Description: No matter what you do, you are in sales in some way. The word, "sales" or "selling" brings up negative connotations for many people. It may be helpful to think of it as "influence". Whether you're a sales professional, coach, consultant or executive - there are key stakeholders in your world you need to influence. To persuade successfully and non-manipulatively, it's important to understand five key principles of influence. Principle #3 is covered here.

Description: This article addresses targeting the right audience for your product or service.

Description: This paper is on the fear of rejection when prospecting, which is one of the biggest obstacles for consultants when it comes to developing business and getting clients.

Description: To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. In this four-part series, I’ll be covering these five principles that are based on human psychology and behavior. Let’s look at the first two now.

Description: This article provides steps to clarify conversations to ensure greater success, fulfillment and satisfying business relationships.

Description: Principle #4: People make buying decisions based on emotion and justify these decisions with logic. To be influential, we need to take into account both logic and emotion. Of the two, emotion is a much more powerful motivating force. Unfortunately, too many people ignore the emotional component and focus solely on logic - neglecting what compels people to buy.

Description: This article will be looking at key leadership principles which help in understanding how someone responds at different levels of tension. The article identifies the five levels of tension and the accompanying physical, tonal and verbal cues. These principles are from the ChangeWorks and MasterStream systems developed by T. Falcon Napier.

Description: Feature article describing how to give a good oral presentation.