Persuasion Engineering 1st Edition

48 customer reviews
ISBN-13: 978-0916990367
ISBN-10: 0916990362
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Hardcover, May 1, 1996
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Persuasion Engineering + Patterns of the Hypnotic Techniques of Milton H. Erickson, M.D. Volume 1 + The Structure of Magic, Vol. 1: A Book About Language and Therapy
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Product Details

  • Hardcover: 230 pages
  • Publisher: Meta Publications; 1 edition (May 1, 1996)
  • Language: English
  • ISBN-10: 0916990362
  • ISBN-13: 978-0916990367
  • Product Dimensions: 1 x 6.5 x 9.5 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (48 customer reviews)
  • Amazon Best Sellers Rank: #672,230 in Books (See Top 100 in Books)

More About the Author

Richard Bandler is one of the greatest geniuses of personal change. He is the man who co-invented NLP and is Paul McKenna's self-confessed guru. He holds courses and workshops all over the world, including in the UK and the USA. He lives with his wife in Texas but also spends time at his house in Ireland.

Customer Reviews

Most Helpful Customer Reviews

36 of 36 people found the following review helpful By Oavde on June 14, 2000
Format: Hardcover
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.
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45 of 47 people found the following review helpful By Laura De Giorgio on October 28, 2004
Format: Hardcover
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.
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57 of 61 people found the following review helpful By Karl on September 29, 2002
Format: Hardcover
Learning from a book is like learning to swim without ever leaving dry land. You just cannot know whether you've really learnt anything worthwhile until you get in the water and start using whatever you've been taught.
So, to ALL of the previous reviewers: Whatever you said about this book - You're Right.
It is a good book full of useful ideas, AND it's a load of B.S. stories. What determines what you learn from this book isn't the contents - but YOUR PERCEPTION of the contents. And that's why its written the way it is.
If you'll excuse a little mind reading, it seems clear that Richard Bandler developed a belief, very early on in his NLP career, that the type of teaching that he liked best was something called "unconscious installation".
What this rather sinister label means is simply what I've just described: Instead of standing in front of the learner and telling them what they should know, the teacher tells a series of stories/parables/metaphors/etc. which contain the things s/he thinks the learner needs to know.
There is an essential difference between this almost Eastern style of teaching and the traditional Western approach: In Western teaching the student is supposed to be able to replicate what s/he has been taught in exams - regardless of whether s/he has actually UNDERSTOOD anything.
The Eastern approach says something like: No two people, hearing the same words, interpret them in EXACTLY the same way. Therefore when I teach you I will allow for the fact that whatever I say to you will be processed inside your head in line with the ideas, beliefs, values, etc., that are already in there.
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51 of 56 people found the following review helpful By A Customer on February 25, 2000
Format: Hardcover
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.
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