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New Books Catalogue April - September 2007: The 5 Paths to Persuasion: The Art of Selling Your Message: 1

New Books Catalogue April - September 2007: The 5 Paths to Persuasion: The Art of Selling Your Message: 1

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

  • Used

    Paperback 2007

    $9.63
Synopsis

To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing 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 and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.

$9.63

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1 in stock

More Information

Format: Paperback
 Pages: 240
 Edition: New edition
 Publisher: Kogan Page
Published: 03 May 2007
ISBN 10: 0749449942
ISBN 13: 9780749449940
Book Overview: 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.

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
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. Robert Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling New Strategic Selling. Alden M. Hayashi is a senior editor at MIT Sloan Management Review and a former editor with Harvard Business Review.