The 5 Paths to Persuasion
The Art of Selling Your Message
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5 Paths to Persuasion by Robert B. Miller
Book DescriptionTo 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 DetailsISBN: 9780749449940
(235mm x 157mm x 24mm)
Imprint: Kogan Page Ltd
Publisher: Kogan Page Ltd
Publish Date: 3-May-2007
Country of Publication: United Kingdom
Books By Author 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.
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'.
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, Paperback (April 2005)» View all books by Robert B. Miller
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.
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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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