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

Miller, Robert B.; Williams, Gary A.; Hayashi, Alden M.

Couverture souple

ISBN 10 : 0446695904 ISBN 13 : 9780446695909

Editeur : Business Plus, 2005

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

Biographie de l'auteur :

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.

À propos de cette édition

• Éditeur: Business Plus
• Date d'édition: 2005
• ISBN 10: 0446695904
• ISBN 13: 9780446695909
• Reliure: Broché
• Nombre de pages: 256