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51. Asking the Right Questions and Building Rapport w/ Brock Hendricks
Manage episode 296483083 series 2889302
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When you get on an initial call with a new client, do you know what questions you must have answers to by the end of that call? How much time do you spend building rapport and understanding? In this episode, we're talking with Brock Hendricks, and he'll share how the best practices of premium sales and service can help your legal team focus on the right clients. Now, Brock's background is about as far from the legal industry. He's the top Premium Salesperson for the Staples Center, home to the NBA's Los Angeles Lakers and Clippers, the WNBA's LA Sparks, and the NHL's Los Angeles Kings. Brock explains what he calls the Premium Way--his method of structuring repeatable fundamentals of sales teamwork and rapport-building for your practice. We have a fun, wide-ranging talk about premium sales and all the parallels between Brock's high-dollar clientele and how attorneys should approach their sales process.
Follow Brock on LinkedIn: https://www.linkedin.com/in/brock-hendricks-1588b7b1/
Check out the Hot Coffee, Cold Beer Podcast here: https://podcasts.apple.com/us/podcast/hot-coffee-cold-beer/id1515312925
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