Personality Selling: Using Nlp and the Enneagram to Understand People and How They Are Influenced - Softcover

Valentino, Albert J.

Softcover

ISBN 10: 0966773233 ISBN 13: 9780966773231

Publisher: Vantage Point Pub, 1999

Synopsis

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.

About this title

About the Author

Albert J. Valentino, M.S., founder of Valentino Consulting, is a certified Master Practioner of NLP and Ericksonian Hypnosis as well as a certified Enneagram Trainer. He has more than fifteen years of business experience involving thousands of presentations, negotiations and sales. He also has the distinction of being the number one sales person for the top company in its field in its most competitive territory.

From the Back Cover

Can you sell everyone you meet?

"Sell unto others the way they want to be sold to" - it's the golden rule of selling. Sounds great! But how do you actually do it? Given the wide variety of personality types, do you find you are successful with some but not with all? Do you know all the ways people make decisions? Can you interpret the essential clues revealed by someone's language patterns, tone, tempo and physiology? Can you adjust these variables within yourself to attain rapport and influence those around you? Do you know that creating a win-win negotiation is just as much psychological as it is tactical? If you don't know the answer to any of these questions, isn't it time you did?

For the first time ever, the most powerful psychological models known - Neuro-Linguistic-Programming (NLP), Ericksonian Hypnosis and the Enneagram Personality Typing System - have been combined with traditional selling techniques to show you how to master the art of influence.

You will discover how to:

* Identify and sell to each of the nine personality types
* Deconstruct personalities to understand people from the inside out
* Identify critical, often overlooked NLP personality traits
* Adjust your physiology to influence others and yourself
* Use NLP to attain rapport with anyone
* Master the power of Ericksonian Hypnosis language patterns
* Structure powerful win-win negotiations
* Use the simplest and most powerful success formula in existence
* Easily implement the golden rule of selling
* And much, much more

"NLP could be the most important synthesis of knowledge about human communication to emerge." - Science Digest

"What sets the Enneagram apart is that it contains such detailed, useful information about what drives us to behave as we do." - Tony Schwartz

Selling is more than a profession - it's a skill. And the more personality types you can understand and work with, the more influential you will be.

Excerpt. © Reprinted by permission. All rights reserved.

Twenty-five hundred years ago the great Chinese warlord Sun Tzu wrote, "If you know your enemy and know yourself, you will always know the outcome of a hundred battles, but if you know yourself and not the enemy, your chances of victory are at best even." The ability to know and understand others, whether friend or enemy, customer or co-worker, or anyone we deal with in ours lives, holds tremendous advantages. One of the most desirable advantages is possessing the ability to get inside someone else's head to understand how that person views and interacts with the world. This is like having a road map to better understand, predict, and influence someone's behavior.

So how can you better understand others and gain insight into how they respond to the world? A great starting point is to acknowledge that other people view and respond to the world differently than you do. This simple statement is fundamental for enhancing any type of communication or relationship. If you could get inside your customer's head, you could apply the golden rule of selling: Sell unto others the way they want to be sold to. The more you know about what motivates someone and how that person views the world, the more effectively you can tailor your sales approach to achieve more predictable and more desirable results. You will become better at establishing rapport and identifying the specific needs and wants of those you meet. You will become much better at knowing which hot buttons to press and which ones to avoid. This will help you to elicit, recognize, and utilize your customer's specific criteria for buying and enable you to attain a profound insight into his/her unique motivation and decision-making strategies. Such an ability can only be attained by identifying important pieces of the puzzle that make up someone's unique map of reality. These maps are the key to understanding people and how they are influenced. In other words, your success is directly related to how well you can implement the golden rule of selling.

Edition details

• Publisher: Vantage Point Pub
• Publication date: 1999
• ISBN 10: 0966773233
• ISBN 13: 9780966773231
• Binding: Paperback
• Language: English
• Number of pages: 368