As the host of Be That Lawyer Podcast, Steve Fretzin acts as a kind of business development therapist. He coaches and trains lawyers on the most modern day business development skills, providing precise tips, fresh ideas and actionable tasks that drive tangible results. In today’s episode we discuss sales free selling. Many lawyers have an aversion to selling, Steve offers great insight, as well as a book on the very topic.
In this episode we discuss:
- The approach of sales free selling as opposed to selling by convincing.
- How it’s ok if someone isn’t a good fit for your services.
- The steps to qualifying a prospective client.
- Developing a relationship based on trust and likability.
- The importance of the diagnosis preceding the prescription.
- Building questioning skills versus using solution oriented answering skills.
- Debriefing after meetings to identify and learn from missteps.
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