The 5 Paths To Persuasion by Robert E. Miller, Gary A. Williams
The 5 Paths To Persuasion Robert E. Miller, Gary A. Williams
Page: 260
ISBN: 9780446695909
Publisher: Grand Central Publishing
Groundbreaking business research reveals it's not what you say but how you say it that is the key to getting important decision makers to say "yes."
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 co-authors Miller and Williams, who completed an exhaustive study of more than 1,700 key business executives. Their research shows that decison 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. In The 5 Paths To Persuasion, readers will receive a complete analysis on how to pinpoint each category, and then be shown how to develop a presentation perfectly. For anyone who has to get people to say "yes" in business, this seminal book is absolutely essential reading.
Author Biography: Robert B. Miller lives in San Diego, California. Gary A. Williams lives in San Diego, California.
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