Imagine if you could have anything you wanted. Would you believe me if I told you that you can – all you have to do is persuade someone to give it to you. You see, we each have an emotion based internal navigation system helping us to get to the right decisions, easily, quickly, automatically. And to make our decisions, we employ these emotional triggers. Activate another’s emotional triggers – and get the decisions and results you seek.
Russell H. Granger, Author of “The 7 Triggers to Yes” and President of ProEd Corp., is our featured guest in this Episode of The Small Business Trends Radio. Russell joins us to teach us how to activate the emotional triggers in others to get your desired results.
Here’s a sampling from the show:
- In the 4th century BCE — Aristotle wrote 3 volumns on persuasion and ultimately concluded that logic, reason and cognitive thought were the best route to persuasion – but that it is a human failing that we are actually more persuaded by emotion. And modern science now supports that with the discovery of the amygdala.
- The amygdala — is the brain’s emotional trigger point – a small almond shaped structure. Activate it and you get the decision you seek. The emotion based request for a decision triggers a sub-conscious emotional memory, and you get a quick, automatic “gut feeling” for the right way to go. Make a request based on logic and reason, and the amygdala sends the info to the cerebral cortex for lengthy, literally painful cognitive evaluation and a suspended state of indecision. If a potential prospect says, “I have to think about it” – you’ve appealed to them too logically.
- The friendship trigger — is the most important of these because we bond with those who share common interests. Russell shares a personal example of the friendship trigger in use during the interview and is literally alive today due to the fact that he employed this trigger.
For additional information, please read this review of Russell’s book “The Seven Triggers To Yes” and learn how you can utilize the concept activating emotional triggers to get the results you seek now by listening to Russell’s full interview by clicking the red and yellow player below.
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