The 7 Triggers to Yes: The New Science Behind Influencing People's Decisions

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 brains internal triggers for making decisions. With the new technology of realtime brain imaging, scientists have been able to pinpoint seven of these emotional triggers.

These are the 7 Triggers to Yes:

1. THE FRIENDSHIP TRIGGER activates trust and agreement through bonding.
2. THE AUTHORITY TRIGGER creates a perception of expertise that activates acceptance.
3. THE CONSISTENCY TRIGGER motivates consistency with past actions.

4. THE RECIPROCITY TRIGGER taps into the rationale that when you give, you get something back.
5. THE CONTRAST TRIGGER makes your request better than other available options.

6. THE REASON WHY TRIGGER poses reasons that activate an automatic “Yes.”
7. THE HOPE TRIGGER instills positive expectations thatdeliver agreement.

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

Just say “YES” to success.

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 brains 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 persons triggers will make you a master persuader in every aspect of your life. Youll 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

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 brains 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 persons triggers will make you a master persuader in every aspect of your life. Youll learn how to motivate a “Yes” response from clients, coworkers, employees, and entire organizations.

Just say “YES” to success.

Winners and Losers

PersuasionThen and Now

Whats 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