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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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8.1. Confirming the situation

Lawyers are smart people. After meeting with a client, many have developed the habit of quickly recording the key points discussed and reflecting this back to their clients in letter form. This simple action is incredibly effective. Here’s why. This device, which we call a CC letter has multiple benefits:

  • It demonstrates responsiveness and respect – showing that you have listened and that you are interested in what the buyer said.

  • It is collaborative – inviting the buyer to continue the dialogue begun in the meeting.

  • It helps avoid misunderstandings – especially important when working across languages or cultures.

  • It serves as a reminder of what was said when you return later with clouded memories.

  • It becomes the reference ...

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