In this episode, Steve Fretzin and Dan Lear discuss:

• The evolution of modern sales philosophy and methodology
• Relationship-building and persistence in business development
• The impact of information access on buyer behavior and expectations
• Qualifying clients and aligning offerings with real needs

Key Takeaways:

• Hard-selling and product-pushing tactics no longer resonate in today's market, where the more effective approach is to guide prospects through a personalized, trust-based buying process that prioritizes their needs and decision-making journey.
• To avoid wasting time and energy, sales professionals must rigorously qualify prospects early on by confirming they have a compelling reason to change, a genuine commitment to act, decision-making authority, and the financial means to proceed.
• In a world where buyers have access to the same data and pricing transparency as sellers, attempts to manipulate or pressure them are counterproductive and often backfire, as credibility and authenticity now matter more than persuasion.
• Sustainable business development stems not from being aggressively persistent but from cultivating genuine relationships, staying consistently engaged without being overbearing, and building trust through listening, relevance, and patience.

"If you don’t know what you want, be clear about that. And second, even if it’s in the short term, put together a plan to help you... move in that direction." —  Dan Lear
 

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Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/
 

Episode References: 

• To Sell Is Human by Daniel H. Pink: https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905
• The Win Without Pitching Manifesto by Blair Enns: https://www.amazon.com/Win-Without-Pitching-Manifesto/dp/1605440043

About Dan Lear: Dan Lear heads up partnerships at InfoTrack. InfoTrack is a tech-enabled litigation services provider focused on court filing and service of process. Dan has started and run many legal technology ventures and has a passion for marketing, branding, business development, sales, and growth.

Connect with Dan Lear:  

Website: https://www.infotrack.com/

LinkedIn: https://www.linkedin.com/in/danlear/ & https://www.linkedin.com/company/infotrack-us/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.