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Groundbreaking business research reveals it's not what you say but how you say it that is the key to getting important decision makers to say 'yes.' The truth is-it doesn't matter how smart or how slick a presentation is, if it isn't in sync with the decision maker's mindset, then it's bound to fail. That's the conclusion drawn by co-authors Miller andWilliams, 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 PATHSTOPERSUASION, readers will receive a complete analysis on how to pinpoint each category, and then be shown how to develop a presentation perfectly. For anyone who has to get people to say 'yes' in business, this seminal book is absolutely essential reading.
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