The 5 Paths to Persuasion: The Art of Selling Your Message - Couverture rigide

Miller, Robert B.; Williams, Gary A.

Couverture rigide

ISBN 10 : 0446532398 ISBN 13 : 9780446532396

Editeur : Warner Books, 2004

Synopsis

It doesn't matter how smart your idea is, if you aren't in sync with the decision maker's mindset, you are bound to fail. That's the message of THE 5 PATHS TO PERSUASION. This revolutionary new book shows how one can project key decision makers into one of five basic categories - Charismatics, Thinkers, Skeptics, Followers, and Controllers. Once you know which category the decision maker falls into, you can quickly determine which is the best pathway to follow when making your presentation.

A propos du livre

Revue de presse

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

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

Présentation de l'éditeur

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.

Détails de l'édition

• Éditeur: Warner Books
• Date d'édition: 2004
• Langue: anglais
• ISBN 10: 0446532398
• ISBN 13: 9780446532396
• Reliure: Relié
• Nombre de pages: 240
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible