Description: The author discusses lessons and strategies he learned about selling from having a painful toothache.

Description: This article discusses how your leadership style should vary depending on the person you are leading, the situation and goal. 4 syles of leadership are discussed.

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: 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.