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Title: The Unfair Advantage: Sell with NLP! by Duane Lakin ISBN: 0-9679162-0-8 Publisher: Lakin Associates Pub. Date: 15 January, 2000 Format: Paperback List Price(USD): $65.00 |
Average Customer Rating: 4.64 (11 reviews)
Rating: 5
Summary: Not only for sales people
Comment: I'm not in a sales role as such, and yet I still love this book. Why? Because I have to convince people every day that certain actions need to be taken; I have to delegate work to my team and ensure they follow through and complete it without me looking over their shoulder; I have to negotiate with other companies and departments to get projects up and running.
The book is one of the best I've read on the communication aspects of NLP. It doesn't go into the personal development/
therapeutic aspects of the field, but that's not it's objective.
It contains plenty of examples and exercises to help you learn the skills, and presents them in an easy-to-read style, unlike too many other NLP books, so you don't have to be an NLP dictionary to read it!
As well as covering face-to-face selling, it also includes chapters on presenting to groups, selling by direct mail, and through telemarketing. On a personal level, I've got alot of experience in call centres (indeed I'm based in one now, even though I work in ecommerce), so I found the section on NLP and telemarketing of particular interest. As far as I know, no-one else in NLP has written about this aspect of the sales process at all.
On top of the behavioural aspects of the sales communication process (language patterns, matching and mirroring, etc), Duane also writes about the psychological aspects - learning how your customer will give you clues about their thinking that makes it
easier to ensure that you present your idea to them in a way that makes sense to them. This makes it easier to close the sale.
Other sales books present a process for selling - do this, get this, offer this, get the signature. This book (and NLP in general, I think) go beyond that by saying that no matter what step-by-step process you use, there are certain underlying skills that will make you much more effective. By increasing these skills, not only does it make your sales procedure more effective, it also makes you more flexible in trying other approaches. This can only increase your ability as a salesperson.
All in all, this is an excellent book - easy on the brain (not too much jargon), easy on the eye (good quality presentation and layout), and easy to put into use.
Rating: 5
Summary: A compelling value. Money well spent!
Comment: I have read the Unfair Advantage from cover to cover several times. More importantly, I have experienced results, based on the lessons you will learn in this book, that have been amazing. If you want great literature, don't buy the Unfair Advantage, consider War and Peace. If you want great results in your interpersonal skills and feel that a higher closing ratio sounds like something you want to read about, get the Unfair Advantage.
This is my first review to Amazon.com. I have read several books that flirt with making NLP a concrete and usable sales tool. This is the first book that I have found worthy enough for me to share an opinion on.
Rating: 5
Summary: What I didn't know until...
Comment: The title is a metaphor that sleeps until you truly awaken it with action. Complex realties are skillfully hidden within practical insight. A work book that proves experience in the field of highly effective communication.
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Title: Words That Change Minds: Mastering the Language of Influence by Shelle Rose Charvet ISBN: 0787234796 Publisher: Kendall/Hunt Publishing Company Pub. Date: May, 1997 List Price(USD): $17.95 |
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Title: Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced by Albert J. Valentino ISBN: 0966773233 Publisher: Vantage Point Pub Pub. Date: November, 1999 List Price(USD): $17.95 |
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Title: NLP Business Masterclass by David Molden ISBN: 0273650165 Publisher: Financial Times Prentice Hall Pub. Date: 05 December, 2000 List Price(USD): $32.50 |
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Title: Unlimited Selling Power: How to Master Hypnotic Selling Skills by Donald J. Moine, Kenneth L. Lloyd ISBN: 0136891268 Publisher: Prentice Hall Press Pub. Date: 08 March, 1990 List Price(USD): $14.95 |
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Title: Nlp : The New Technology by Nlp Comprehensive ISBN: 0688146198 Publisher: Quill Pub. Date: 19 February, 1996 List Price(USD): $15.95 |
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