This is the final part of our three-part series on client testimony preparation where we discuss Phase 3 of the client testimony preparation, also known as the testing phase. Just a quick recap, Phase 1 is getting into the right mindset and expectations. Phase 2 is the organizing phase where you help clients organize their truth, not mold them or change anything.
Phase 3 or the testing phase will give clients a good glimpse at what it’s going to be like inside the deposition. It’s not just testing the client, but also your ability to prep them.
Now, it’s important that you follow these phases in order, and not just start your client testimony preparation immediately with Phase 3. Sure you could do that, but that’s not really going to help you understand much if you haven’t already done some work in the first two phases. Not to mention, the damage this might cause because you’re only setting them up to fail – and they would see that.
Therefore, even though it sounds like testing is all the phase you need to do, you’re going to be doing your clients a disservice if you miss the first two phases since it can create problems of trust in the future – and by building trust, you’re able to take away their fears.
In this episode, you will hear:
- The importance of Phase 3
- Why not start immediately with Phase 3
- The two parts of roleplay
- How to craft questions for better results
- How to do the hard roleplay in segments
- The nuts and bolts you need to talk about after phase 3
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