5 Paths to Persuasion : The Art of Selling Your Message

by Miller, Robert B.; Williams, Gary A.; Hayashi, Alden M.

• ISBN13: 9780446532396
• ISBN10: 0446532398
• Format: Hardcover
• Copyright: 2004-04-21
• Publisher: Grand Central Pub

Summary

A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category.

Table of Contents

List of Illustrations	xi
Foreword	xiii
Part 1: A New Framework for Understanding Persuasion	1	(16)
Chapter 1: Introduction	3	(3)
Chapter 2: How Does Persuasion Work?	6	(11)
Part 2: The Five Styles of Decision Making-and How to Influence Each	17	(158)
Chapter 3: The Charismatic Decision Maker	19	(13)
Chapter 4: Persuading the Charismatic Decision Maker	32	(14)
Chapter 5: The Thinker Decision Maker	46	(15)
Chapter 6: Persuading the Thinker Decision Maker	61	(16)
Chapter 7: The Skeptic Decision Maker	77	(14)
Chapter 8: Persuading the Skeptic Decision Maker	91	(17)
Chapter 9: The Follower Decision Maker	108	(17)
Chapter 10: Persuading the Follower Decision Maker	125	(16)
Chapter 11: The Controller Decision Maker	141	(17)
Chapter 12: Persuading the Controller Decision Maker	158	(17)
Part 3: The Pragmatics of Persuasion	175	(46)
Chapter 13: How to Read People	177	(14)
Chapter 14: Common Mistakes	191	(13)
Chapter 15: Putting Persuasion to the Test	204	(12)
Chapter 16: Conclusion	216	(5)
Appendix I: About the Research	221	(3)
Appendix II: The Twelve Components of Decision Making	224	(7)
Notes	231	(4)
Index	235	(2)
About Miller-Williams Inc	237