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ISBN: 0-44653-239-8Издательство: Warner Business Books
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 and Williams, who completed an exhaustive study of more than 1,700 key business executives. Their research shows that decision 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 a presentation perfectly. For anyone who has to get people to say "yes" in business, this seminal book is...