Own the Zone
Dominate the Competition
Published on 4. July 2013
Book
Hardback
138 pages
978-1-61339-485-4 (ISBN)
Description
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 perfect for business leaders, professionals and entrepreneurs interested in growing their Unlike many sales books produced 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 encourages professionals to pay attention to the details when meeting with potential clients. It also gives step-by-step instructions on to how to get past the pain and discomfort of asking for business.
A lot of business authors are more preoccupied with overwhelming their audience with data, although relevant, that is provided simply to show how much knowledge of the subject they have. Not the case with this extremely helpful and concise book. Own the Zone is very effective and 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.
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 perfect for business leaders, professionals and entrepreneurs interested in growing their Unlike many sales books produced 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 encourages professionals to pay attention to the details when meeting with potential clients. It also gives step-by-step instructions on to how to get past the pain and discomfort of asking for business.
A lot of business authors are more preoccupied with overwhelming their audience with data, although relevant, that is provided simply to show how much knowledge of the subject they have. Not the case with this extremely helpful and concise book. Own the Zone is very effective and 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.
Reviews / Votes
"There's so much useful wisdom in Allan Colman's Own the Zone that attentive readers will be better marketers and business developers simply by following these eminently practical tips and suggestions. But the real impact of the book goes beyond that. It's about transforming your business culture, erasing the artificial boundary between sales and service, and understanding the bottom-line benefits of speaking directly and honestly to client needs."- Larry Smith, Senior Vice President, LEVICK
". . . marketing restructuring program of our 15,000 person company helped us generate new business and become more effective."
- Art Darrow, Chairman and CEO (ret.), Dames and Moore, Inc.
"Allan Colman is a strategy master."
-John Kidd, Attorney, Clifford Chance
"Aspiring Rainmakers Should own Own the Zone: What Leaders Need to Know About The Closing Zone by Dr. Allan Colman is a must-read for business leaders, sales professionals and entrepreneurs interested in growing their businesses. This easy-to-read sales strategy book not only 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 the business.
Colman takes his readers through the process of finding the right prospects, planning and conducting meetings, out-thinking the competition, determining and utilizing the potential client's needs and - most important -- winning and keeping the business. If you want to increase sales and enhance your reputation as a sales leader or rainmaker, you need to own Own the Zone."
- Brenda McGann, McGann Pr.
"Dr. Colman captures the essence of what's important. 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."
-Juan Lorenzo, Athair Wines
More details
Language
English
Place of publication
Issaquah
United States
Product notice
With dust jacket
Illustrations
Black and white illustrated cartoons; 6 Illustrations
Dimensions
Height: 206 mm
Width: 127 mm
ISBN-13
978-1-61339-485-4 (9781613394854)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Person
As CEO of the Closers Group, a business development advisory, Allan Colman has spent more than two decades helping law firms and professional service firms generate more revenue. He has brought in millions of dollars of new business and built business development structures that continue to perform. His clients call him their MENTOR/TORMENTOR.
Allan is known for his passion in developing pioneering strategies and for his ability to help clients generate business rapidly. He has spent many years listening to in-house counsel and business executives make decisions. 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.
Allan is known for his passion in developing pioneering strategies and for his ability to help clients generate business rapidly. He has spent many years listening to in-house counsel and business executives make decisions. 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.