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Duane Lakin – The Unfair Advantage
The Unfair Advantage: Sell with IP! could be a book for those who want new skills to influence others, who grasp that each mercantilism is personal, and who see the necessity to sell themselves additional effectively. it’s for people who want to own a bonus in everything that they say, write and do. it’s for YOU if you would like to search out an edge–an advantage–in your work life. abundant of The Unfair Advantage: Sell with NLP! relies on NLP (neurolinguistic programming) skills. However, NLP is way more and far below what’s seen in this book. The techniques and skills here are fine-tuned by the author over the last thirty years for one purpose: to assist sales and selling professionals be more practical and successful. This book can teach you the way to sell YOU, perceive your prospects, and lead the sales process. The Revised Edition contains 2 new chapters that weren’t enclosed within the 2000 edition (Mindsets or Metaprogams and Handling Objections). That’s the sole major amendment in the Revised Edition except for format and pricing.
Dr. Duane Lakin is a psychologist and business consultant. A graduate of the University of Minnesota, Duane has over thirty years of experience serving business leaders as an industrial psychologist dedicated to helping people and businesses be more effective. In talking with sales and marketing people from many industries, he realized that the skills used to gain rapport and influence people in the practice of applied psychology are very similar to those skills needed to sell yourself and be persuasive in business. As a result, he has concentrated on teaching skills for selling yourself, your ideas, and your products, including the practical applications of NLP (neurolinguistic programming). Since the mid-1980s, he has been looking at ways to make NLP useful to sales people. Sales representatives have told him clearly that they are not interested in touchy-feely theories or complex analytical approaches to selling. At the same time, he has discovered that few sales people are trained to sell themselves and how to use language to increase their effectiveness. Not surprisingly, he has seen remarkable sales increases resulting from brief training in the art and skill of selling YOU. 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. He has trained managers from companies such as Xerox, 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 is a recipient of the “TEC 200” and “Vistage 100 Achievement Award” designations for outstanding resource speakers to TEC (now called Vistage). His book (based on the workshop) has been translated and published in English, Romanian, Polish and Spanish languages. An audio version of the original edition of the book and a DVD of a live workshop are available. New online lessons can be seen at www.SellWithNLP.com.
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