Customer Reviews

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

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3 star:		(1)
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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.

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.

"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.

If you want NLP to make practical sense and apply it then this book is a must. The author clearly has an in depth grasp of NLP, the Enneagram and selling. Filled with practical examples, tips for influencing all personality types, and how to tie different psychological models together, this book is a must for everyone whether in sales or just trying to understand and get along with the people in your life.

It is clear that Valentino has fluid experience with NLP in the real word. The distinctions he makes can only come from practical application. Valuable insight brought out in a well written book.

Personality Selling has opened to what it really takes to sell effectively. I have taken a quantum leap in my ability to recognize many, many useful clues about the personality of the people I meet. Once recognized, the book shows you exactly how to adjust your style including your words, tone, tempo and even your physiology to elicit a positive response. I highly recommend it to everyone, whether you are in sales or not.

I just took a 3 week intensive Practitioner's Certification training course in California with Robert Dilts and I found this book to be really helpful with "people reading". I found some information we really didn't have time to go into in CA in this book. It is written cleanly and clearly on subjects that can be complex. I recommend it to anyone studying NLP for any reason.

Personality Selling eloquently and intelligently combines the most practical and useful elements of NLP, the Enneagram personality typing system, and Ericksonian hypnosis language patterns with selling, or better stated--Influence. I've read most of the other NLP books/tapes but this one cleared the confusion and was the difference that made the difference in my real estate business. I can't recommend it too highly.

One of the best books that I read on Selling and NLP. However, it is of advantage to have some idea about NLP and the Enneagram. But that's what the title already presupposes, anyway

The psychological applications of the Enneagram and Neuro Linguistic Programming are demystified in this new classic. For sales, the Power of Language chapter alone makes this book worth its weight in gold. When combined with rest of the book you will take a quantum leap in understanding people and how they are influenced.