Discussing the Book of the Month

July 2004 - The 5 Paths to Persuasion: The Art of Selling Your Message

Few presenters (either salespeople or managers) consider the importance of a client's mind-set -- and tailor their presentations specifically to them. Every decision maker falls into one of five distinct categories: charismatics, thinkers, skeptics, followers, or controllers. Decoding your prospect is the critical first step in getting to yes.

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Discussion Questions

1. Of the five categories, which one best describes yourself? Your boss? Your best customer?
2. Can you think of a presentation that might have had a different outcome had you given more consideration to the major players' personalities? Why?
3. Discuss strategies for better determining how a customer wants to receive information. How can you tailor your interactions based on that knowledge?
4. Do you think using the five paths in dealing with your team and your coworkers can help you in your daily interactions with them? How?