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.
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This book is unique in its emphasis on proven practical techniques. It is not a "motivation" book, because successful sales results is all the motivation you need. The Unfair Advantage began when a client told me they wanted to avoid "coming in second", as they described it. Over a fifteen year period, the program grew into the content you will see in this book. Don't buy this book looking for easy answers. It still takes practice. But everything in The Unfair Advantage works and can work for you.About the Author:
Duane Lakin, Ph.D. is an industrial psychologist with over twenty years' experience helping businesses solve their people problems. He assesses individuals who are candidates for hiring or promotion. He trains sales people and managers, and he helps teams and individuals become more effective. His research with NLP in telemarketing is unique in the industry. He is a member of the Society for Industrial/Organizational Psychology.
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Descripción Lakin Associates, 2000. Paperback. Estado de conservación: New. Nº de ref. de la librería DADAX0967916208
Descripción Lakin Associates, 2000. Paperback. Estado de conservación: New. book. Nº de ref. de la librería M0967916208
Descripción Lakin Associates, 2000. Paperback. Estado de conservación: New. Never used!. Nº de ref. de la librería P110967916208