The 7 Triggers to Yes: What Drives People to Make Decisions (and how to Steer Them in Your Direction)

by Russell H. Granger

Overview

Introducing 7 scientifically proven ways to masterfully apply the skill of persuasion and get the results you want

Everybody knows that the best way to persuade people to reach the “Yes” response is by using logic and reason, right? Wrong. According to the latest research in neuroscience, most people respond to emotional cues rather than rational ones. Instead of using facts and figures to persuade, you should be tapping into the brain’s internal triggers for making decisions. With the new technology of realtime brain imaging, scientists have been able to pinpoint seven of these emotional triggers.

Activating one or more of the other person’s triggers will make you a master persuader in every aspect of your life. You’ll learn how to motivate a “Yes” response from clients, coworkers, employees, and entire organizations.

Just say “YES” to success.

"7 Triggers to Yes is a great book. It's not the same old information repackaged. It contains information you can apply not only to your job but also in your everyday life, so you will forge constructive relationships, become a better leader, and create organizational change—all of which will lead to a more powerful, influential, and successful life."
—From the review by Melissa F. Thompson, project manager/instructional designer, in Training Magazine

Product Details

ISBN-13:	9780071544375
Publisher:	McGraw Hill LLC
Publication date:	12/17/2007
Pages:	240
Sales rank:	691,850
Product dimensions:	6.20(w) x 9.10(h) x 0.95(d)

About the Author

Russell H. Granger is the founder of ProEd, a training consultancy specializing in management, sales, service, and personal productivity courses. Since 1981, ProEd has created peak performance programs and multi-media workshops for a variety of organizations. With a degree in psychology, he has spent decades researching and teaching the art and science of persuasion. He speaks frequently to executives, managers, and salespeople throughout the United States, Europe, Australia, New Zealand, Singapore, Hong Kong, and India.

His website is www.seventriggers.com.

Table of Contents

The Awesome Power of Persuasion

Winners and Losers

Persuasion—Then and Now

What’s the Breakthrough

Decision Management

Persuasion Powerhouses

Triggering YES

Friendship Trigger

Authority Trigger

Consistency Trigger

Reciprocity Trigger

Contrast Trigger

Reason Why Trigger

Hope Trigger

Persuasion Goals

Persuasive Communication

Persuasive Presentations

Resolving Resistance

Getting Commitment

Wrap