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Selling in your comfort zone : safe and effective strategies for developing new business

Author: Robert N Kohn; Lawrence Kohn; American Bar Association. Section of Law Practice Management.
Publisher: Chicago, Ill. : ABA Law Practice Management Section, ©2009.
Edition/Format:   Print book : EnglishView all editions and formats
Database:WorldCat
Summary:

This book will help anyone overcome their discomfort with selling. It will help the reader achieve a fundamental shift in attitude and behavior. This guide proves that selling can be done effectively  Read more...

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Document Type: Book
All Authors / Contributors: Robert N Kohn; Lawrence Kohn; American Bar Association. Section of Law Practice Management.
ISBN: 9781604426069 1604426063
OCLC Number: 435630875
Notes: Includes index.
"CD-ROM included."
Description: xxii, 199 pages : illustrations, forms ; 26 cm + 1 CD-ROM (4 3/4 in.)
Contents: Hope for the reluctant --
Understand your reluctance to sell --
Understand the benefits of selling --
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 techniques for meeting new people --
Develop comfortable systems to stay in touch --
Tips for public speaking : how to overcome your fear of embarrassment and maximize your success --
Tips for conducting effective seminars --
Tips for effective and affordable public relations --
Tips for documenting the value that you offer --
Tips for client satisfaction surveys --
Comfortable techniques for working a room --
Tips for time management --
Tips on creating an achievable strategic plan.
Responsibility: Robert N. Kohn and Lawrence M. Kohn.

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