Top critical review
16 of 16 people found this helpful
Some useful information and a lot of filler...
on March 29, 2008
I was impressed with this book for about the first 160 pages of it.
Its basic stuff about how to use hypnotic language to establish more
rapport with your prospects. Just because it is basic information
doesn't mean it isn't useful.
The last 100 pages of the book is a long pitch for the authors'
script-writing and training services - perhaps this will be of
interest to readers in corporate sales management, but I found
it to be irrelevant.
The chapters on how to use language to increase trust are good.
The example conversations are clear too.
Around page 160 the book turns to sales scripts. Ostensibly
these chapters are to provide us with information about
writing sales scripts... but they really just seem to be
saying - "please consider hiring our firm to write your
script book for you,"
I would have appreciated more "how to do it yourself"
MEAT than all the "its too hard to do it yourself" rhetoric
and filler at the end.
I am re-reading this. I think this information is perhaps
better presented verbally than in a book. A book is sure
cheaper than a seminar with the authors though.
It's a useful, non-technical breakdown of useful NLP methods
good salespeople use intuitively. If you choose to use
this stuff it will take real work to internalize it.