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The 5 Paths to Persuasion

The Art of Selling Your Message

Format: Paperback / softback
Publisher: Kogan Page Ltd, London, United Kingdom
Published: 3rd May 2007
Dimensions: w 156mm h 234mm d 13mm
Weight: 343g
ISBN-10: 0749449942
ISBN-13: 9780749449940
Barcode No: 9780749449940
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Synopsis
To 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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"An interesting new angle on selling." Personnel Today "Identifies five types of decision-maker, and how best to sell to each type... The authors tap into the rational aspects of the decision and also the emotional drivers to help people identify effective strategies of persuasion." Business Executive "The whole concept of styles of decision-making styles is fascinating, and relevant to those involved in selling anything (i.e. most of us), and the book would be a valuable addition to your library." Training Journal