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    The Unfair Advantage: Sell with NLP! for INSIDE SALES Professionals
    The Unfair Advantage: Sell with NLP! for INSIDE SALES Professionals
    The Unfair Advantage: Sell with NLP! for INSIDE SALES Professionals
    Ebook69 pages56 minutes

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

    By Duane Lakin, Ph.D.

    4.5/5

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    About this ebook

    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.
    LanguageEnglish
    PublisherBookBaby
    Release dateAug 9, 2014
    ISBN9781483535975
    The Unfair Advantage: Sell with NLP! for INSIDE SALES Professionals

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    • 4/5
      This is a book I refer back to all the time. A very basic easy to read book. Learn how to communicate more effectively. Good insight into face to face selling. Good examples and exercises. I recommend.

    Book preview

    The Unfair Advantage - Duane Lakin, Ph.D.

    2014

    INTRODUCTION

    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. It is especially important that you understand the concept of the VAK Mix, because most examples in this book include the mix without specifically highlighting the technique. There is no new chapter on VAK mixing. Understand how important it is to use a mix, however, in all the exercises and in your own scripts and phrases.

    In this volume, I will talk more about the following concepts and techniques from the original book and provide examples of how they can be applied to inside sales:

    Elements of a good script

    VAK Matching

    Building rapport with your voice

    Scripts for voice mail

    Avoiding mind-reading with good questions

    Handling objections

    Mindsets and scripting

    Fine-tuning your attitude

    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.

    I hope you find the book useful. Happy selling and enjoy the Advantage!

    Duane Lakin, Ph.D.

    Consulting Psychologist

    CHAPTER ONE

    INSIDE SALES TODAY

    Inside sales is one of the fastest growing sources of new jobs in business today. You can see the trend in businesses in every industry. Companies are shifting away from field sales people toward inside sellers who often double as customer service professionals. More B2B and B2C companies are putting a priority on inside sales to acquire new customers as well as up-selling or cross-selling existing customers.

    The shift is a reflection of a change in how people do business. Part of this focus is cost. People in the field are expensive. Ask any sales manager. But it is more than cost alone. Buyers want to spend less time with sellers, and buyers on the internet can now view information that was often only available from a field sales professional.

    Therefore, buyers know more about the product or service before the formal sales process even begins. In fact, in some cases, as much as 70% of purchases are made without a sales person visiting the buyer.

    A chemical company decided to shift the sales strategy to emphasize inside sales. At first, field sales people were told to spend as much as 40% of their time on the phone. When this failed to produce results other than 25% of the sales force leaving, new hires were given the inside sales job and former field sellers were sent back into their territories. This change, too, failed to produce results. Field sales remained the same. The newly hired inside sales people did not know how to sell, results were disappointing, and the turnover was nearly 100% in the first three months.

    According to a recent survey by the American Association of Inside Sales Professionals, inside sales representatives are increasingly being required to do the same work as traditional sales people. The report says, Competencies around solution selling, communication, virtual presentations, negotiation, closing, and the like, are required attributes... Inside sellers are expected to know how to add value to the customer and how to have meaningful conversations that lead to good relationships and profitable business. In short, inside sales people must know how to sell.

    I recently worked with a B2B service company with over 100 inside sales representatives.

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