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

by Albert J. Valentino (Author) "Twenty-five hundred years ago the great Chinese warlord Sun Tzu wrote, "If you know your enemy and know yourself, you will always know the outcome..." (more)
Key Phrases: rapport tips, sell unto others, auditory submodalities, Putting It All Together, Sorting By Other, Sun Tzu (more...)

Editorial Reviews

Review
"Everyone loves to buy and they know how they want to buy. Personality Selling teaches you how to sell them like they love to buy. To leverage your sales effectiveness you need to read this book!!!" -- Mark Victor Hansen Co-Creator, #1 New York Times Best-selling series "Chicken Soup for the Soul"

"If you want to refine and strengthen your abilities to create lasting, mutually beneficial relationships with your customers-the foundation for success in sales-read this book. " -- Anne` Linden, "The first lady of NLP," Author, Mindworks

"In Personality Selling, Albert J Valentino makes a major contribution to the art and science of persuading. He is a leader in helping salespeople understand human behavior and in applying that information to succeed in selling." -- Jay Conrad Levinson Author, "Guerilla Marketing" book series

Product Description
Personality Selling is a unique and long overdue concept for understanding the art of influence. It is the first book to combine the most powerful psychological models in use today - Neuro-Linguistic-Programming (NLP), Ericksonian Hypnosis, and the Enneagram personality typing system - with traditional selling techniques to show you how to apply the golden rule of selling: "Sell unto others the way they want to be sold to."

Personality Selling acts as a map that allows the reader to get inside the head of others and recognize the seemingly random and often mysterious aspects of the many personalities we meet. Personality Selling describes such things as; NLP personality traits, the nine personality types of human nature, how the mind makes associations, the structure of rapport, the power of language, and the impact of physiology. It also examines the basics of selling using a powerful psychological approach to gathering information, tailoring presentations, handling objections, and recognizing the various ways people make decisions. It also includes a comprehensive section on the psychology and tactics of negotiation. Through extensive use of experiential language and examples, the reader can actually experience the impact different approaches can have on others so they can fine tune their selling style to achieve success.

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Product Details

• Paperback: 368 pages
• Publisher: Vantage Point Publishing (November 1, 1999)
• Language: English
• ISBN-10: 0966773233
• ISBN-13: 978-0966773231
• Product Dimensions: 8.5 x 5.6 x 0.8 inches
• Shipping Weight: 1 pounds (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (13 customer reviews)
• Amazon.com Sales Rank: #629,722 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

22 of 24 people found the following review helpful:

5.0 out of 5 stars Congruent influence based on understanding and flexibility, April 12, 2000

By	George Zee (www.frzee.org, Hong Kong) - See all my reviews (REAL NAME)

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.

8 of 8 people found the following review helpful:

5.0 out of 5 stars Why you need to read this book!, March 18, 2001

By	Dawn Struse (Az USA) - See all my reviews

"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.

7 of 7 people found the following review helpful:

5.0 out of 5 stars If you want to understand NLP READ THIS BOOK, May 19, 2004

By	"valen2003" (AZ) - See all my reviews

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.