This COFF memory device can apply to lawyers too. Ask questions to prompt urgency to take action. Ask questions so you highlight the impact of a “problem” – how it’s hampering your client’s efficiency in other areas. Also emphasise the Fit of your solution.

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cough syrups

Are you finding that it’s getting more difficult to get clients to take action and buy what you have to offer?


As a corporate trainer I’m finding that many clients are so consumed with other “work issues” that training is a low priority.

I understand and respect this.

Many clients have reduced training budgets.

Even those with budget seem to be “holding back”. They need further prompting to make a commitment.

This sound familiar to you?

This morning I got a powerful business lesson – from a bottle of cough medicine.

empty bottle

I’ve been annoyed by a nagging cough and this morning when I went to take some cough medicine I’d run out.

Buying cough medicine wasn’t part of my plan for the day

I didn’t want to jump in the car and take the time go to buy some more cough medicine. (I wasn’t so sick I couldn’t drive!)


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