Successful legal nurse consultants have to possess some sales skills. You are selling your capabilities to assist attorneys, the value of your services, and the outcomes the attorney will achieve by using your help.
Your business will flounder without sales skills. See this video on how to be a successful legal nurse consultant.
All business people need a degree of sales ability in order to develop and maintain a business. Differences in style and personality are not central to success. Experts have found the following 5 traits or competencies are most likely to predict successful legal nurse consultants with top performance:
o Ever notice that the best sales people tend to look on the bright side? Mitch Anthony, author of Selling with Emotional Intelligence says; “Most top sales professionals, who are at the top of every achievement chart, tend to be optimistic.” Optimism will also tend to determine how resilient a sales person will be. You must be optimistic that you will succeed in building your business.
o The ability to be committed to your business is the spinal column of emotional intelligence in sales. It’s the ability to take fifteen “no’s” before you get a “yes” from an attorney interested in using your services. Remember, every no brings you closer to a yes.
o Most experts and managers believe this is a trait that cannot be taught. Whether it’s being driven by money or recognition or simply pride, the best sales people tend to have an inherent competitive drive. It is this factor that leads you to constantly learn – how to market, how to improve the operations of your business, how to prepare better reports, and how to more efficiently provide your services.
There are many ways for successful legal nurse consultants to learn today- mastermind groups, webinars, books, online courses, audio CDs and more. Take advantage of the vast amount of information available to legal nurse consultants.
If you are not learning, you are stagnating.
o Being friendly and sociable is a hallmark of successful legal nurse consultants who network well and maintain long-term customer relationships. Quite simply, the customers need to like you and feel comfortable with you, and the relationship grows.
o This trait may underlie all other emotional intelligence skills, because it involves truly understanding the customer. It involves being intuitive and perceptive. It also requires superb listening and communication skills. It means being able to put yourself into the shoes of your client, and tailoring your approach accordingly.
Sharyn Mosca provided this content. She was a part of Pat Iyer’s National Speakers Association New Jersey chapter mastermind group.