"Do you want to dominate the competition?
*Do you want to grow more business?
*Do you need to learn how to “close?”
*Do you have a sales formula that works for you?
Own The Zone is a must read for business leaders, professionals and entrepreneurs interested in growing their businesses. Unlike many sales books written for the non-professional, this book combines many techniques into a framework that will feel comfortable for a professional selling a high end service. This easy-to-read sales strategy book encourages professionals to pay attention to the details when meeting with potential clients. It also gives step-by-step instructions about how to get past the pain and discomfort of asking for business.
A lot of business authors are more preoccupied with overwhelming their readers with data, although relevant, is provided simply to show how much knowledge of the subject they have. Not the case with this book; extremely helpful and concise. Very effective and it gets to the point fast and with a lot of punch. Professionals, in any field, should keep it handy and read it regularly until it becomes second nature. "
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About the Author
Allan understands their reasoning for selecting outside professionals , and has also worked closely with law firms as they select their own advisors and consultants.Allan holds Masters and Doctorate degrees from New York University. He is a pro bono mediator for the California Court of Appeals and the Los Angeles County Superior Court. His community activities have included Board positions with the Children’s Cancer Research Fund, Los Angeles Council of Boy Scouts of America, Rotary Foundation and California Medical Center Foundation. He was awarded the “Masada Samurai Warrior” in 2004 by Masada Homes honoring his pro-bono work.He has served on the Board of Editors for Marketing the Law Firm and has a featured blog, The Red Zone, on the Law Journal Newsletters home page. Professional articles he has written and co-written have appeared in Bloomberg Law Management, National Law Journal, Los Angeles Business Journal, Diversity & the Bar, Los Angeles Daily Journal, Strategies, Of Counsel, Minnesota Bench and Bar, Law 360. Etc
Allan has been a featured speaker at firm-wide events and practice area groups as diverse as Burt Hill (Architects and Engineers), PriceWaterhouse Coopers, Mississippi and Rhode Island Bar Associations, Legal Marketing Association, American Institute of CPA’s, Federal Defense and Corporate Counsel, Minority Corporate Counsel Association, National Hispanic Bar Association, and companies such as DuPont, Employers’ Reinsurance Co., General Electric and Sears. His webinars on business development have been held by several professional associations.
Most Helpful Customer Reviews
I've been working in healthcare for the last 13 years all over the world as a military Veteran. Soon, I’ll be moving back to my hometown, and will need a new job. After some serious soul searching, I have decided to pursue a career in sports marketing and sales. I took a sports marketing course in grad school, but it didn’t spend a whole lot of time discussing sales. I purchased this book just to get an idea of the job expectations my employers and potential clients might have. It turned out to be a fantastic resource that has encouraged me to proceed with my career change. What I found great about this book was that the author actually addresses many of the opinions that I have about sales people when I’m the customer. I didn’t realize that putting myself in the shoes of my clients would actually help my chances of closing the deal. The book also gave helpful tips on lead generation for professional services, another area I was concerned about. My anxiety has lessened, and I feel much more confident about applying for entry level sales positions. Whether you’re a seasoned veteran, or newbie like me, this book is a great resource to have in your professional library.
As a small business owner, I know how difficult it can be to close sales. You’ve done the homework and met with the client to discuss specifics. Everything was going well until it came time to close the deal. Your answer: the resounding sound of chirping crickets. When potential clients spend time prospecting professional services, they want to know what you’re going to do for them – how you’re going to solve whatever problem they’ve brought to you for aid. In my personal experience in terms of being a client, I’ve seen far too many salespeople approach me with their end goals in mind rather than mine. I don’t hire someone to help them, I hire someone to help me otherwise I wouldn’t bother. Allan Colman’s Own the Zone helps teach you to lose that mindset by providing simple and straightforward strategies to strengthen your close and better your chances of walking away with a deal in place. Included with the information are “mini-labs,” exercises designed to walk you step-by-step through the process of choosing prospective clients, preparing for client meetings, developing opportunities, and fine-tuning your “unique positioning statement,” that is what sets you apart from other companies in your field. This is by no means a comprehensive list, and I recommend this book as a good place to start if your sales skills are lacking or need a re-adjustment. My one issue with Own the Zone is the tone of the book. Certainly, it is written for professionals, but it’s very dry (my one big issue with most books written for professionals) even if the information is solid and relevant. Overall, I recommend this book as a good place to start if your sales skills are lacking or in need of a readjustment.
Inspiring read! i love a book that gets me all fired up and this was one of them. I feel really motivated now. The book goes through different tactics that can help ensure you are able to close the sale when the moment comes. The author talks about ways to out do the competition and therefore how to grow your business. I found the book really easy and enjoyable to read and i also felt that I learned quite a lot. There were bits that I think I would have already done anyway, but for the most part it was really good advice. I recommend to anybody who has their own business or even if you are just considering it, it is quite an inspirational read.
You have an excellent marketing plan. You have all of the requirements in place to be successful in your business venture. You have researched and found the perfect clients for your company. All of these things are great but absolutely useless if you cannot close the deal with your prospective clients and bring their business to your company. This book is packed full of tips and incredible ideas to help ensure that you can be successful at sealing the deal and winning over clients and customers. Some of the things mentioned are common sense, but sometimes in stressful situations we forget all about common sense and these reminders are extraordinarily helpful. I, for one, cannot wait to implement some of these ideas and I feel so motivated and positive going forwards with my company.