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

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

Hardcover

ISBN 10: 0446532398 ISBN 13: 9780446532396

Publisher: Business Plus, 2004

Synopsis

A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category.

About this title

About the Author:

Robert B. Miller lives in San Diego, California. Gary A. Williams lives in San Diego, California.

From Publishers Weekly:

Knowing one's audience is the key to making the sale and closing the deal. It's that simple, say authors Miller and Williams, executives and customer research experts at Miller-Williams Inc., with writer Hayashi. The specific nature of an idea or business opportunity is, of course, important, but more crucial is how and in what manner it is presented to the potential signer-on. By thoroughly studying the type of decision maker to be propositioned, the presenter can, in effect, get into his or her head and customize the idea to the mindset. The authors have delineated five categories of decision makers: skeptics, charismatics, thinkers, followers and controllers. By providing a detailed account of the how, what, why and why not of persuading each type, the authors' message is clear and consistent throughout the book: decode the individual and then go in with the proper tools. Some require extensive information, others just the "big picture"; some want to be coddled, others don't mind being challenged; some take their time and others make decisions on the spot. Knowing what each type is looking for makes all the difference between success and failure, the authors argue. Busy corporate types would do well to refer to this guide to figure out why they just can't make the big saleā€"or how they could make an even bigger one the next time around.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

About this edition

• Publisher: Business Plus
• Publication date: 2004
• ISBN 10: 0446532398
• ISBN 13: 9780446532396
• Binding: Hardcover
• Number of pages: 256