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The Unfair Advantage: Sell with NLP!
 
 
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The Unfair Advantage: Sell with NLP! (Paperback)

~ Duane Lakin (Author) "Your job is to influence people..." (more)
Key Phrases: help your productivity, mannequin test, buying formula, Lakin Associates, Context Test, Cosmic Juicer (more...)
4.3 out of 5 stars  See all reviews (27 customer reviews)
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Editorial Reviews

Review

"The impact on our sales was immediate!" -- Chad Jorgensen, Managing Director, Nu-Ear Electronics --This text refers to the Audio CD edition.


Product Description

The Unfair Advantage is a "workshop-in-a-workbook." It contains practical ideas and exercises for applying NLP (neurolinguistic programming) to sales and marketing. It includes "how-to" ideas for selling face-to-face, telemarketing, direct mail, and other real-world situations. Included are examples of scripts and techniques that have produced proven sales increases in direct sales and in telemarketing. It is a theory-free collection of techniques based on a workshop that has been presented to CEOs and sales professionals in over 500 companies in North America and England.
See all Editorial Reviews

Product Details

  • Paperback: 167 pages
  • Publisher: Lakin Associates (January 15, 2000)
  • Language: English
  • ISBN-10: 0967916208
  • ISBN-13: 978-0967916200
  • Product Dimensions: 10.7 x 8.3 x 0.5 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (27 customer reviews)
  • Amazon.com Sales Rank: #41,360 in Books (See Bestsellers in Books)

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Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
Search Inside This Book:
Inside This Book (learn more)
First Sentence:
Your job is to influence people. Read the first page
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
help your productivity, mannequin test, buying formula, kinesthetic language, language pacing, eye cues, embedded message, language preference, embedded commands, action command, auditory language, preferred language, vocal characteristics
Key Phrases - Capitalized Phrases (CAPs): (learn more)
Lakin Associates, Context Test, Cosmic Juicer, Beta Brokers, Copious Notes
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Customer Reviews

27 Reviews
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Average Customer Review
4.3 out of 5 stars (27 customer reviews)
 
 
 
 
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60 of 68 people found the following review helpful:
5.0 out of 5 stars This sales book does what it advertises, August 18, 2001
By Patrick Merlevede (Lembeke, Vlaanderen (Belgium, Europe)) - See all my reviews
(REAL NAME)   
I immediately liked the book when I read the Preface, which is about being able to sell exactly as the customer needs it. I couldn't agree more, even if I have been running intro trouble with 50% of the salespeople I met when trying to convince them of that kind of thinking.

Let me first tell you what this is NOT. - if you want a book that applies my favorite aspect of NLP, cognitive styles (metaprograms), to Sales, I'd recommend "Selling the way your customer buys" by Marvin Sadovsky & Jon Caswell.

- Or if you want a book discussing (theoretical) how to apply ALL NLP models to sales, I'd rather recommend other books, such as Genie Laborde's classic "Influencing with Integrity", etc. However all these books tend to suffer from the same problem: it's hard to translate their message into practice, because they lack exercises.

But if the two previous things aren't what you're looking for, this might be the book for you.

How does it compare to other NLP books? If the book doesn't cover ALL of NLP, it has the advantage that it is much more practical. You really can use it as a workbook (as the author promises). I guess that a trainer could do a 2 or 3-day workshop to teach salespeople to *really* master this material. Let me tell you what it includes: It will help you understand how to recognize and use different representation systems (Visual-Auditory-Kinesthetic), buying strategies and non verbal mirroring. As for the NLP language skills, it concentrates action language and action commands.

If the author wants to improve his book, I would recommend adding other NLP models (such as meta-program's and the meta-model). But to remain as practical, that would boil down to writing a second volume or make this one double the size.

As for the price: yes it's expensive. So is following a workshop. If you don't use any NLP yet, I agree that the book will pay back for itself if you apply these principles."...

