5 Paths to Persuasion by Robert B. Miller
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5 Paths to Persuasion
By Robert B. Miller

The 5 Paths to Persuasion

The Art of Selling Your Message

By (author) See other recent books by Robert B. Miller See other recent books by Gary A. Williams See other recent books by Alden M. Hayashi
Format: Paperback

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5 Paths to Persuasion by Robert B. Miller

Book Description

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.

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Book Details

ISBN: 9780749449940
ISBN-10: 0749449942
Format: Paperback
(235mm x 157mm x 24mm)
Pages: 240
Imprint: Kogan Page Ltd
Publisher: Kogan Page Ltd
Publish Date: 3-May-2007
Country of Publication: United Kingdom

Other Editions...


Books By Author Robert B. Miller

New Strategic Selling by Robert B. Miller New Strategic Selling, Paperback (June 2011)

Rejecting manipulative tactics and emphasizing "process", this book presents the idea of selling as a joint venture and introduces the influential concept of 'Win-Win'.

New Conceptual Selling by Robert B. Miller New Conceptual Selling, Paperback (June 2011)

Offers practical lessons that broke down the boundaries of traditional product-pitch selling. Based on the world-renowned Miller Heiman sales training programme, this title teaches you how to identify your customer's real needs, tailor sales you make to one specific client and earn and maintain your credibility.

5 Paths to Persuasion by Robert B. Miller 5 Paths to Persuasion, Paperback (November 2005)

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 this book, which shows how one can project key decision makers into one of five basic categories - Charismatics, Thinkers, Skeptics, Followers, and Controllers.

New Successful Large Account Management by Robert B. Miller New Successful Large Account Management, Paperback (April 2005)

For the accounts that you cannot afford to lose, here are the strategies that will keep them coming back. An invaluable book of techniquesto improve your most important business relationships.

» View all books by Robert B. Miller

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Author Biography - Robert B. Miller

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.

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Recent books by Robert B. Miller close
New Strategic Selling by Robert B. Miller
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5 Paths to Persuasion by Robert B. Miller
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»
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5 Paths to Persuasion by Gary A. Williams
5 Paths to Persuasion by Gary A. Williams
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