Change minds and change your world.
What is it that makes people take an interest, buy a product, sign an agreement, support a cause? What is it that actually motivates people to make a decision?
In the fourth century BCE Aristotle said, “Reason and logic are the best routes to persuasion,” and most people have followed that prescription for over 2000 years. There’s only one problem:
ARISTOTLE WAS WRONG.
If you’re using only logic, reason, and intelligence, you’re missing the boat on what really influences people.
The intellect has been the focus of psychology and education since the time of Aristotle. Only now in the 21st century has neuroscience and brain research revealed the enormous importance of the emotional brain.
Emotional triggers have been on the radar of researchers, psychologists, scientists and educators for over two decades. But it’s only recently that we’ve been able to prove such an enormous dependence on the emotional parts of the brain even for seemingly rational mental tasks – tasks like
How do we know we’ve had the wrong assumptions about influence and persuasion for over 2000 years? Three words:
LIVE BRAIN IMAGING
When we were finally able to see where various mental tasks reside in the brain, the results were nothing short of astonishing. Scientists discovered that for even the most calculated decisions, the part of the brain showing the most activity was not in the intellectual, higher-functioning region (the pre-frontal cortex), but in the most primal, emotional center called the amygdala [uh–mig-duh-luh].
And not only was the emotional brain almost entirely responsible for our decisions, it was also shown to be the controlling taskmaster for the logical brain.
Emotions guide the intellect. It’s not an option. It’s science.
What if we could tap into that part of the brain that is really responsible for making decisions? What if we could get attention, gain agreement, sell our ideas by appealing directly to central control, the emotional brain?
The brain has an internal self-guidance system triggered primarily by feelings and emotions – not by facts or logic.
Understand what these triggers are, why they work, and how to activate them in others, and become a genuine influencer. A catalyst. A game changer.
How will you wield your influence?
Be a force for good in the world.
Lead a great enterprise to victory.
Create prosperity for you and yours.
Trigger Your Way to the Top.
Individuals and organizations from across the industry spectrum are seeing tremendous results using the insights and tools from The 7 Triggers to Yes.
You can, too.
Print, Kindle, audio, and e-books provide a detailed investigation of influence, persuasion, and the real reasons behind human decision-making. Scientific inquiry makes an iron-clad case for the awesome power of the emotional trigger.
Combine online learning with on-site workshops to align with today’s blended learning environments. 7 Triggers courses come to life with multimedia components, interactive exercises, and behavior modeling activities.
A critical innovation in The 7 Triggers to Yes is the conversion of theory to practical application by way of simple yet powerful mechanisms like forms, charts, and checklists on paper, in device apps, or as CRM extensions.
7 Triggers devotees have become active in online communities on popular social media channels. Real-world experiences, scenarios, and case studies accompany multiple sources of guidance and advice on the Triggers.
Between people, among teams, across markets.
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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.
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.