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29 of 34 people found the following review helpful:
5.0 out of 5 stars A compelling value. Money well spent!, March 7, 2000
By GVF (Clarksville, Indiana USA) - See all my reviews
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.

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24 of 28 people found the following review helpful:
5.0 out of 5 stars The best "invisible" selling system that really works, July 31, 2001
It's tough to find selling stuff that works but doesn't sound like some cornball, canned routine out of a used car showroom. That's because talking in a natural-sounding way is rarely effective in high-powered selling.

Yet when you start to deal with the big players and big deals, sounding genuine and authentic is the *only* thing that works. All top sales professionals and wheeler-dealers know this.

Duane Lakin has come up with the first training and language system I have seen that will improve your effectiveness selling to anyone. I know because I've used his techniques with large-dollar sales and seen my results improve. I've also reviewed all the other sales trainers who use NLP as part of their method. Some are very good, but no one comes close to Duane in terms of a transparent, deceptively simple set of methods you can quickly learn and use.

One thing that's great about his book is he also shows you how to apply NLP to telemarketing and writing sales copy. I don't know of anyone else who's done that.

A lot of people interested in sales and NLP think something has to be flashy, complex and technically overwhelming to be any good. As someone who makes his living because of the results he gets, I can tell you that just the opposite is true. Fortunately, this book contains what you need to get better results and still come across like a human being. That's rare and extraordinarily valuable.

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Most Recent Customer Reviews

5.0 out of 5 stars Awesome Book
I read a few books on NLP and most are too wordy and some are not practical. I love this book because is practical and not too long; We are all in the selling business whether you... Read more
Published 4 months ago by stingray

4.0 out of 5 stars Learn to communicate more effectively. Good read.
This is a book I refer back to all the time. A very basic easy to read book. Learn how to communicate more effectively. Good insight into face to face selling. Read more
Published 7 months ago by Mark Deo

5.0 out of 5 stars Powerful tool to consciously produce consistent results
The unfair advantage is an excellent tool to help you find the flaws in your selling technique and learn to tweek and enhance it to produce consistently positive results... Read more
Published 13 months ago by Juan P. Acosta

5.0 out of 5 stars Great Practical Application
I have read many book s that deal with the subject of NLP. Most I have read give you great theoretical information on the practice of NLP, but this is the first book I have read... Read more
Published on October 25, 2007 by J. Patrick

3.0 out of 5 stars Back to basics
As an executive coach and sales trainer I found this book quite interesting. I am into NLP and my coaching practice was built on using those techniques, as does part of my sales... Read more
Published on February 23, 2007 by Gudmundur O. Sigurdarson

5.0 out of 5 stars THIS WILL ONLY WORK FOR PEOPLE WHO WANT TO INCREASE SALES AND COMMUNICATE EFFECTIVELY!
The fact that you are reading my review shows me your interest in a balanced and honest viewpoint on how well THE UNFAIR ADVANTAGE will work for you. Read more
Published on February 14, 2007 by Adam Arlukiewicz

3.0 out of 5 stars A technique, not a strategy
NLP will help you sell, and it may close a particular sale. It won't work everywhere with everyone. In my opinion, while it has some value, the zealots have overhyped NLP. Read more
Published on February 6, 2007 by Daniel Brockman

5.0 out of 5 stars The Unfair Advantage: Sell with NLP!
Excelent book for those who are in sales and sales management. Easy read, practical advice with practice exercises. Read more
Published on November 3, 2006 by Olga Morquecho

3.0 out of 5 stars Unfair Advantage could use more advantage
This is a very basic book. As i read it I kept wishing there was more depth to the information. It is superficial and left this reader frustrated that she had once again paid for... Read more
Published on February 25, 2006 by Carrie Fremont

2.0 out of 5 stars nothing new here
I bought this book recently but after reading the first few pages I realized that there is nothing new in this book. Read more
Published on February 7, 2006 by George

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