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

A groundbreaking guide to successful sales explains how to identify the various types of key decision-makers within an organization--Charismatics, Thinkers, Skeptics, Followers, and Controllers--and how to tailor a sales presentation to match each specific category.

Miller, Robert B.

Hayashi, Alden M.

Williams, Gary A.

Business & Money

Business Plus

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 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.

Management & Leadership

Two Nails, One Love

Two Nails, One Love opens in New York City with the narrator-Ethan Taniguchi, a Japanese-American gay man in his early forties-awaiting the arrival of his mother from Hawaii. The two have been estranged for more than a decade, and the reunion is fraught with past grievances bubbling to the surface. After a fateful ferry ride to the Statue of Liberty, Ethan's mother reluctantly reveals details of her shattered childhood-her family's imprisonment in a concentration camp in Arkansas in World War II, followed by a deportation to Japan, where she witnesses the atomic bombing of Hiroshima. Ethan's past is also revealed-painful memories of a forsaken career in music and a delayed coming out at the height of the AIDS epidemic. Eventually, both mother and son come to understand the complex and subtle ways that their lives are intertwined, with the past reverberating powerfully through the present.

Literature & Fiction

United States

Black Rose Writing

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Books by Hayashi, Alden M.