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5 Paths to Persuasion The Art of Selling Your Message

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ISBN-10: 0446695904

ISBN-13: 9780446695909

Edition: 2005

Authors: Robert B. Miller, Gary A. Williams, Alden M. Hayashi

List price: $19.99
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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.
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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 9.00" long x 0.63" tall
Weight: 0.616
Language: English

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