The Unfair Advantage is a ‘workshop-in-a-workbook’. It contains
practical ideas and exercises for applying NIP (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.

From the Author:

This book is unique in its emphasis on proven practical techniques. It
is not a ‘motivation’ book, because successful sales results are all the
motivation you need. The Unfair Advantage began when a client said, “We
want to stop coming in second. Help us to learn how to be more
persuasive.” Over a fifteen year period, the programme 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.

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