5 Paths to Persuasion The Art of Selling Your Message

ISBN-10: 0446695904
ISBN-13: 9780446695909
Edition: 2005
List price: $19.99 Buy it from $3.94
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Description: This book identifies five types of executive decision makers and suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, skeptics, followers, and controllers. The method centers on the observation that  More...

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Book details

List price: $19.99
Copyright year: 2005
Publisher: Grand Central Publishing
Publication date: 9/16/2005
Binding: Paperback
Pages: 256
Size: 6.00" wide x 8.75" long x 1.00" tall
Weight: 0.638
Language: English

This book identifies five types of executive decision makers and suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, skeptics, followers, and controllers. The method centers on the observation that different types of executives prefer to hear and see specific types of information.

Robert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling New Strategic Selling.

A New Framework for Understanding Persuasion
The Five Styles of Decision Making and How to Influence Each
The Pragmatics of Persuasion

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