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

The truth is - it doesn't matter how smart or how slick a presentation is, if it isn't in sync with the decision maker's mindset, then it's bound to fail. That's the conclusion drawn by Miller and Williams, who completed an exhaustive study of more than 1,700 key business executives. Their research shows that decision makers can be placed into five distinct categories: Charismatics, Thinkers, Skeptics, Followers, and Controllers. Once the category the decision maker falls into is determined, then the presentation can be tailored to their precise mindset.

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.

Détails de l'édition

• Éditeur: Business Plus
• Date d'édition: 2005
• Langue: anglais
• ISBN 10: 0446695904
• ISBN 13: 9780446695909
• Reliure: Broché
• Nombre de pages: 256
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible