What if the secret to closing deals, winning cases, and convincing even the toughest crowd could be boiled down to five simple steps?
Spoiler: It can, and skipping just one could cost you everything.
Years ago, during a pretty stressful negotiation for a multi-million-dollar deal, I watched the other attorney drop the ball. They jumped straight to pitching their client’s solution without fully addressing the problem.
The result? Crickets.
In that moment, I realized persuasion isn’t about rushing to the finish line; it’s about taking your audience of one, or in my case 12 people sitting in the jury box, on a journey. So, I leaned on a framework that’s now second nature to me—and I’ve been leveraging it ever since.
Five Steps
Here’s the five-step persuasion process I’ve used to win cases, seal deals, and build trust:
1️⃣ State the Problem Clearly: Be concise but specific. If your audience doesn’t see the problem, they won’t care about your solution.
2️⃣ Agitate the Problem: Show the ripple effects. What happens if nothing changes? Use data, examples, or a compelling narrative.
3️⃣ Offer a Clear Solution: No jargon. Keep it straightforward and actionable.
4️⃣ Tailor the Solution: Explain how it directly benefits this audience. Make it personal.
5️⃣ Friction-Free Call to Action: Think “one-click simplicity.” Make the next step as effortless as possible.
Each step isn’t a checklist—it’s a roadmap. Depending on the situation, you might linger on one step longer or move quickly through another. But skipping steps? That’s where people lose deals and trust.
Think of persuasion like building a bridge. Each step is a beam or plank—skip one, and your audience won’t feel safe crossing to your side. Build it right, and they’ll walk over willingly.
Mitch Jackson, Esq.
More posts here https://whtwnd.com/mitch.social
💡 Pro Tip: Add this 5-step approach and your specific concerns and details into your favorite AI tool to craft a pitch, presentation or strategy using this framework. See what it gives you. Play with it. Personalize it. In the end, let AI do the heavy lifting while you shine as the closer.
