The Ten-Minute Advantage™ Lessons
The Ten-Minute Advantage™ (TMA) Lessons were developed to provide a one-skills-at-a-time learning experience to sales professionals who tell us they want to gain quickly a specific advantage in the field. Each lesson takes approximately ten minutes to complete. However, since each lesson can be viewed for 14 days, you can start, stop, return, and re-view any lesson as often as you wish during that time period.
As with The Unfair Advantage: Sell with NLP! lessons, it is necessary to watch the free introductory lesson first to hear about the "Languages of the Brain" (Visual, Auditory, Kinesthetic)--a concept that is used in many of the other sessions. All the lessons require Adobe Flash. The first introductory lesson can be seen for free. Please see below.
Enjoy the Ten-Minute Advantage™
T-M Advantage One: Increase your appeal
You need to tell a prospect who you are and why someone might want to do business with you in a compelling way. You can differentiate yourself from the competition by simply knowing how to present who you are. This lesson will show you how to include value (from the prospect"s view) in what you say as well as how to use a "VAK Mix" to energize your words.Click here to learn more
T-M Advantage Two: Write a powerful script
A well-written script or letter can often help you stand out and get noticed. All selling is personal, and people like to talk to people, not to companies. Write a letter or phone script that sells you to make a real difference. When you know what you want, can include a good value statement, can make a promise and keep it, and can use a VAK mix, you can write a script that will get results. This lesson will help you gain an advantage with customers through a well-engineered script or note.Click here to learn more
T-M Advantage Three: Special scripts
Sometimes you need to get someone to call you back, or you need to work through a gatekeeper. This lesson will help you write a script or note to help you achieve that goal. Look also for hints for preparing that "second script" when the first one is successful and you are now talking to the right person.Click here to learn more
T-M Advantage Four: Plan the first meeting
The first meeting is crucial and can determine your success. Plan it, script it, and know how to say what you want. This lesson will show you how to confirm your "contract", open the conversation with a strong value statement, and then ask a question to break the buyer-seller dance.Click here to learn more
T-M Advantage Five: Use physical mirroring
Mirroring someone's posture or movement is the fastest way to get rapport and help someone feel comfortable with you. But it must be done carefully to avoid being noticed. So many people are aware of "mirroring" that you must know how to do it well in a selling situation. In this lesson, you will see how to mirror and when to use the technique to sell yourself and reduce resistance.Click here to learn more
T-M Advantage Six: Be present and clarify
Sales are often lost by not knowing what the customer is really asking for or needing. By watching, listening and asking key questions, the mystery of the customer's words can be unraveled. This lesson will show you how to avoid the common roadblocks to being "present" and how to clarify vague words without mind-reading.Click here to learn more
T-M Advantage Seven: Lead with action commands
When you know how to have an advantage in the selling process, you can lead a customer and reduce resistance. This lesson will show you how to word a command to make it effective. It will also show you several ways to hide that command in a phrase so the customer will not resist yet the brain will rehearse your command and thereby increase the likelihood that you will get what you want.Click here to learn more
T-M Advantage Eight: Handle objections with rapport
Too often, objections lead to debate or verbal wrestling. To have an advantage, you need to know how to keep rapport while responding to objections. In this lesson you will see how to Pace, Link, and Lead in a way to keep rapport strong while inviting your prospect to work with you and talk about a solution to the objection that was raised.Click here to learn more
T-M Advantage Nine: Control your Limiting Beliefs
A sale can be lost by what you say to yourself before you even make the call. We all have voices in our head that tell us what we should do or that we can't do something. This lesson shows you how to recognize negative self-talk or beliefs that limit your success. It also shows how to overcome such Limiting Beliefs.Click here to learn more
NLP, sales, and “truth”
NLP keeps reminding us: The map is not the territory. Hopefully, NLP can help more people at least accept that everything is colored by our â€śmapsâ€ť and our mental models. There is no truth. And if there is no truth, perhaps we can learn by listening to a different map and hearing what is being said. Perhaps we can help people learn that in any journey, there can be several paths to take. Multiple maps can be an asset, not a problem.
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