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Why Traditional Sales Techniques do not Work for Lawyers

By Cordell Parvin on April 17, 2012
Posted in Client Development

I have read many books about selling and sales. One book I read a few years ago is The Contrarian Effect by Michael Port. The essence of the book is that the traditional sales model no longer works.

I  argue that it never worked for lawyers. In the Introduction, Port describes eight major signs…

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cordell_parvin.jpgI practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.

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