PERSUASION ENGINEERING

Simply put, by opening up this book you will start something that you can't not pay attention to,Mainly because you will discover hundreds of fascinating language patterns and techniques or if you prefer 'approaches' that you can play with and finally Get things Done effectively! ;)You may already get great results when your selling or persuading people and that's really great! I'm sure your looking at the reviews here because your wanting to become even more Persuasive somehow? and if so, I guarantee that you can't not find yourself soaking up the techniques in this book as you read it.. and you might even enjoy discovering the hypnotic writing style in this book as you flick through! I know I did and I found it so useful especially when you then use the patterns that are more covertly hidden in this book!I hope this has been useful and take care,

This is a hilarious read. Richard is such a naughty boy at times, but it goes to show that he understands psyche like noone else I've come across.Brilliant.

An interesting read for anyone working in a sales or corporate environment. You'll be surprised how much people give away in their non-verbals.

Of all the people who ever wrote books on NLP, Richard Bandler's are the most fun to read - there's no question about it and this book is no exception. As a matter of fact when I began reaing this book, I couldn't put it down, in spite of the fact that I felt at times at odds with his grammar and the fact that you won't exactly find techniques to apply in this book.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.

NLP presents specific tools which can be applied effectively in any human interaction. It offers techniques to usefully organise subjective experiences of the client in order to define and subsequently secure any behavioural outcome.NLP’s usefulness in the selling process is by sequencing and punctuating the making of the right choices at the right points (decision points) using a non-canned non-ritual non-incantation approach (sales is often the opposite). The sales person is a decision engineer in helping people make the right decisions. Therefore, eliciting responses that are of value to the customer - principally to feel ‘it’ is what they want - establishes congruency between the seller and the buyer, and in the buying process, and helps to inoculate against objections and reduce the likelihood of remorse.Persuasion Engineering is a blend of Bandler’s Design Human Engineering (DHE) and La Valle’s ‘Patterns of Persuasion’ material. The ‘propulsion machine’ for example (dragging and pushing the client forward metaphorically speaking at the same time) appears to stem from a combined approach.A few essential points worth mentioning are the persuasion engineer is constantly testing for ‘the close’; the kinaesthetic representational sensory system is where the real buying decisions are made - so new feelings have to be ‘attached’ until a wanton state is induced; and “contrary to popular belief people like to be influenced if you do it well especially if it feels good.” This last point can not be too over-emphasised, and pedagogically speaking is the book’s main aim.A presupposition worth highlighting is in establishing the power of “now” as a resource to contact a decision already made but not executed. This can be described as taking future experiences (that do not exist yet) into the experience of the present, and enjoying them as a resource - an artifice all too pervasive in media marketing; however, the advantage a sales person holds over an advert is that they can build-up a presentational map of the client by “seeing what they are seeing, saying what they are saying, doing what they are doing.” Therefore, many of the exercises and techniques covered begin with establishing rapport and getting the client’s full attention while watching with sensory acuity before choosing an intervention. For example, a buyer’s experience of time is often demonstrated by their use of hand sculpturing.As well as embracing ‘the now’, mastering sensory awareness is a key skill in selling. Curiously, it is mentioned that the practice of ‘parrot-phrasing’ (not para-phrasing) in achieving behavioural flexibility, i.e. fully mirroring the ‘phrases’ of the customer back using their gestures and tonality, is actually perceived by customers as more sincere - rather than the seller merely attempting to summarise the customer’s hierarchy of operators through interpretative means. Such an approach might seem manipulative, but without getting into the ethics of influence, a reading of sales NLP within the legal definition of a contract or agreement could be the promise to do something in return for a valuable benefit known as consideration only if this consideration highlights the customer’s needs first which as described above NLP is well placed to elicit.The way the information is presented in Persuasion Engineering can be loosely described as a freeform outpouring of the charismatic strengths of its authors. They seem to roll between a host of topics that are opportunely collated into chapter title headings: The Basic Stuff, Precise Elicitation, The Selling Process, Mental Mapping and Holographic Devices. It only occurred to me afterwards that through the bobbing and weaving of nested story loops (often with amusing anecdotes) a host of tips and refinements into the art of selling had been carefully installed using indirect elicitation patterns, as well as a couple of surprising biographical facts...For one, the authors’ extensive experience in selling cars, and secondly, “the lengths they would go to explore any limit to vary their behaviour just to find out what will work”. This somewhat gung ho attitude comes across very attractively in their seminars and underlines the audacity of experimentation that must have been a hallmark of the early days of NLP, and is essentially what all great sales people have in common: “Boldness has power, genius and magic in it.” (Goethe). This book can be summed up with one prototypical question: how much fun are you prepared to withstand in selling your stuff!?

I've probably read 20 books on persuasion and NLP and this is by far the worst.This book is terrible to read and follow.It reads like someone has had too much coffee and/or alcohol, has set their computer to voice-to-text and transcribed 8hrs of jabbering nonsense. Then made no effort to edit, correct grammar or mistakes. It's like a meandering often dull monologue at times.It does touch on some elements of NLP that are interesting, but not to an extent that elicits understanding, intrigue or anything meaningful or useful.A few anecdotal stories that sound made up and a desperate attempt to build credibility without illustrating a point.I was surprised to Google the author and find he wasn't actually a charlatan.NLP and persuasion are both fascinating subjects but if those are things you want to learn perhaps give this book a miss.

Im totally agreeing with that last comment.The book is a really good read and points out how to master communication in any sales process. Everything from matching voice tone to organising a better mental picture in your brain. A lot of the stuff I was aware of from a few other Bandler books and seminars but the way it is applied here is mind-blowing.Even if you're not a professional salesperson this book can be used to learn to get rapport with everyone you meet or sell yourself to get that girl/guy you're after. If you have seen, read or listened to any of his stuff before you will know that it is written the way it is for a reason.

This book is very difficult to follow