Katy Goshtasbi

Personal Branding Corner:  Can You Make The Big Ask?

I just spent a weekend working with a group of lawyers at an American Bar Association (ABA) conference. The one subject most every lawyer needed help with was "sales". Specifically, most attorneys were very unsure of when and how to ask for the sale when talking to a prospect. The result is a poor personal brand.

I find it really interesting that most professionals have the same view of "sales". That is, their perception is that they are professionally trained in a substantive area (i.e. law, dentistry, medicine, engineering, accounting, etc.) and thus, they should not have to deal with/worry about selling their services. What I found equally interesting was that these same professionals feel that everyone is trying to sell to them and they don't like it.

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