When you're an entrepreneur or sales person, being mentally tough is key. If you want the rewards that come from owning your own business or being on commission, you need to put up with days that can be full of rejection and disappointment. Check out a recent article posted by Psych Central that discusses the Six Stages of Mental Strength.

In any persuasive encounter, your prospect has certain expectations. And so do you! When things don't go according to expectation, people feel frustrated and are more likely to act out in anger. This is a basic pyschological response that we can leverage in our favor as persuaders. Tactfully letting our prospects know what we expect of them is a great way to get them to behave the way we want them to. This also spins off into NLP (neuro linguistic programming). Kurt and Steve discuss some of the merits of NLP and how to use them.