By Duane Lakin Ph.D.
The Unfair virtue is a 'workshop-in-a-workbook'. It comprises useful rules and workouts for using NIP (neurolinguistic programming) to revenues and advertising and marketing. It contains 'how-to' principles for promoting face-to-face, telemarketing, unsolicited mail, and different real-world occasions. integrated are examples of scripts and methods that experience produced confirmed revenues raises in direct revenues and in telemarketing. it's a concept- loose selection of innovations in line with a workshop that has been awarded to CEOs and revenues execs in over 500 businesses in North the US and England. From the writer: This ebook is exclusive in its emphasis on confirmed useful thoughts. it's not a 'motivation' ebook, simply because winning revenues effects are all of the motivation you would like. The Unfair virtue begun while a consumer stated, "We are looking to cease coming in moment. aid us to profit how one can be extra persuasive." Over a 15 yr interval, the programme grew into the content material you'll discover during this e-book. do not buy this ebook searching for effortless solutions. It nonetheless takes perform. yet every little thing within the Unfair virtue works and will be just right for you.
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Extra resources for The Unfair Advantage: Sell with NLP!
Sample text
They suggest you look for an activity or interest that you share with your audience. If you can create an appearance of similarity, the other person is inclined to grant you credibility, at least initially. The power of the common denominator is one of the foundations of self-help groups such as Alcoholics Anonymous. “Hello. My name is Fred. ” With those words, the speaker is viewed as being “one of us” by the audience. Immediately, trust and believability are granted by the audience to the speaker.
It is only now that the prospect is ready to listen to the features and benefits you can provide. With rapport established, the exchange of information can be conducted with minimum resistance and a clear commitment to a win/win situation. This is also when objections occur. Objections are really an opportunity to clarify features and benefits. It is the time to talk about the customer’s real needs and concerns. When objections occur in the context of a trusting relationship, they can be handled effectively and efficiently NOTE: The selling process is not a linear process.
There was little question that the copy was prepared by an Auditory. What do you think a Kinesthetic did with that brochure? Read it (V)? Hear its message (A)? Throw it out (K)? Who was intended audience? Similarly, people notice and remember the words that fit them. ” While the message is the same, it will be missed if the wrong words are used. A person who prefers using Visual words will be more comfortable listening to Visual words and may not notice a Kinesthetic message. People respond more quickly and sometimes unconsciously to their preferred language while often ignoring and even resisting words that do not fit with their preference.