SALES & BUSINESS
LANGUAGE & BEHAVIOR
___PERSUASION
| ENGINEERING”
by
Richard Bandler
John La Valle
eee inal“Meta Publications, ne
P.O. Box 1910, Capital, CA 95010
(931) 464-0284 «Fax 1) 440817
‘Copyright 1996 by Meta Pabiaons. Printed Inthe United States of Amerke
‘ilightrevervd. This bok, ray parte there may nt be epretuced inany
‘amet whatsoever wiht the writen permison of te Publier .
Library of Congress Card Catalog Number: 95.076816
ISBN 0 516990962
Second Prat Sly 2000
DEDICATIONS
‘Te Paula, the most beautifel woman in the world.
— Richard
Dedicated to Kathleen, who gives me all of every-
thing Ican ever deste, and to John Sebastian, who
teaches me what learning is all about, Together,
they ate who they are so I can be who I am,
= JohnTABLE OF CONTENTS
Introduction
Chapter One: T Begin With
Chapter Two: The Selling Process
‘What do you sell?
Chapter Three: The Basie Stuf
Rep systems
Beyond Eye Patterns
‘Anchoring?
Chapter Four: Precision Elicitation
‘Meta Moel/Milton Model Distinctions
‘The Motivators
‘The Timeline
“The Meta Programs
Positioning Physiology
‘The Universal Sounds,
“The Beliefs
Chapter Five: Mental Mapping
Chapter Six: Holographic Dynamics
Chapter Seven: Objections
CChapter Eight: Precision Persuasion Enginering™
Glossary of NLP Terms .
Addenda
19
2s
39
95,
7
159
197
203