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

1 rating: 4.0
A book by Robert B. Miller

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 … see full wiki

Author: Robert B. Miller, Gary A. Williams, Alden M. Hayashi
Genre: General, Running Meetings & Presentations
Publisher: Business Plus
Date Published: April 21, 2004
1 review about The 5 Paths to Persuasion: The Art of Selling...

Very readable , informative and thought-provoking

  • Mar 22, 2009
  • by
Rating:
+4
As a rule,  I rarely pick up this genre of book.  But given the fact that at the time "The 5 Paths to Persuasion: The Art of Selling Your Message" was released I was earning my living in sales I thought that this might be a book worthy of my time and attention.  And while "The 5 Paths to Persuasion" tends to focus on people consummating million dollar deals I still found the information contained within to be quite relevant despite the fact that my average sale was in the hundreds of dollars rather than in the millions.

In "The 5 Paths To Persuasion" Robert Miller and Gary Williams classify decision-makers into 5 distinct categories.   Chances are pretty good that most of us have had dealings with each type of individual at some point in our working lives.  You will learn the charactoristics of Charismatics, Thinkers, Skeptics, Followers and Controllers.   The information contained in this book will assist you in identifying which one of these groups a current or potential customer might belong to.  Furthermore,  if you are hitting the proverbial "stone wall" with a particular customer you just might be able to devise a new stategy to deal with that individual based on the lessons taught in this book.   The concepts presented here may also come in handy the next time you are angling for that promotion or a raise you feel you deserve.  Knowing which category your boss fits into can be invaluable in those types of situations.

Overall, I found "The 5 Paths to Persuasion: The Art of Selling Your Message" to be a particularly well written book that commanded my attention from cover to cover.   Highly recommended.

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