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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.
Click here to view the Table of Contents
Click here to read the introduction
Click here to read a sample chapter
About the Authors
Robert N. Kohn and Lawrence M. Kohn are brothers and principals of Kohn Communications located in West Los Angeles and Monterey, California. They specialize in helping lawyers bring in new clients by focusing on interpersonal interaction. Established in the early 1980s, their firm was one of the early pioneers of a technique called Executive coaching. The technique is to use a series of one-on-one, confidential consulting sessions via telephone. Robert Kohn is the past chair of the California State Bar Law Practice Management and Technology Section. Both speak regularly across the country to law firms and bar associations.
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