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Innovation and Best Practice
for Business Success

Established 1967



The 5 Paths to Persuasion

The 5 Paths to Persuasion

The Art of Selling Your Message

Robert B Miller, Gary A Williams, Alden M Hayashi

£9.99

In a two-year survey, customer research experts Miller and Williams studied 1,700 executives, discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion neccessary to successfully present a plan.

They reveal the five different types of decision maker: Charismatics; Thinkers; Sceptics; Followers; and Controllers and shows how to best sell ideas to each.

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About the book

To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it.

In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each.

Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.


Book Details

  • EAN: 9780749449940
  • Edition: 1
  • Published: 3rd May 2007
  • Paperback
  • Dimensions: 234x156
  • 240 pages

About the Author

Robert B. Miller and Gary A. Williams are co-founders of Miller-Williams Inc which has developed patented research methods that provide accurate measurements about how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Robert Miller is one of the original co-founders of Miller-Heiman and also co-author of the best-selling New Strategic Selling.

Alden M. Hayashi is a senior editor at MIT Sloan Management Review and a former editor with Harvard Business Review.


Robert B Miller


Gary A Williams


Alden M Hayashi