How to deal confidentally and successfully with people and situations that make you uncomfortable.

It's easy to avoid situations that make you uncomfortable, whether it's asking for the money that's way overdue, confronting an upset client or prospect, or any other situation that you'd rather avoid. The key to success is to first acknowledge the emotional - or right brain - component of the communication by using what I call "bridging statements" such as these: "I don't blame you for saying that", "I wish we could do it that way", "Obviously, you have a good reason why you feel that way", and many others. These statements help to reduce or eliminate the emotional impediments so that the left brain - the logical, rational part of both your and the other person's brain can come to terms with the reality of the situation, which is a lot better than continuing to avoid it.