Persuasion Engineering:

by Richard Bandler and John La Valle

Book Overview

For many years now, the single most important professionals in the world have been ignored by our educational institutions: Sales. Combining Design Human Engineering (R), Richard Bandler's latest... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0916990362
• ISBN13: 9780916990367
• Release Date: May 1996
• Publisher: Meta Publications
• Length: 230 Pages
• Weight: 1.10 lbs.
• Dimensions: 0.9" x 6.4" x 9.3"

Customer Reviews

Fake, Annoying, but utterly enjoyable.

Warning: The grammar in this book is bad on purpose. With that said, of course this doesn't appeal to everyone, but it is a wonderful resource. A non-fiction book as funny as this doesn't come along everyday. In typical post-90's Bandler style, this one portrays him as a slightly neurotic and over-the-top character who really challenges you and motivates you to really get out there and "just do it." You may find him unlikable and disagreeable, but you love him anyways, and that's really the proof that what he discusses works on some level. I disagree with all of the reviewers who say that this book is light on tips. There are at least seven decidedly unique strategies that you can use on your clients based on what was said in this book. Small things, yes, and some are very specific, but they're still in there to use. I found Persuasion Engineering to be a wealth of information, not because of the methods he teaches (most of which are more than a little outrageous and probably not practical), but because of the way in which they are taught. I think that the point of the way that they taught this course was to go overboard in hopes that you would meet them halfway. And if you go just halfway, you'll really change the way you do your job. Excellent. Get it.

Good

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.

Excellent book - hypnotic, fun, and powerful.

I read this book cover to cover, and I was amazed at what a fun read it was and how it affected me almost immediately. The book is designed for salespeople who want to enhance their performance on the job. And while some of the techniques are unorthodox, for example dressing up as a priest to get the influence of authority, they are fun and out-of-the-box. The authors stress looking for opportunities where others see failure, and I enjoy that positive and uplifting way of thinking.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.

Unusual book for Salespeople and Trainers.

Exotic book that will create newer strategies for the new salesperson as well as a good introduction to design human engineering or neuro linguistic programming. Bandler teaches you about the different concepts and hypnotic patterns to use in sales.

The state of the art on Sales & Neuro-Linguistic Programming

I enjoyed every page of this book! Its easy-to-read style belies the process language beneath the text! Richard and John use their storytelling and language patterns to install in their readers the kinds of skills and states of mind required in order to learn how to persuade other people powerfully. One common complaint about this book is that its not always grammatically correct -- but where this is true it is quite intended... because as they teach Neuro-Linguistic Programming within the book, they also demonstrate what they teach on the reader! Its fun, its highly effective as a sales skills development tool, and it makes for great reading. I recommend this book more than most other NLP books that I've read. Persuasion Engineering is a process of using specific NLP skills to capture and lead people's imaginations, induce WANTON buying states & feelings, and then, pointing to the product or service you sell/deliver! It helps you to learn the pitfalls of inappropriate selling, the pros and cons of various approaches, and teaches you how to prevent buyers remorse and guarantee more referrals in the future. This one should be on your must-read list, if you're in sales of any kind!