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Article: Houston Chronicle Moneymakers column.
- Article from:
- Knight Ridder/Tribune Business News
- Article date:
- October 15, 2004
CopyrightCOPYRIGHT 2004 Knight-Ridder/Tribune Business News. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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By L.M. Sixel, Houston Chronicle Knight Ridder/Tribune Business News
Oct. 15--HE KNOWS ALL ABOUT CLOSING THE DEAL: Selling is an art, and not a lot of people do it well. But they can do it better if they understand how their customers make decisions.
Robert B. Miller, co-author of "The Five Paths to Persuasion: The Art of Selling Your Message," divided customers -- who many times are executives -- into five basic styles of decision-making, ranging from those who search for the next big idea to followers.
Miller was in Houston earlier this week speaking to a group about better selling methods when he sat down over lunch with Chronicle ...