General Course
Description
 The 7 Triggers to Yes is a powerful, breakthrough training program enabling people to quickly persuade “YES” decisions, to get commitment, compliance and results from others. We can effectively influence other’s decisions only when we understand how others make decisions. Based on the exciting new science of live brain imaging, we know, for the first time, how the brain processes decision requests.
This breakthrough knowledge precipitated the recent inclusion of persuasion training in virtually every graduate business school and MBA curriculum.
With our user-friendly leader’s materials, your own staff easily facilitates this groundbreaking enhancement to experience and prior training.
The course has three elements to insure optimal learning:
PRE-WORK: Participants individually select their own Current Persuasion Opportunity (CPO) for the ultimate customization of real world skill application. Application of skills to a real world CPO accelerates understanding and creates longer skill retention.
WORKSHOP: Participants experience a coordinated blend of highly interactive class discussions, focus group and workbook activities and role-plays. PowerPoint slides and video clips add essential material.
ACTION PLAN: Action Plan: During the course, participants apply learned skills to their own CPO—their real world situation. When they return to work, they have a plan to hit the ground running!
WHAT'S IN THE WORKSHOP?
The One-Day Workshop includes these thought-provoking units:
INTRODUCTION
Persuasion is arguably the single most important business tool, yet few understand persuasion or use it effectively. In this unit, participants will:
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Define and record their CPO – Current Persuasion Opportunity.
- Discover the benefits of skilled persuasion.
- Gain an understanding of the brain’s decision making process.
THE AWESOME POWER OF PERSUASION
Persuaders rule. They always have. They always will. Leaders, advertisers, marketers, salespeople—all of us—have been using hit or miss emotional appeals for years. But hit or miss, trial and error approaches to activating emotional triggers are ineffective and inefficient. The 7 Triggers to YES makes your staff consciously competent with new scientifically documented data on how the brain processes decision making information. Applying new scientific discoveries, we can now successfully lead others to a shared conclusion.
- This unit explores:
- The process of persuasion for leading others to a shared solution and desired action.
- Analytical vs Emotional Decisions.
- The twin horses of the mind: reason and emotion.
- How to work with people rather than against them.
- The Building Blocks of Persuasion.
- How to effectively influence others’ decisions by understanding how they process decision-making information.
- Triggers, the decision shortcuts that help us make quick, correct decisions.
THE 7 TRIGGERS TO YES
We finally know definitively that the brain is hard-wired to take mental shortcuts whenever we make decisions. Internal mechanisms—triggers—help us quickly assimilate information and take the right next step. Those who understand how triggers work have enormous power to help others make easy, quick decisions. In each of these 7 critical trigger units, participants will learn:
- What triggers we each universally employ to shortcut the decision process.
- How to evaluate potential triggers for each situation.
- How to apply each trigger.
- The most important elements of each trigger.
- How to help others quickly make decisions that are right for them.
- To apply elements of each trigger to their CPO.
The 7 Trigger units are:
THE FRIENDSHIP TRIGGER
Trust, friendship and common bonds are a key trigger. This trigger forms the basis for other triggers to be effective. The many key facets to this trigger are explored.
THE AUTHORITY TRIGGER
By effectively showing credibility, knowledge, and authority, you reduce the risk inherent in most decisions. Like Friendship, the Authority Trigger is a critical stand-alone trigger as well as a precursor for other triggers to be activated.
THE CONSISTENCY TRIGGER
We are slaves to consistency. The brain maintains a database of prior actions and feelings. The newly discovered chemical and biological brain flows urge us to be consistent with this archive. When we learn what others are consistent with, we can frame our request accordingly.
THE RECIPROCITY TRIGGER
This is the well documented, universal psychological requirement for quid pro quo. Every human society employs this trigger, and scientists now believe society as we know it exists principally because of this powerful internal trigger.
THE CONTRAST TRIGGER
In the real world of the brain, objective values simply don’t matter—perceptions rule. Perceptions are based on “where we were - where we are now,” which scientists call the “adaptation level.” Setting the right adaptation level, and the specific order in which we present options and choices, creates the right perceptions to activate this trigger.
THE REASON WHY TRIGGER
Scientific studies create and validate the Reason Why Trigger. Ask without a reason, get turned down. Provide a reason for acting, and you persuade compliance. Why? Because a specific emotional element in the brain accepts what it considers to be a valid reason and acts immediately rather than sending the reason, and the request, to the thinking part of the brain.
THE HOPE TRIGGER
Hope is the strongest motivator of all human activity. We hope for happiness, for what we want, we hope to avoid what we fear. Hope is a fundamental powerhouse trigger that controls our decisions and actions. It is unmatched in persuasive ability. Learn what others hope for, and it’s fascinatingly easy to frame requests to activate this essential trigger.
The course presents the elements of each trigger, shows how activate each trigger, how to apply individual triggers and trigger combinations. We provide a process for determining which triggers will be most easily activated in each persuasion encounter.
PERSUASION TARGETS
To successfully persuade others we need specific persuasion goals. In this unit, participants will:
- Learn the single critical element that determines success or failure.
- Be able to apply the Four-Step Goal-Setting Process to measurable persuasion goals.
- Learn how action-oriented goals can make achieving YES! easier.
- Learn to avoid the “someday syndrome” for achieving goals.
- Rewrite their CPO using the four-step goal process.
PERSUASIVE COMMUNICATION
Persuasion result is totally dependent on the quality of communication. The best skills are worthless without the ability to properly communicate your requests. In this unit, participants will learn:
- The definition of true communication—it’s not what most think!
- How and when to identify values and decision-making criteria.
- How to formulate questions to uncover needs, wants and goals.
- How the right questions guide the persuasion process.
- How to actively listen rather than waiting to speak.
- How to understand others—and be understood!
- To apply communication & questioning skills to their CPO.
PERSUASIVE PRESENTATIONS
New persuasion skills breathe vibrant life into stale, old style logic and reason oriented presentations. Even the needs/benefit approach is now expanded exponentially. In this unit, participants will gain the ability to:
- Frame, organize & prepare presentations leading to successful persuasion results.
- Make the best opening statement.
- Determine which trigger information will make the most impact.
- Frame the presentation using carefully selected triggers.
- Deliver persuasive, well organized interactive presentations that lead to desired decisions and actions.
- Apply relevant triggers information to their CPO presentation.
RESOLVING RESISTANCE
Skilled persuaders easily turn resistance into golden opportunities. In this unit participants will:
- Learn how to recognize and disarm resistance.
- Know how to properly react to resistance.
- Learn how to respond to objections with the Four-Step Process.
- List several objections they might get to their CPO request.
CLOSURE
Armed with solid persuasion skills, closure comes naturally! In this unit, participants will learn to get that final YES! by discovering:
- How to determine the right time to close.
- How to use key persuasion triggers to get commitment – that final YES.
- How to apply different closing methods.
- How to close every single encounter!
- How to achieve successful closure for their CPO.
Do you want to learn more? Request
More Information
We have a wealth of additional information about gaining commitment, about The 7 Triggers to YES, how they work and how they will benefit you and your organization. This exciting, breakthrough science will improve every aspect of business activity.
Contact us today by phone, e-mail or fax. We’ll provide the information you need including specific training for specific jobs. More importantly, we’ll help your staff produce better bottom line profit!
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