To succeed in today's very real world of tough decision makers, how you say something can actually be more important than what you say. Miller Heiman research conducted with more than 1,700 key business executives over a two-year period by Robert Miller, author of Strategic Selling® and Conceptual Selling®, shows that decision makers can be placed into five distinct categories: Charismatics, Thinkers, Skeptics, Followers, and Controllers. Once the decision-making category is determined, presentations can be tailored to the way the executive is most receptive to receiving information. You'll learn how to identify decision-making styles, and develop effective strategies that will make you more effective at selling to executive decision makers.

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