legal sanity

There’s something in the air. My regular research excursion uncovered a host of recent articles offering advice on generating business. This one encourages us to ask prospects “open-ended questions” on the theory that “people want to feel as though speaking with you is a good investment of time, and the only way they will have that experience is if you do more listening than talking.” This article discusses the art of the sale. Stating that selling “occurs when you match your services to a specific person’s articulated needs,” the piece walks us through the basics of the “sales pipeline.” It closes on this familiar note: “In the end, the key to effective selling is in the art of asking questions and listening closely.” Carolyn at My Shingle pointed me to this overview that compels us to take an honest look at the networking groups we belong to in order to ensure a proper (and lucrative) fit. Last, but certainly not least, comes this piece about vacation-time rainmaking. It tells us that, according to networking professionals,“relaxing on the beach, mingling at the bar, or traveling with a tour group opens the door for strangers to find common interests and oftentimes, the conversation leads to work, and making business deals and creating opportunities with new business partners.” On that note, I’m heading off for some vacation time with my family. I’ll resume blogging when I get back late next week. Until then, happy rainmaking!