Lakin helps companies reduce some of the surprises in selecting and developing managers. It is not easy to see which candidate is the best one for the company or to tell which person is ready for promotion. Duane Lakin and his colleagues interview and test candidates for key positions in companies to help make such decisions easier for the hiring executive. They also assist in developing individuals and teams through training and individual coaching. The Unfair Advantage is also available as a book and audiobook through Amazon, iTunes, and other booksellers.
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I can best describe it as part subliminal messaging, part hypnosis and part mentalism. I downloaded the audio version of this book after a quick online search of what was available. It has some great sales skills advice that can be implemented in person with a lot of practice and some advice about phone sales and scripts.
I can see the validity in the sales scripts right away. NLP can be used to encourage a particular response, in this case a YES response to whatever we are selling. Is this sales skill, or is this manipulation? I describe Sales as having the ability to persuade and influence a purchase decision, and I think using the right words in conversation has a role to play in that. I believe that words have power.
I believe that a better phone sales script or a better presentation for any pitch will lead to better results. Furthermore, I believe that if you take those same exact words and change your pace and tone to match the situation your conversion numbers will improve dynamically.
I believe your body language can influence how likable you are. I prefer my snail-oil salesmen to rely on old school tactics, but this is America and capitalism requires supply and demand. There are thousands of products available that are destructive to your home, life or the environment and people still buy them.
If you research NLP and decide to try some techniques, do it for the right reason. Do it because your client wants to make the right decision but is a little hesitant to do so for fear of making the wrong decision.
Use NLP so that you get more thank you cards and verbal gratuities. Use NLP in a scenario where customers are appreciative that you helped them to make a great decision.
Tell them what you are doing, tell them that you are going to help them make the right decision.
Sell With NLP - Information about Sales, Training Workshops.
I can best describe it as part subliminal messaging, part hypnosis and part mentalism. I downloaded the audio version of this book after a quick online search of what was available. It has some great sales skills advice that can be implemented in person with a lot of practice and some advice about phone sales and scripts. I can see the validity in the sales scripts right away. NLP can be used to encourage a particular response, in this case a YES response to whatever we are selling.
The Unfair Advantage
It is for people who want to have an advantage in everything that they say, write and do. It is for YOU if you want to find an edge—an advantage—in your work life. But NLP is much more and much less than what is seen in this book. The techniques and skills here have been fine-tuned by the author for the last 30 years for only one purpose: to help sales and marketing professionals be more effective and successful. This book will teach you how to sell YOU, understand your prospects, and lead the sales process. The Revised Edition contains two new chapters that were not included in the edition Mindsets or Metaprogams and Handling Objections.