Estratégias para Fechar Contratos na Advocacia

Summary

Murilo Antunes, a commercial head at Guedes e Cruz law firm, shares his expertise in selling high-ticket contracts. He teaches other lawyers to overcome objections, negotiate effectively, and close deals during sales calls. His strategies include isolating objections, understanding client needs, and securing commitments.

Takeaways

• 😀 Murilo Antunes is a commercial head at Guedes e Cruz law firm and has sold over 4 million contracts.
• 📚 He teaches other lawyers how to sell high-ticket contracts and convert leads into clients through a mentorship program.
• 🛠️ The script is a guide on overcoming objections in sales, particularly at the end of a sales call or negotiation.
• 💡 Objections should be isolated rather than just circumvented to prevent them from arising again in the future.
• 💰 A common objection is the issue of money, where the lead claims not to have funds to hire the law firm.
• 🤔 Murilo suggests asking probing questions to uncover if there are other hidden objections behind the money issue.
• 🔑 It's important to anchor the conversation with a larger proposal if the money is not the real issue.
• 🗣️ The script emphasizes the need to understand the lead's real concerns to help them make a decision without delay.
• 🤝 Murilo advises to negotiate by understanding both the lead's and the firm's needs to reach a mutual agreement.
• 👥 Another common objection is the lead saying they need to consult with someone else, like a spouse or partner.
• 🔍 He suggests isolating this objection by asking if the lead would proceed if it weren't for the need to consult with someone else.
• 🔗 Finally, Murilo stresses the importance of always leaving a meeting with a scheduled follow-up to maintain momentum and close the deal.

Q & A

Who is Murilo Antunes and what is his current role?

Murilo Antunes is a commercial head at a law firm named Guedes e Cruz. He specializes in selling high-ticket legal services and also teaches other lawyers how to sell effectively.

What is the main focus of the playbook Murilo Antunes has developed?

The playbook focuses on overcoming objections during the sales call, specifically at the negotiation stage, to prevent losing sales opportunities.

How does Murilo approach objections in sales?

Murilo suggests isolating objections with strategic questions instead of just circumventing them, to understand and address the real concerns behind the objections.

What is a common objection Murilo addresses in his script?

A common objection Murilo addresses is when a lead says they don't have the money to hire the law firm, which he suggests could be a cover for other objections.

How does Murilo recommend handling the objection about the cost?

Murilo recommends asking the lead what would prevent them from hiring the firm if it were not for the cost, to anchor the discussion on the cost and explore if there are other underlying objections.

What is the significance of the question 'If it weren't for the cost, would you close the deal with us?'

This question is significant as it serves as a micro-affirmation to confirm the lead's interest in the firm's services, assuming that the only barrier is the cost.

What is Murilo's approach when a lead says they need to think about it?

Murilo suggests understanding the lead's main concern, as decisions often need information rather than time. He advises engaging the lead to extract their real concerns and provide the necessary information to facilitate a decision.

How should one handle the situation when a lead says they need to consult with someone else, like a spouse or partner?

Murilo advises respecting the need for consultation but also trying to isolate the maximum possible objections to prevent the lead from bringing up objections from others later on.

What is the importance of getting a commitment during a sales call?

Getting a commitment is crucial to ensure that the lead remains engaged and that there is a follow-up conversation or meeting scheduled, increasing the chances of closing the deal.

How does Murilo suggest dealing with the fear of making a big decision?

Murilo suggests providing comfort to the lead, acknowledging that big decisions can be daunting, and then using a hook to reinforce the belief that the proposed solution will resolve their problem.

What is the strategy behind asking for a small sign or deposit to hold special benefits?

This strategy is to secure the lead's commitment without requiring full payment upfront, making it easier for them to agree to the deal and ensuring their presence for future payments.