I recently had the good fortune of picking up a book written by master salesman, Zig Ziglar. If you know anything about Mr. Ziglar you know that he is an authority on selling, and becoming a sales professional. His works are incredibly clear and insightful.
In “Ziglar on Selling”, Mr. Ziglar reminded me of something I already knew, which is that everyone is in sales, including attorneys. We don’t like to admit it, but we are salespeople just like so many others whether they be in business, or in a profession.
Now, I know that many of us don’t like to consider ourselves to be salespeople. There is a conflict in our perceptions of what we do that doesn’t allow us to view ourselves as “selling”, but let’s be honest with ourselves here. When, you are negotiating a deal, you are selling your client’s position to the opposition in hopes of getting your client the best possible deal, right? I know that you are going to tell me that’s negotiating! But, what is negotiating if it’s not selling?