IDEAS ABOUT “CLOSING THE DEAL” IN A PLAINTIFF’S TRIAL PRACTICE
When I started my plaintiff’s trial practice it soon became apparent to me that, like or not, I was involved in sales – professional sales – but nevertheless sales. I was selling myself to prospective clients, selling an idea or legal position to judges and selling my client’s case to juries. The first place I was professionally selling was to clients because it became apparent to me that I needed to have clients agree to hire me in order to have a…