I am, about 2/3 through this at the moment. Topic is using NLP and “Design Human Engineering” in Selling and negotiation. This seems to be a typescript of a seminar, this is a strength but also a weakness. Sometimes the sentence structure is a bit rambling, as it doesn’t have the emphasis and pattern of a live performance that would help make sense of it. Worth persevering as there are some gems here, but I think a little more effort on the second edition to improve the formatting, punctuation and stage directions would help.

There are points in the book that some people might find unethical. Bandler spent some time selling used cars and tried some interesting techniques including dressing up as a Catholic priest, parking a damaged Toyota outside a Toyota dealership to persuade punters that the cars are dangerous, selling cars to people at a night club after they have had a few drinks. He also talks about feeding his kids on Dog food to see if they would notice and writing computer programs to fake research results for friends at university. I think some of the stories may be highly embellished to make a point….perhaps not.

Some interesting ideas, lots of what you might expect, anchors, submodalities, Milton Model, MetaModel, and also lots of straightforward common sense. The main point is obvious but ignored in most stores that you visit; the sales people do not listen to the customers. Those that do hear the words do not listen to the meanings behind the words. If you listen to people, watch people and do everything you can to understand them then you will find out what they want. Sell a lot of stuff and will have a win win situation.

Anone else read it?

Nick in “chilly” Southampton