The 5 Paths to Persuasion The Art of Selling Your Message

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

• ISBN13: 9780446695909
• ISBN10: 0446695904
• Edition: Reprint
• Format: Paperback
• Copyright: 2005-09-16
• Publisher: Business Plus

Summary

The truth isit doesnt matter how smart or how slick a presentation is. If it isnt in sync with the decision makers mindset, then its bound to fail. Thats the conclusion drawn by co-authors Miller and Williams, who completed an exhaustive study of more than 1,700 key business executives. Their research shows that decison makers can be placed into five distinct categories: Charismatics, Thinkers, Skeptics, Followers, and Controllers. Once the category the decision maker falls into is determined, then the presentation can be tailored to their precise mindset. In THE 5 PATHS TO PERSUASION, readers will receive a complete analysis on how to pinpoint each category, and then be shown how to develop ones presentation perfectly. For anyone who has to get people to say yes in business, this seminal book is absolutely essential reading.

Table of Contents

List of Illustrations	xi
Foreword	xiii
Part 1: A New Framework for Understanding Persuasion	1	(16)
Introduction	3	(3)
How Does Persuasion Work?	6	(11)
Part 2: The Five Styles of Decision Making---and How to Influence Each	17	(158)
The Charismatic Decision Maker	19	(13)
Persuading the Charismatic Decision Maker	32	(14)
The Thinker Decision Maker	46	(15)
Persuading the Thinker Decision Maker	61	(16)
The Skeptic Decision Maker	77	(14)
Persuading the Skeptic Decision Maker	91	(17)
The Follower Decision Maker	108	(17)
Persuading the Follower Decision Maker	125	(16)
The Controller Decision Maker	141	(17)
Persuading the Controller Decision Maker	158	(17)
Part 3: The Pragmatics of Persuasion	175	(46)
How to Read People	177	(14)
Common Mistakes	191	(13)
Putting Persuasion to the Test	204	(12)
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