Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced [Paperback]

Albert J. Valentino (Author), Anne Linden (Foreword)

Book Description

Publication Date: November 1, 1999

Personality Selling is a unique and long overdue concept for understanding the art of influence. It is the first book to combine the most powerful psychological models in use today - Neuro-Linguistic-Programming (NLP), Ericksonian Hypnosis, and the Enneagram personality typing system - with traditional selling techniques to show you how to apply the golden rule of selling: "Sell unto others the way they want to be sold to."

Personality Selling acts as a map that allows the reader to get inside the head of others and recognize the seemingly random and often mysterious aspects of the many personalities we meet. Personality Selling describes such things as; NLP personality traits, the nine personality types of human nature, how the mind makes associations, the structure of rapport, the power of language, and the impact of physiology. It also examines the basics of selling using a powerful psychological approach to gathering information, tailoring presentations, handling objections, and recognizing the various ways people make decisions. It also includes a comprehensive section on the psychology and tactics of negotiation. Through extensive use of experiential language and examples, the reader can actually experience the impact different approaches can have on others so they can fine tune their selling style to achieve success.

Editorial Reviews

Review

"Everyone loves to buy and they know how they want to buy. Personality Selling teaches you how to sell them like they love to buy. To leverage your sales effectiveness you need to read this book!!!" -- Mark Victor Hansen Co-Creator, #1 New York Times Best-selling series "Chicken Soup for the Soul"

"If you want to refine and strengthen your abilities to create lasting, mutually beneficial relationships with your customers-the foundation for success in sales-read this book. " -- Anne` Linden, "The first lady of NLP," Author, Mindworks

"In Personality Selling, Albert J Valentino makes a major contribution to the art and science of persuading. He is a leader in helping salespeople understand human behavior and in applying that information to succeed in selling." -- Jay Conrad Levinson Author, "Guerilla Marketing" book series

From the Back Cover

Can you sell everyone you meet?

"Sell unto others the way they want to be sold to" - it's the golden rule of selling. Sounds great! But how do you actually do it? Given the wide variety of personality types, do you find you are successful with some but not with all? Do you know all the ways people make decisions? Can you interpret the essential clues revealed by someone's language patterns, tone, tempo and physiology? Can you adjust these variables within yourself to attain rapport and influence those around you? Do you know that creating a win-win negotiation is just as much psychological as it is tactical? If you don't know the answer to any of these questions, isn't it time you did?

For the first time ever, the most powerful psychological models known - Neuro-Linguistic-Programming (NLP), Ericksonian Hypnosis and the Enneagram Personality Typing System - have been combined with traditional selling techniques to show you how to master the art of influence.

You will discover how to:

* Identify and sell to each of the nine personality types
* Deconstruct personalities to understand people from the inside out
* Identify critical, often overlooked NLP personality traits
* Adjust your physiology to influence others and yourself
* Use NLP to attain rapport with anyone
* Master the power of Ericksonian Hypnosis language patterns
* Structure powerful win-win negotiations
* Use the simplest and most powerful success formula in existence
* Easily implement the golden rule of selling
* And much, much more

"NLP could be the most important synthesis of knowledge about human communication to emerge." - Science Digest

"What sets the Enneagram apart is that it contains such detailed, useful information about what drives us to behave as we do." - Tony Schwartz

Selling is more than a profession - it's a skill. And the more personality types you can understand and work with, the more influential you will be.

See all Editorial Reviews

Product Details

• Paperback: 368 pages
• Publisher: Vantage Point Publishing (November 1, 1999)
• Language: English
• ISBN-10: 0966773233
• ISBN-13: 978-0966773231
• Product Dimensions: 8.5 x 5.6 x 0.8 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (13 customer reviews)
• Amazon Best Sellers Rank: #63,214 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

23 of 24 people found the following review helpful:

5.0 out of 5 stars Congruent influence based on understanding and flexibility, April 12, 2000

By 

George Zee (www.frzee.org, Hong Kong) - See all my reviews
(REAL NAME)   

This review is from: Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced (Paperback)

NLP (Neuro Linguistic Programming) and the Enneagram are two very useful psychological models for understanding personalities and for change. Anne Linden, who was the first to have combined the two systems in one book, wrote the Foreword. The present book has advanced much further in helping us to understand the diversity of the nine types of personalities and teaching us to flexibly match such differences with the powerful attitudes, patterns and skills of NLP. Part I is based on NLP. But it is not just a regurgitation of the key concepts. The author reflects real understanding and creatively and lucidly applies NLP to selling or congruent influence. Part II gives succint descriptions of the Enneagram types. The Identification Tips, Dominant NLP Patterns, Rapport Tips and Selling Tips for each type are unique features. Part III integrates NLP, the Enneagram with classical selling techniques. "31 Assumptions of Personality Selling" lists the key concepts of the whole book. Very interesting and useful. "Different people respond differently to the same thing, and the same thing can cause different responses in different people." (pp.29, 284) Personality Selling succeeds very well in coaching us to respond effectively to such differences.

6 of 6 people found the following review helpful:

4.0 out of 5 stars Detailed Sales Guidence, April 28, 2000

By 

Richard Cousins "Rick Cousins" (Galveston) - See all my reviews
(REAL NAME)   

This review is from: Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced (Paperback)

Written in a conversational style, this book covers a wide variety of approaches helping you reach rapport with your prospects thru language patterns, shared interests, and other techniques. Real world situations illustrate most of the principles. The psychological typing section can be rather complex, but the author provide contemporay examples of actors, politicians, etc to help you understand the nine types.

8 of 9 people found the following review helpful:

5.0 out of 5 stars Why you need to read this book!, March 18, 2001

By 

Dawn Struse (Az USA) - See all my reviews

This review is from: Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced (Paperback)

"Personality Selling" peels more layers of the Onion. If you have read "The Unfair Advantage" by Duane Lankin,(xcellent book by the way) you will know what I am talking about. If you are on a quest for knowledge in communication then this should be your next book.