Welcome to the 7 Triggers Blog!

Susan Sobbott, President of American Express OPEN, values the persuasive Friendship Trigger very clearly, stating, “Businesses everywhere recognize the need to maximize the potential of their greatest asset—THEIR EMPLOYEES.” She adds that top companies “have found innovative ways to keep their employees engaged and satisfied.” You maximize employee productivity by activating the Friendship Trigger. Friendship creates bonding, trust, and productivity. When you bond with employees, create the right environment, they will do anything for you.

Danny Meyer puts a fine point on the persuasive elements of employee bonding and friendship. Meyer owns thirteen high-end New York restaurants, and states, “A productive day for me is much more about human transactions than it is about technical accomplishments. It’s looking people in the eye and connecting with them in a way they feel seen.”

Do your clients, employees, associates feel connected with you? Do they feel “seen?” Do you know and record relevant information about every one of them? Are you employing the Friendship Trigger to reach their emotional decision and action motivators? Create trust and great relationships by bonding with all your contacts and your productivity will soar.

The secret to getting results with the amygdala’s Reciprocity Trigger is simple. When you give, you get. Reciprocity is a powerful emotional trigger. It works like a charm with consistent predictable results. Social scientists determine that every culture and every society shares the trigger of reciprocity. Some believe reciprocity is built into our emotional system to maintain the human species. Before cash, the practice of “I give you something, you give me something else” fostered the growth of human existence. Giving, paying back, and bartering were the way of life.

Giving and getting is a cash preservation tool for today’s business owner and manager. Bartering is a huge business. According to Fortune Small Business magazine, “It can help move unsold inventory, put idle staff to work, it can drive new cash business.”  Bob Meyer, publisher of Barter News, estimates that one million entrepreneurs are involved in barter exchanges totaling $10 billion in value. Many businesses give goods and services in return for internet service. The internet itself is a give-and-get facility. In 1980, there were 40 barter exchanges; on the internet today there are 500.

Can you activate the Reciprocity Trigger in your business? Why not? You can offer anything of value in return for work and goods you want. Reciprocity was once the currency of life, and the concept is as valid today as ever.

How have you used the reciprocity trigger or seen it work for others?

“A prudent question is one half of wisdom.” – Francis Bacon

How much easier would selling be if you could really see things through your customer’s eyes? Here’s how the pros do exactly that. It’s a process called Value Profiling and like many effective techniques, it is not complicated (most salespeople just don’t know it or don’t do it).

SKILL TARGET: Find out what your prospect wants, and emphasize those features and benefits which meet their criteria.

It sounds simple, but the steps in the process are critical: Read more…

Most people think a great idea, a great product coupled with a well reasoned logical presentation will produce the reaction they want. Nothing could be further from the truth!

The world’s most creative and important products, inventions, and solutions were nothing more than ideas until someone persuaded someone else to do something. Great persuaders bring ideas to life. Persuaders make things happen.

The greatest historical achievements ever created are the results of persuasion. The empire builders, the Caesars and Napoleons, won by persuading others to follow. Cities and civilizations were built with persuasion. Columbus persuaded Queen Isabella that he could reach the East, India, by sailing west; then persuaded her to finance his ships. Slave Frederick Douglass wrote, “If I can persuade, I can move the universe.” He persuaded Lincoln to issue the Emancipation Proclamation. JFK persuaded Congress and the American public to support and fund a plan to put an American on the moon.

But what happens when people can’t persuade?

Read more…

The most successful people in the world are those who can get things done with and through others. By applying new scientific breakthroughs, it’s easier than ever to get “Yes!” decisions and actions.

Before persuading others to say “Yes!” let’s take a quick look at our own decision process. Only when we understand how the brain makes decisions can we successfully influence others’ decisions

Life’s Challenges

Let’s face it, life is a challenge. From the minute our eyes pop open in the morning until they close exhausted at night we deal with an avalanche of decisions. Get out of bed now or snooze? What to wear? What for breakfast – stick to the diet or enjoy? Which route to work? Stop for gas now or on the way home? Listen to the news or some new music? Which music?

Read more…