Is the ability to influence others an art or a science?  We would exclaim, “Yes!” In other words, it’s both... BUT,—(and that’s a BIG BUT)—we would say that those who masterfully influence others consistently make it look like an art. When we see this played out before our very own eyes, the thought that occurs is, “How do they always deliver every time?” The point is great art appears to be magical, but if you look behind the curtain, there’s nothing magical about it. To create great art, you need to be a great artist, and every great artist knows the science behind their art.                       

This book is about the science behind the art of influence. Whether you are a sales professional swaying a customer, a CEO guiding a company, a coach motivating their players, a parent guiding their child, a boss leading direct reports, or a professor imparting knowledge to students—you are a Seller. It matters not, whether you’re selling a product or service, casting a vision or presenting ideas, providing motivation and inspiration, giving guidance or teaching your views, you will always have a buyer on the receiving end. And guess what... Every seller has a certain “selling style” and every buyer has a “buying style.” Where do these styles come from?

Introducing: Temperament. When seeking to influence others, irrespective of what your role may be, or what you are selling, your temperament has everything to do with the way you influence others, and your temperament greatly impacts the way you respond to influence. When there is a match between a seller’s influence and the way a buyer responds, there you see the art of influence manifested. The aim of this book is to provide you with the science on how to maximize influence. You will learn to quickly read the temperament of your buyer and make adjustments to your approach so that you can master the art of influence.