John Daly, a great PGA golfer, was once asked to describe his style of play, The Lion came back with “Grip it and rip it” – a philosophy he expanded into a book focused on helping would-be golfers perfect their stance and grip so that they could hit the ball further than before. The book’s premise boils down to the thought that with the right training and practice, reaching a goal is as simple as going for it.


When you have a sound strategy for making legal sales and you build on your experience to the extent that it becomes second nature, you’ll find that Daly’s approach works well for law business development. The message is simple: concentrate and close. As you gain confidence, you’ll be able to take the next steps – focusing on four objectives:

1. Identifying more opportunities
2. Building a higher attack/pursuit rate.
3. Developing a pipeline.
4. Creating more business builders.

When you’ve developed your skills in these areas, closing sales naturally follows. You’ll be able to stay out of the rough and get to the green in fewer strokes.

This entry was posted on Monday, October 5th, 2009 at 6:08 am and is filed under Closing Skills. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.