The Unfair Advantage: Sell with NLP! for INSIDE SALES Professionals

This book is for any professional who works in inside sales, whether that role is called sales, customer service, telesales, or telemarketing. It looks at specific inside sales applications of the concepts and skills described in The Unfair Advantage: Sell with NLP! This guide assumes that you have read and are somewhat familiar with those ideas. Throughout this book, you will be given examples of scripts or phrases that highlight particular techniques. You will then be invited to write your own phrases using the specific techniques covered in the chapter. Be sure you write real scripts or phrases that would fit your work setting and customers. As you do the exercises, you will be building an “idea bank” that you can revisit and read later when you begin working with your customers or prospects. When you are ready to write a new script for a specific sales campaign, go to your “bank” and see the ideas that will make that script more powerful and effective for you. The more realistic your exercises are, the more helpful your “bank” will be.

This book is for any professional who works in inside sales, whether that role is called sales, customer service, telesales, or telemarketing. It looks at specific inside sales applications of the concepts and skills described in The Unfair Advantage: Sell with NLP! This guide assumes that you have read and are somewhat familiar with those ideas. Throughout this book, you will be given examples of scripts or phrases that highlight particular techniques. You will then be invited to write your own phrases using the specific techniques covered in the chapter. Be sure you write real scripts or phrases that would fit your work setting and customers. As you do the exercises, you will be building an “idea bank” that you can revisit and read later when you begin working with your customers or prospects. When you are ready to write a new script for a specific sales campaign, go to your “bank” and see the ideas that will make that script more powerful and effective for you. The more realistic your exercises are, the more helpful your “bank” will be.

Dr. Duane Lakin is an independent psychologist and business consultant with a life-long interest in understanding and influencing others. A graduate of the University of Minnesota, Duane has over thirty years of experience serving business leaders as an industrial psychologist. Prior to that, he was a clinical psychologist and school consultant. His workshop, The Unfair Advantage—Sell with NLP! has been seen by representatives of over 750 companies in the U.S., U.K., Russia, Hungary, Italy, and Canada. His research and consulting in NLP applications to inside sales are unique in the industry. He has trained managers from companies such as Xerox, TripAdvisor, PacBell, Andersen Consulting, American General, Cable and Wireless, Hewlett Packard, GE, and many others. He has written or contributed to articles in Selling Power, HR Magazine, Production and Inventory Management, and Sales and Marketing Excellence. He has also talked to many professional organizations on the subjects of NLP and also interviewing skills. He is a recipient of the “TEC 200” and “Vistage 100 Achievement Award” designations for outstanding resource speakers to TEC (now called Vistage). He is a member of the National Speakers Association and the American Psychological Association. He is also a member of the MAC (Management Advisory Council) Management group.