Product Description

Explains how we use our communicating processes to generate behaviours which unconsciously stand out on their own and speak for themselves. Covering everything from the sales process through to the close, the text considers the human communication processes present in a wide range of situations.

Product Details

• Amazon Sales Rank: #257826 in Books
• Published on: 1996-05
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 208 pages

Customer Reviews

Fun To Read
Of all the people who ever wrote books on NLP, Richard Bandler's are the most fun to read - there's no question about it and this book is no exception. As a matter of fact when I began reaing this book, I couldn't put it down, in spite of the fact that I felt at times at odds with his grammar and the fact that you won't exactly find techniques to apply in this book.

The essence in the book revolves around the premise that people want to feel good, and if you desire to sell something to others, what you need to do is make them feel good. The book is then filled mostly with stories which serve to bring this point across.

The contents of the book can be summed up mainly as an entertaining fluff - interesting and motivational, but you're left on your own as to how you want to go applying the information you find in this book.

Good
I recommend it.

Warning! this is not a normal book. Don't expect a list of do this, do that, if customer says this, then say that, prepare a sales line etc..

This book is about the ~opposite~ of that.

Read it with a sense of what is possible, and a sense of being flexible .. and you will get many ideas about how you can go about your selling more effectively .. take what you already know and make it better ...

Selling and persuading ..

Do you feel guilty? nervous? anxious? tongue tied? this may help change your perceptions .. helping you to sell feelings along with the product, something you do anyway.

If you want a list of things to do, read the book and write out ideas as you read it, and wholah! a list!

Finally, there are other reviewers who did not like the book, and so I will say it is not for everyone, but the only way you will know if it can give you a great edge is to read it.

Excellent book - hypnotic, fun, and powerful.
I read this book cover to cover, and I was amazed at what a fun read it was and how it affected me almost immediately. The book is designed for salespeople who want to enhance their performance on the job. And while some of the techniques are unorthodox, for example dressing up as a priest to get the influence of authority, they are fun and out-of-the-box. The authors stress looking for opportunities where others see failure, and I enjoy that positive and uplifting way of thinking.

There are some books that you will probably want to read first before you begin reading this book. First, read a book on the fundamentals of NLP so you know what the authors are talking about. (For this, you might want to select an author other than Bandler! I love Bandler, but his writing can be confusing and elusive.) Second, if you are new to sales, then make sure you understand the sales process from opening to closing so that you can understand how "Persuasion Engineering" will fit into the sales cycle. (If you are really new, see some of the sales books by Steve Schiffman.) Third, you may also want to read a book such as "Psychology of Persuasion" by Kevin Hogan so you understand how value-belief hierarchies interface into the model as well. Finally, you may want to look at "Tranceformations" which is Bandler and Grinder's book on combining NLP with Milton Erickson's hypnosis techniques.

Having fun making money is more sensible than making money, if that's making any sense. Read this book.