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Jonathan Karas

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ISBN13: 9781858112718

ISBN: 1858112710

Published: January 2001

Publisher: EMIS Professional Publishing

Country of Publication: UK

Format: Paperback

Price: Out of print

This work addresses many of the issues that hold lawyers back from increasing their fees to the levels they feel they deserve.

Contents:: Guilt about talking about fees to clients and prospects; charging less than you deserve for fear of losing the business; not knowing how to respond when the client says "how much"; not knowing how to get "yes" to fees based on value and service; not knowing how to present fees so that existing and potential clients say "yes"; not knowing how to turn the charging issue into a marketing tool to win business; not knowing how to use questions to overcome fee objections; not knowing how to convert telephone enquiries based on price, into profitable business without cutting fees; under-developed "soft selling" skills to maximize fee potential.