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.
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.