Personality Selling: Using NLP and the Enneagram to Understand People and how They Are Influenced

Overview

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 ...

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1999 Trade paperback Good. Trade paperback (US). Glued binding. 368 p. Contains: Illustrations.

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Overview

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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What People Are Saying

Anne Linden
Anne Linden, "The first lady of NLP," Author, Mindworks:

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.

Brian Tracy
Brian Tracy - Master Sales Trainer, Founder - Brain Tracy International:

This book is loaded with simple, powerful tools you can use to persuade others and communicate more effectively. It should be read by every salesprofessional.

Jay Conrad Levinson
Jay Conrad Levinson Author, Guerilla Marketing book series:

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.

Mark Victor Hansen
Mark Victor Hansen Co-Creator, #1 New York Times Best-selling series Chicken Soup for the Soul:

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!!!

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Product Details

  • ISBN-13: 9780966773231
  • Publisher: Vantage Point Publishing
  • Publication date: 10/28/1999
  • Pages: 368
  • Product dimensions: 5.50 (w) x 8.40 (h) x 0.80 (d)

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