objective 2: Appreciate the two sides to selling change - the emotional and the rational
Learning Objective 3: Leverage the triggers that motivate others to want to buy in
Apply Practical tactics to create the conversations that move others
Body of Knowledge (BoK) Domain: Business Development
Content Level: Advanced