The No1 Ethical retailer for Books, CD’s, DVD’s & Games
30 Day Refund Guarantee

The 5 Paths to Persuasion: The Art of Selling Your Message

The 5 Paths to Persuasion: The Art of Selling Your Message

by RobertBMiller (Author), Gary A Williams (Author), Alden M Hayashi (Author)

  • Used

    Hardcover 2005

    $3.36
Synopsis

... taps into not only the rational aspects of the buying decision, but also the emotional drivers, which are recognised as being crucial to a full understanding of buyer behaviour. Clive Chafer, Director Master-0McNeil Inc To succeed in today's business world of tough decision-makers, how you say something can actually be more important than what you say. Even the best ideas face resistence and rejection. Why? All too often people make the mistake of focussing solely on the content of their proposal and giving little thought to the way they will deliver it. In a two-year survey, customer research experts Miller and Williams studied 1,700 executives, discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion neccessary to successfully present a plan. They reveal the five different types of decision maker: Charismatics; Thinkers; Sceptics; Followers; and Controllers and shows how to best sell ideas to each.

$3.36

Save:$16.07 (83%)

Quantity

2 in stock

More Information

Format: Hardcover
 Pages: 240
 Publisher: Kogan Page
Published: 03 Sep 2005
ISBN 10: 0749444665
ISBN 13: 9780749444662
Book Overview: Based on fascinating data from a two-year survey of nearly 2000 top executives Identifies the five types of business decision-makers and how to influence each Draws on characteristics of well-known business figure including Jack Welch and Richard Branson Shows how to persuade others and get more business done

Media Reviews
an interesting new angle on selling. personnel today identifies five types of decision-maker, and how best to sell to each type... the authors tap into the rational aspects of the decision and also the emotional drivers to help people identify effective strategies of persuasion. business executive the whole concept of styles of decision-making styles is fascinating, and relevant to those involved in selling anything (i.e. most of us), and the book would be a valuable addition to your library. training journal ... taps into not only the rational aspects of the buying decision, but also the emotional drivers, which are recognised as being crucial to a full understanding of buyer behaviour. clive chafer, director master-mcneil inc
Author Bio
Robert B. Miller and Gary A. Williams are co-founders of Miller-Williams Inc which has developed patented research methods that provide accurate measurements about how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling New Strategic Selling. Alden M. Hayasi is a senior editor at MIT Sloan Management Review and a former editor with Harvard Business Review.