Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business
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Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business

Product Availability: This product is currently out of stock, but can be placed on backorder.
Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business
Product Code: 5110696
About the Authors: Lawrence Kohn, Robert Kohn
Publication Date: August 24, 2009
ISBN: 978-1-60442-606-9
Page Count: 230
Trim Size: 7 x 10
Sponsoring Entities: Law Practice Division
Topics: Career Development, General Practice, Law Practice Management, Marketing, Solos and Small Firms
Format: Book - 5110696
Pricing: $79.95 (Regular)
$47.95 (Law Practice Division) ABA Members, Log in now to receive this discount!
Quantity:
 
About Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business

Selling is an important skill because it can bring you greater income, security, power, new friendships, intellectual stimulation, emotional fulfillment, better clients, more freedom, and fun! It is a way to communicate one's professional expertise to potential clients. But if you're uncomfortable with selling, you may be skeptical about your ability to enjoy these benefits and increase your business. If you acknowledge the need to improve your selling skills, Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business is the key to changing the way you feel about this challenging skill.

There are many preconceived notions about selling, and chances are, you have had some distasteful experiences to reinforce your beliefs. This book will help you overcome your discomfort with selling by changing the way you think and help you achieve a fundamental shift in your attitude and behavior. This guide proves that selling can be done effectively and comfortably, by motivating you to take action and identify strategies and tasks that you are comfortable doing.

The authors, who are marketing and sales consultants, have developed a technique known as executive coaching. With their coaching expertise, this guide provides you with strategies for selling in your comfort zone by helping you:

-- Develop confidence in your ability to offer value
-- Identify targets in your comfort zone
-- Communicate value to your targets
-- Reveal your interest in doing business
-- Find comfortable systems to stay in touch

You'll benefit from the 106 practical tips for making the following skill modules more safe and effective:

-- Public speaking
-- Seminars
-- Public relations
-- Documenting the value that you offer
-- Satisfaction surveys
-- Working a room
-- Time management
-- Strategic planning

Don't let your discomfort be a barrier any longer. Use this practice guide to conquer your fears and unpleasant past experiences to overcome the obstacles and learn how to sell.

BONUS: This book includes a CD-ROM that contains valuable forms, worksheets, checklists, and more from Selling in Your Comfort Zone.
Praise for Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business

"The pioneering Kohn Brothers have done it again. Here's a practical, easy-to-read and dare I say, comfortable book loaded with tips and checklists ready made for solo practitioners and mega-law-firm rainmakers alike. If your existing comfort zone is hindered by obstacles, rejection, and barriers, then this is a must read. At our firm we have seen these comfortable techniques produce results."
--José Cunningham, Chief Marketing Officer, Crowell & Moring

"Bob and Larry's book Selling in Your Comfort Zone, is dead on. Great writing style and the tips are pure genius. I think it's an instant classic, and a 'must read' for any lawyer hoping to build his or her practice."
--Steve Lundberg, Managing Partner, Schwegman & Lundberg

"Robert and Larry Kohn have filled this book with pearls of wisdom about selling gathered from many years of teaching lawyers how to generate new business. Whether you are starting out or want to build an already successful practice, Selling in Your Comfort Zone, will help you discover your path to success. Read it once and you will find yourself coming back to it over and over again."
--Peter Zeughauser, Chairman, Zeughauser Group

"Many books have been published on the topic of business development within law firms. A few have even touched on the disconnect between the need for active sales initiatives and the inherent reluctance of most lawyers to engage in such activities. With Selling in Your Comfort Zone, the Kohn brothers have produced the first book that centers around this critical issue and puts forth a comprehensive and practical guide for overcoming the discomfort and allowing lawyers to excel at business development while remaining true to their nature."
--John Neidecker, Chief Marketing Officer, Steptoe & Johnson
More Information About Selling in Your Comfort Zone: Safe and Effective Strategies for Developing New Business

Table of Contents PDF
Introduction PDF
Chapter 6: Communicate Value to Your Targets PDF


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