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Healthcare Sales: Diagnosing Doctors’ Decisions

Evidence that a doctor’s diagnosis is influenced by emotional factors may be bad news for misbehaving patients but it’s good news for healthcare sales reps.

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Reagan’s Power of Persuasion

Ronald Reagan’s handling of Mikhail Gorbachev at their first meeting in Geneva is by now the stuff of legend. A look back reveals how brilliantly the president used a key persuasion trigger.

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Account Leaders: How to Persuade for Performance

Account team leaders can motivate momentum with some of the same approaches they use with customers, plus trust built through social capital.

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