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The Unfair Advantage: Sell with NLP! by [Lakin Ph.D., Duane]
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The Unfair Advantage: Sell with NLP! Kindle Edition

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Length: 301 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English

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Product Description

The Unfair Advantage: Sell with NLP! is a book for people who want new skills to influence others, who know that all selling is personal, and who see the need to sell themselves more effectively. It is for people who want to have an advantage in everything that they say, write and do. It is for YOU if you want to find an edge--an advantage--in your work life.

Much of The Unfair Advantage: Sell with NLP! is based on NLP (neurolinguistic programming) skills. But NLP is much more and much less than what is seen in this book. The techniques and skills here have been fine-tuned by the author for the last 30 years for only one purpose: to help sales and marketing professionals be more effective and successful. This book will teach you how to sell YOU, understand your prospects, and lead the sales process.

The Revised Edition contains two new chapters that were not included in the 2000 edition (Mindsets or Metaprogams and Handling Objections). That is the only major change in the Revised Edition other than format and pricing.

Product details

  • Format: Kindle Edition
  • File Size: 1430 KB
  • Print Length: 301 pages
  • Simultaneous Device Usage: Unlimited
  • Sold by: Amazon Australia Services, Inc.
  • Language: English
  • ISBN-10: 0967916259
  • ISBN-13: 978-0967916255
  • ASIN: B0083KGN4G
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #201,677 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

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Most Helpful Customer Reviews on (beta) 4.1 out of 5 stars 40 reviews
5.0 out of 5 stars Get more sales by writing ad copy that appeals to all potential buyers, 20 August 2015
By Amazon Customer - Published on
Format: Kindle Edition Verified Purchase
Do you feel the need to get some help writing ad copy? Would you like to see better results in developing a mailing list? Tired of running in circles? This is a great resource, explaining how potential clients relate favorably to visiual, verbal and action packed cues. Get this book and improve your copywriting capability in minutes, knowing the trigger points that make people want to make purchases,
44 of 49 people found the following review helpful
5.0 out of 5 stars The best "invisible" selling system that really works 1 August 2001
By David Garfinkel - Published on
Verified Purchase
It's tough to find selling stuff that works but doesn't sound like some cornball, canned routine out of a used car showroom. That's because talking in a natural-sounding way is rarely effective in high-powered selling.
Yet when you start to deal with the big players and big deals, sounding genuine and authentic is the *only* thing that works. All top sales professionals and wheeler-dealers know this.
Duane Lakin has come up with the first training and language system I have seen that will improve your effectiveness selling to anyone. I know because I've used his techniques with large-dollar sales and seen my results improve. I've also reviewed all the other sales trainers who use NLP as part of their method. Some are very good, but no one comes close to Duane in terms of a transparent, deceptively simple set of methods you can quickly learn and use.
One thing that's great about his book is he also shows you how to apply NLP to telemarketing and writing sales copy. I don't know of anyone else who's done that.
A lot of people interested in sales and NLP think something has to be flashy, complex and technically overwhelming to be any good. As someone who makes his living because of the results he gets, I can tell you that just the opposite is true. Fortunately, this book contains what you need to get better results and still come across like a human being. That's rare and extraordinarily valuable.
1 of 1 people found the following review helpful
3.0 out of 5 stars OK, minimal actual "advantage" 9 December 2012
By Arthur N. Hicks - Published on
Verified Purchase
I think that NLP is a great concept, but the truth is that it only applies as the marginal edge in situations. Pick this book up if you keep just missing a sale or coming close to persuading someone of something. I think that the ideas do attenuate you to how people think, but at the end of the day phrasing something based on someone's senses I will only be an extra 3-5% of benefit on top of the required 100% of work for something.
4.0 out of 5 stars Knowledgeable 27 September 2012
By Axe - Published on
Verified Purchase
This book is very interesting to read both for fun and for professional purpose. The author gives us a neat description about psychological techniques to influence a person without him realizing it.

One thing I would request the author is to reduce repetition of advices. The book is sometimes a drag to read as the same points are advised over and over again. Otherwise, this is a fantastic book! Don't read it just once. Refer the book whenever necessary. Cheers.
35 of 42 people found the following review helpful
5.0 out of 5 stars Brain software 3 May 2002
By James Sheffield - Published on
Verified Purchase
An information scientist, Richard Bandler, and a linguistic professor, John Grinder, developed Neurolinguistic programming techniques called NLP in the early 70's. From a study of successful people, they created a way to evaluate and transfer humanity's highest achievements and excellence into a powerful psychology that has practical applications.
Let's assume your mind is made up of different parts like the roles each of us enact during the day: a woman can at the same time be a wife, mother, daughter, sister, coworker, secretary, cook and so on. Can you see where I am going? For each of these roles, we allow certain facets of our personality to come forward and suppress the others. For example, a cook does not necessarily have to know where the Xerox machine is. Therefore, in the mind, folks talk to themselves in different voices or attitudes depending on which role or part is conscious. This is normal and healthy.
In addition, you have parts with which you are pleased and other parts you would like to enhance. The goal of NLP is to teach you how to improve your internal talk to get all your parts synchronized and working together.
NLP has branched into many fields from success mastery in overcoming negative patterns to the practical applications for sales and marketing. Today's customer has massive control with access to more information than can possibly be processed. The message you send to make a distinction for your product or to make you stand out as a special person must be personal, adaptable, appealing and intended for the one rather than the many. As Paul Lakin declares: "The 'Unfair Advantage' is the ability to sell YOU."
Being familiar with NLP, I bought a copy to help me with my work in a non-profit fundraising organization. Like others who must deal with folks on the telephone, you must capture the prospect's attention within the first few seconds. You must be able to say something that will put the prospect off guard just long enough for you to begin your case.
Remember, that the voice must do everything. You cannot see body signs or a bored look. What to do? Listen to the verbs. The object of Lakin's book is to teach you how to recognize the language preference revealed by the action words (verbs) you tend to choose at any given time. These relate to our five senses: visual (sight), auditory (hearing), kinesthetic (feeling), olfactory (smell), and gustatory (taste). The following examples are from the book:
Visual? "I see your point."
Auditory: "I hear the problem and would like to say something about it."
Kinesthetic: "I don't have a good feel for that yet."
Olfactory: "Something smells here."
Gustatory: "That is sweet."
Since Western speakers seldom use the last two categories, the lessons hone in on the visual, auditory, and kinesthetic.
Without making this too lengthy, if you are in contact with the person you are selling, you can identify their sensory inclination by watching their eyes and the direction they look.
This volume is a priceless treasure and I rate it five stars for the ease in which they have taught me to be a success.