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40 of 42 people found the following review helpful:
4.0 out of 5 stars
Fun To Read, October 28, 2004
This review is from: Persuasion Engineering (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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26 of 26 people found the following review helpful:
5.0 out of 5 stars
Good, June 14, 2000
This review is from: Persuasion Engineering (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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42 of 45 people found the following review helpful:
4.0 out of 5 stars
Whatever You Said - You're Right, September 29, 2002
This review is from: Persuasion Engineering (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. BUT 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. So, if you prefer the Western approach, where things are served up in a sequential and "blatant" manner, the chances are that you won't like this book. Though you may want to dip a toe in the water just to see what it's like. If, on the other hand, you are willing to become actively involved in the learning process, and evaluate the teaching by the RESULTS it produces rather than by the format of the PRESENTATION then just dive in - the water's lovely.
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