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Product Details

  • Paperback: 88 pages
  • Publisher: CreateSpace Independent Publishing Platform; Revised 2013 edition (March 2, 2013)
  • Language: English
  • ISBN-10: 1482658364
  • ISBN-13: 978-1482658361
  • Product Dimensions: 9 x 6 x 0.2 inches
  • Shipping Weight: 6.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #805,272 in Books (See Top 100 in Books)

Customer Reviews

4.3 out of 5 stars
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See all 11 customer reviews
Gives great examples.
Karen
Yet even here, the approach is so utterly basic that only a reader with absolutely NO prior knowledge of NLP could be impressed.
Karl
Forget anything else about selling you've ever learned... I mean everything else.
Dominic Carubba

Most Helpful Customer Reviews

7 of 8 people found the following review helpful By A Customer on March 28, 2000
Format: Paperback
This book is great at teaching you how to elicit people's values (ie, what they want, and how they know when they get it). This allows you to much better understand people with whom you are dealing, and gives you the power to please and connect with them in ways that most people would miss. The techniques are simple, involving asking a number of targeted questions. The best thing about the book is that it includes many examples, so you can really "observe" the techniques working.
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10 of 13 people found the following review helpful By A Customer on April 3, 1999
Format: Paperback
My experience with this book has been intense. I teach sales people how communicate with their clients, so the concepts in the book were very important to me. They're amazing. Unfortunately, they're also too much for the average salesperson to comprehend.
As marketing books are invitations for readers to make contact with the authors, I tried to reach the authors on-line -- no website to be found. I tried by phone -- busy signal for hours.
The book is wonderful, but it's NLP; how could it not be wonderful? I was surprised by the lack of accessability to the authors. Either they're out of business, in which case the book was unsuccessful, or they're reclusive.
I recommend the book for sales people who are highly motivated to achieve more. I also recommend it to for sales trainers. It may change the way you conduct your training.
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5 of 6 people found the following review helpful By Karl on June 12, 2002
Format: Paperback
Despite the complimentary "Foreword" by Rodger Bailey - whose LAB Profiles material provided the basis for this book, I personally found this to be a distinctly "dumbed down" version of the source material.
For example, the authors mention "Convincer Strategy" (how *often* does the evidence have to be presented to the client in order for it to be convincing) but give no space at all to the equally important "Convincer Channel" (what *kind* of evidence do you need to present - demonstration, reports from satisfied customers, product brochures, etc.).
What this suggests *to me* is that the authors of this book don't really understand the material they are writing about.
The one positive feature of the book should have been the wealth of dialogue included in the book, showing how to elicit a client's position in regard to the various "meta programs" (mental filters) described in the text. Yet even here, the approach is so utterly basic that only a reader with absolutely NO prior knowledge of NLP could be impressed.
If you want to REALLY get to grips with the material discussed in this book you may prefer to forget about "Selling the Way ..." and get yourself a copy of Shelle Rose Charvet's book "Words that Change Minds" - also based (with far greater understanding, IMO) on the same source material) instead.
Because that's a book that REALLY delivers the goods!
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2 of 2 people found the following review helpful By Karen on December 13, 2008
Format: Paperback
If you really want to learn how to work with people and influence them, this is the ONLY BOOK YOU NEED. Clear, concise, and easy to read and understand. Gives great examples.
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1 of 1 people found the following review helpful By Dominic Carubba on November 7, 2008
Format: Paperback
This is the master book of influence, not just selling. All you need to learn is 8 questions that will make you more effective in presenting your product, service or idea to others.

Forget anything else about selling you've ever learned... I mean everything else. Without using the 8 questions found in this book, it's all a shot in the dark anyway.

This book gives you the tools to walk the path to the sale with your customer on their path... not yours. You can double, triple or even quadruple your sales effectiveness (or influence with others) by using the principles in this book.
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2 of 3 people found the following review helpful By Life Coach on September 29, 2004
Format: Paperback
This book was able to really teach me without the normal intellectual BS I have found in other NLP type information. It is practical and aligns well with most people. It has helped me get results. I have had numerous NLP trainings and this book got to the bottom line. It was great and I would recommend that some of the NLP experts read it and learn how to relate more respectfully with the average working reader.
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