Selling the Way Your Customer Buys: Understand Your Prospects Unspoken Needs and Close Every Sale

Rating:
Summary: Psychological selling - the dumbed down version
Review: Despite the complimentary "Foreword" by Rodger Bailey - whose LAB Profiles material provided the basis for this book, I personally found this to be a distinctly "dumbed down" version of the source material.

For example, the authors mention "Convincer Strategy" (how *often* does the evidence have to be presented to the client in order for it to be convincing) but give no space at all to the equally important "Convincer Channel" (what *kind* of evidence do you need to present - demonstration, reports from satisfied customers, product brochures, etc.).

What this suggests *to me* is that the authors of this book don't really understand the material they are writing about.

The one positive feature of the book should have been the wealth of dialogue included in the book, showing how to elicit a client's position in regard to the various "meta programs" (mental filters) described in the text. Yet even here, the approach is so utterly basic that only a reader with absolutely NO prior knowledge of NLP could be impressed.

If you want to REALLY get to grips with the material discussed in this book you may prefer to forget about "Selling the Way ..." and get yourself a copy of Shelle Rose Charvet's book "Words that Change Minds" - also based (with far greater understanding, IMO) on the same source material) instead.

Because that's a book that REALLY delivers the goods!

Rating:
Summary: Psychological selling - the dumbed down version
Review: Despite the complimentary "Foreword" by Rodger Bailey - whose LAB Profiles material provided the basis for this book, I personally found this to be a distinctly "dumbed down" version of the source material.

For example, the authors mention "Convincer Strategy" (how *often* does the evidence have to be presented to the client in order for it to be convincing) but give no space at all to the equally important "Convincer Channel" (what *kind* of evidence do you need to present - demonstration, reports from satisfied customers, product brochures, etc.).

What this suggests *to me* is that the authors of this book don't really understand the material they are writing about.

The one positive feature of the book should have been the wealth of dialogue included in the book, showing how to elicit a client's position in regard to the various "meta programs" (mental filters) described in the text. Yet even here, the approach is so utterly basic that only a reader with absolutely NO prior knowledge of NLP could be impressed.

If you want to REALLY get to grips with the material discussed in this book you may prefer to forget about "Selling the Way ..." and get yourself a copy of Shelle Rose Charvet's book "Words that Change Minds" - also based (with far greater understanding, IMO) on the same source material) instead.

Because that's a book that REALLY delivers the goods!

Rating:
Summary: Great Book
Review: Great book for developing rapport with you future clients. The points in this book will allow you to become more credible and likeable in the eyes of your prospects. Likewise, your sales will increase.

Rating:
Summary: Easy to follow and understand
Review: This book does a good job of covering some of the basic meta programs in NLP. I have taught this material in trainings I have done and enjoyed the authors additional insights. The book is structured nicely in that it explains each program and then gives examples at the end of each chapter. It's lack of theory and depth will not be missed by those who just wish to understand how to use these techniques

Rating:
Summary: Natural Approach without intellectual BS
Review: This book was able to really teach me without the normal intellectual BS I have found in other NLP type information. It is practical and aligns well with most people. It has helped me get results. I have had numerous NLP trainings and this book got to the bottom line. It was great and I would recommend that some of the NLP experts read it and learn how to relate more respectfully with the average working reader.