基本信息出版社：Business Plus
页码：256 页
出版日期：2005年09月
ISBN：0446695904
条形码：9780446695909
装帧：平装
正文语种：英语
外文书名：赢在说服力

内容简介 在线阅读本书

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.
作者简介 Robert B. Miller lives in San Diego, California. Gary A. Williams lives in San Diego, California. --This text refers to the Hardcover edition.
专业书评 From Publishers Weekly
Knowing one's audience is the key to making the sale and closing the deal. It's that simple, say authors Miller and Williams, executives and customer research experts at Miller-Williams Inc., with writer Hayashi. The specific nature of an idea or business opportunity is, of course, important, but more crucial is how and in what manner it is presented to the potential signer-on. By thoroughly studying the type of decision maker to be propositioned, the presenter can, in effect, get into his or her head and customize the idea to the mindset. The authors have delineated five categories of decision makers: skeptics, charismatics, thinkers, followers and controllers. By providing a detailed account of the how, what, why and why not of persuading each type, the authors' message is clear and consistent throughout the book: decode the individual and then go in with the proper tools. Some require extensive information, others just the "big picture"; some want to be coddled, others don't mind being challenged; some take their time and others make decisions on the spot. Knowing what each type is looking for makes all the difference between success and failure, the authors argue. Busy corporate types would do well to refer to this guide to figure out why they just can't make the big saleâ€"or how they could make an even bigger one the next time around.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to the Hardcover edition.