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Podcast: Lawyer Business Advantage
Episode: Business Development with Steve Fretzin
Description: Â
In this episode, Alay and Steve discuss:Â
Taking selling out of client prospecting.Â
Having a process for your sales approach.Â
Keeping your pipeline thin but full of quality potential clients.Â
Qualifying your potential clients and asking the right questions.Â
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Key Takeaways:Â
Diagnose first, then prescribe. You have to understand what somebody needs before you can make the sale.Â
The best way a meeting can end is in a win-win. The second best way is a no.Â
Understand if your prospective client is ready to and wants to make the necessary change.Â
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