- 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 (49 customer reviews)
- Amazon Best Sellers Rank: #185,047 in Books (See Top 100 in Books)
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Persuasion Engineering 1st Edition
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Top Customer Reviews
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.
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.Read more ›
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.
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.
Most Recent Customer Reviews
A very interesting subject and a very interesting and positive look at the skills to be learned and the understanding of the process.Published 6 months ago by H. H. JP
This book helps you understand body language and can help change the way you view peoplePublished 16 months ago by Ida
I bought this book after meeting John LaValle at an NLP workshop in London many years ago, and read it immediately. Read morePublished 18 months ago by Stephen Thomson
My hubby loves this author and was excited when I got it for him for his last bday! A great teacher and a great read!!Published on May 31, 2014 by B. Farris
I'll admit I could not finish this book. Try to browse a copy before you buy it, because you will most likely be very disappointed. You've been warned. Read morePublished on February 14, 2014 by Vladimir Wolfe
You want this. You want this sooo much.
Do you want to sell more and more and feel good and control how much you sell and at what prices? Read more
His style is certainly unorthodox, but it is effective. I think one of the greatest learnings one can take away from this book is that you are not selling a product or service, but... Read morePublished on August 27, 2012 by Mr. Anthony J. Escarcega
I got this book to learn about nlp for sales. But it is a transcript of a seminar, so that it reads like a long rambling speech. Read morePublished on May 7, 2012 by Dan Sherman