About Steve Fretzin: He is passionate about helping attorneys reach their full potential. He’s regarded as the premier coach, skills trainer and keynote speaker on business development for attorneys. Over the past 17 years, he’s devoted his career to helping lawyers master the art of business development so they can achieve their business goals and the peace of mind that comes with developing a successful law practice. In addition to writing four books on legal marketing and business development, Steve has a highly-rated podcast called, “Be that lawyer”. Steve has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com and has appeared on NBC News and WGN Radio. He has written three books on legal business development, is a regular contributor to the Chicago Daily Law Bulletin and has published articles in Attorney at Law magazine, the National Law Review, the American Bar Association and the Illinois State Bar Association.
In this episode, Jordan and Steve discuss:
Lessons from a plane crash
What is sales-free selling
How to not waste time in sales meetings
Asking for commitment
Life is finite, never take it for granted. Always strive to develop yourself and add value to others around you in some way.
Sales-free selling is about getting the seller and the buyer to walk through a decision that will be a fit for both.
Start a sales meeting by establishing an agreement to make the best of each other’s time. Make sure that they have the right kind of problems that you solve because if not, then it’s best to just walk away.
In coaching situations, it’s important to know if the other person is committed to resolving the problem. In a corporate setting, you’d be better off if you don’t continue the coaching if the person is not committed to making a change.
“I always appreciated the methodologies that were more consultative, more nurturing, that dealt with asking questions and being a really good listener, not about presenting and pitching.” — Steve Fretzin
Connect with Steve Fretzin:
Your host, Jordan Goldrich, grew up in a loud New York family and once lost an executive position because of his style. He is co-author of the Amazon Best Seller, Workplace Warrior®: People Skills For The No-Bulls**t Executive, Chief Operations Officer, Master Corporate Executive Coach, and Licensed Clinical Social Worker. His guests are part of his international network of Workplace Warrior® executives, master corporate executive coaches, and thought leaders. Each guest will engage you in conversation about their successes, mistakes, and solutions. You will get strategies for being completely authentic, while you fulfill your commitment to your organization, build positive relationships, and take performance to an even higher level.
Connect with Jordan Goldrich:
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