Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced
Personality Selling : Using NLP and the Enneagram to Understand People and How They Are Influenced
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.
List Price: $ 17.95
Price: $ 11.29
George Zee said,
Wrote on May 19, 2011 @ 11:07 pm
Congruent influence based on understanding and flexibility,
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.
Was this review helpful to you?
|Richard Cousins "Rick Cousins" said,
Wrote on May 20, 2011 @ 12:07 am
Detailed Sales Guidence,
Written in a conversational style, this book covers a wide variety of approaches helping you reach rapport with your prospects thru language patterns, shared interests, and other techniques. Real world situations illustrate most of the principles. The psychological typing section can be rather complex, but the author provide contemporay examples of actors, politicians, etc to help you understand the nine types.
Was this review helpful to you?
|Dawn Struse said,
Wrote on May 20, 2011 @ 12:56 am
Why you need to read this book!,
“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.
Was this review helpful to you?
|