Read Anywhere and on Any Device!

Subscribe to Read | $0.00

Join today and start reading your favorite books for Free!

Create Free Account

The 5 Paths to Persuasion

Robert B. Miller

0/5 ( ratings)

In business, even the best proposals can face overwhelming resistances and rejection. Good ideas do not always sell themselves, and to succeed in today's world of tough decision-makers, how you say something can actually be more important than what you say. So how can you make sure your message is getting its best shot? In a two-year survey, customer research experts Robert B Miller and Gary A Williams studied the behaviour of 1,700 executives and discovered that they tend to make important decisions in one of five ways. Now Miller and Williams reveal the five different types of decision-maker and how best to sell your ideas to each one. Discover: ??? Charismatics like Jack Welch and Oprah Winfrey, who are easily enthralled with new ideas but rely on others to investigate the details; ??? Thinkers like Bill Gates and Alan Greenspan, who methodically work through each pro and con of every option themselves; ??? Sceptics like Larry Ellison and Ted Turner, who are highly suspicious of every piece of information and will rarely trust anything that doesn't fit in with their worldview; ??? Followers like Carly Fiorina and Peter Coors, who make decisions based mainly on how other trusted people have made similar choices in the past; ??? Controllers like Martha Stewart and Ross Perot, who must be in charge of every aspect of the decisionmaking process and need to believe an idea is theirs before proceeding with it. Contents: Part 1: A new framework for understanding persuasion ??? Chapter 1: Introduction ??? Chapter 2: How does persuasion work? ??? Part 2: The five style of decision making??"and how to influence each ??? Chapter 3: The charismatic decision maker ??? Chapter 4: Persuading the charismatic decision maker ??? Chapter 5: The thinker decision maker ??? Chapter 6: Persuading the thinker decision maker ??? Chapter 7: The sceptic decision maker ??? Chapter 8: Persuading the sceptic decision maker ??? Chapter 9: The follower decision maker ??? Chapter 10: Pe

Pages: 224

Format: Paperback

Publisher: Kogan Page

Release: November 02, 2012

ISBN: 074944777X

ISBN 13: 9780749447779

The 5 Paths to Persuasion

Robert B. Miller

0/5 ( ratings)

In business, even the best proposals can face overwhelming resistances and rejection. Good ideas do not always sell themselves, and to succeed in today's world of tough decision-makers, how you say something can actually be more important than what you say. So how can you make sure your message is getting its best shot? In a two-year survey, customer research experts Robert B Miller and Gary A Williams studied the behaviour of 1,700 executives and discovered that they tend to make important decisions in one of five ways. Now Miller and Williams reveal the five different types of decision-maker and how best to sell your ideas to each one. Discover: ??? Charismatics like Jack Welch and Oprah Winfrey, who are easily enthralled with new ideas but rely on others to investigate the details; ??? Thinkers like Bill Gates and Alan Greenspan, who methodically work through each pro and con of every option themselves; ??? Sceptics like Larry Ellison and Ted Turner, who are highly suspicious of every piece of information and will rarely trust anything that doesn't fit in with their worldview; ??? Followers like Carly Fiorina and Peter Coors, who make decisions based mainly on how other trusted people have made similar choices in the past; ??? Controllers like Martha Stewart and Ross Perot, who must be in charge of every aspect of the decisionmaking process and need to believe an idea is theirs before proceeding with it. Contents: Part 1: A new framework for understanding persuasion ??? Chapter 1: Introduction ??? Chapter 2: How does persuasion work? ??? Part 2: The five style of decision making??"and how to influence each ??? Chapter 3: The charismatic decision maker ??? Chapter 4: Persuading the charismatic decision maker ??? Chapter 5: The thinker decision maker ??? Chapter 6: Persuading the thinker decision maker ??? Chapter 7: The sceptic decision maker ??? Chapter 8: Persuading the sceptic decision maker ??? Chapter 9: The follower decision maker ??? Chapter 10: Pe

Pages: 224

Format: Paperback

Publisher: Kogan Page

Release: November 02, 2012

ISBN: 074944777X

ISBN 13: 9780749447779

More books from Robert B. Miller

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

3.9/5 ( ratings)

The New Conceptual Selling: The Most Effective and Proven Method for Face-to-Face Sales Planning

3.8/5 ( ratings)

The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

3.7/5 ( ratings)

The 5 Paths to Persuasion: The Art of Selling Your Message

3.6/5 ( ratings)

Successful Large Account Management

3.6/5 ( ratings)

Strategic Selling: Secrets of the Complex Sale

4.3/5 ( ratings)

Sifting through Ashes: Words & Images

การสื่อสารโน้มน้าวใจ

La Venta Estrategica : El Concepto Que Ha Revolucionado El Clasico Arte De Vender

Forest Trees of Illinois: How to Know Them

Lyon Memorial: 2

The Fishbowl Principle: Building the Ark for the 21st Century

Intermediate Business Statistics

Manejo Efectivo De Clientes Clave

Lyon Memorial: New York Families, Descended from the Immigrant, Thomas Lyon, of Rye (Classic Reprint)

Electronic Irradiation of Foods: An Introduction to the Technology

Fire Prevention in Illinois Forests (Classic Reprint)

Rate this book!

Write a review?