5 steps trial lawyers take to make their point
Post on 17-Oct-2014
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When I want to persuade a judge or jury to find in favor of my client on a particular point or issue, I use this 5 step formula. You can and should use the same approach the next time you want to make a point, win a discussion, or close your next business deal!TRANSCRIPT
5 STEPS TRIAL LAWYERSTAKE TO MAKE THEIR
POINT3 DECADES OF TIPS AND APPROACHES!
Jon Mitchell Jackson
MitchJackson.com800.661.7
044
COMMUNICATION TIPS
WHEN I WANT TO PERSUADE A JUDGE OR JURY TO FIND IN FAVOR OF MY CLIENT, I USE THIS 5 STEP FORMULA.
MitchJackson.com
800.661.7044
COMMUNICATION TIPS
YOU CAN USE THIS SAME FORMULA TO MAKE A POINT, WIN AN ARGUMENT OR CLOSE YOUR NEXT BUSINESS DEAL.
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COMMUNICATION TIPS
STEP #1: STATE THE PROBLEM
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BE CLEAR AND DIRECT. THIS HELPS EVERYONE FOCUS ON THE REAL PROBLEM OR ISSUE.
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COMMUNICATION TIPS
“JOHN, WE’RE HERE TODAY BECAUSE YOU JUST DON’T HAVE ENOUGH CUSTOMERS AND YOUR SALES ARE DOWN. THIS PROBLEM COULD PUT YOU OUT OF BUSINESS.”
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STEP #2: AGITATE THE PROBLEM
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USE EXAMPLES, STORIES AND METAPHORS TO SHOW HOW BAD THE PROBLEM REALLY IS.
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“JOHN, IF SALES AND CUSTOMERS CONTINUE TO DECLINE AT THIS RATE, YOU’LL BE OUT OF BUSINESS IN 11 MONTHS”
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“HOW YOU’RE CURRENT PROVIDER IS GOING ABOUT PROMOTING YOUR BUSINESS MAKES ABOUT AS MUCH SENSE AS CLIMBING A STEEL TOWER IN A LIGHTENING STORM.”
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STEP #3: OFFER A CLEAR SOLUTION
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“OUR SOFTWARE AND SOCIAL MEDIA SOLUTIONS WILL BRING IN 100 NEW CUSTOMERS EACH MONTH.”
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“WITHOUT INCREASING PRICE, THESE NEW CUSTOMERS WILL RESULT IN RECORD PROFITS WITHIN THE NEXT 9 MONTHS.”
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STEP #4: STATE THE BENEFITS
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“YOUR NEW CUSTOMERS AND INCREASED REVENUES WILL ALLOW YOU TO BUILD YOUR BUSINESS, HELP YOUR EMPLOYEES AND MAKE THINGS MUCH MORE ENJOYABLE.”
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STEP #5: CLOSE THE DEAL
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AFTER YOUR PRESENTATION, YOU NEED TO ASK FOR THE SALE.
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WITH A SMILE ON YOUR FACE AND PEN IN YOUR HAND, YOU SLIDE THE CONTRACT OVER AND SAY, “SO JOHN, LET’S GET STARTED.”
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TRIAL LAWYER COMMUNICATIONTIPS FOR EVERYONE!
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