Richard Bandler - Persuasion Engineering.pdf

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SALES & BUSINESS
LANGUAGE & BEHAVIOR
E NGINEERING
by
Richard Bandler
and
John La Valle
P ERSUASION
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Meta Publications, Inc.
P.O. Box 1910, Capitola, CA 95010
(831) 464-0254 • Fax (831) 464-0517
©Copyright 1996 by Meta Publications. Printed in the United States of America.
All rights reserved. This book, or any parts thereof, may not be reproduced in any
manner whatsoever without the written permission of the Publisher.
Library of Congress Card Catalog Number: 95-076816
ISBN 0-916990-36-2
Second Printing- July 2000
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o DEDICATIONS
To Paula, the most beautiful woman in the world.
— Richard
Dedicated to Kathleen, who gives me all of every-
thing I can ever desire, and to John Sebastian, who
teaches me what learning is all about. Together,
they are who they are so I can be who I am.
— John
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TABLE OF CONTENTS
Introduction....................................................................... vii
Chapter One: To Begin With ............................................. 1
Chapter Two: The Selling Process ............................. . . . 19
What do you sell?
Chapter Three: The Basic Stuff .........................................25
Rep systems
Beyond Eye Patterns
Anchoring?
Chapter Four: Precision Elicitation ................................... 59
Meta Model/Milton Model Distinctions
The Motivators
The Timeline
The Meta Programs
Positioning Physiology
The Universal Sounds
The Beliefs
Chapter Five: Mental Mapping..........................................95
Chapter Six: Holographic Dynamics ............................... 147
Chapter Seven: Objections .............................................. 159
Chapter Eight: Precision Persuasion Engineering™ ... 197
Glossary of NLP Terms ....................................................203
Addenda .............................................................................. I
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READER TAKE NOTE!
While it may seem that some of the
sentence structures in this book read as
grammatically incorrect, they are
written for a purpose, as NLP and
grammar do not necessarily share the
same structure.
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