Description
The 7 Triggers to Yes for Sales is a powerful, breakthrough persuasion 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.
Audience
Sales professionals wanting to learn persuasion and trigger techniques.
Prerequisites
None.
Duration
1 Day
Course outline
1. Introduction
2. Workshop
- The Friendship Trigger
- The Authority Trigger
- The consistency Trigger
- The Reciprocity Trigger
- The Contrast Trigger
- The Reason Why Trigger
- The Hope Trigger
3. The Awesome Power of Persuasion
- What is Persuasion?
- Building Blocks
- Decision Making – Analytical vs. Automatic
- Appealing to Logic
- Decision Making Process
- Trigger Definition
- Review and Reference
- Definition of Terms
4. The Friendship Trigger
- Triggering Positive Feelings
- Common Interests
- Friendship Trigger Elements
- Review and Reference
5. The Authority Trigger
- Authority Trigger Elements
- Review and Reference
6. The Consistency Trigger
- Consistency Trigger Elements
- Review and Reference
7. The Reciprocity Trigger
- Reciprocity Trigger Elements
- Review and Reference
8. The Contrast Trigger
- Contrast Trigger Elements
- Review and Reference
9. The Reason Why Trigger
- Reason Why Trigger Elements
- Review and Reference
10. The Hope Trigger
- Hope Trigger Elements
- Review and Reference
11. Persuasion Targets
- Creating Complete Goals
- Restating Complete Goals
- Review and Reference
- Definition of Terms
12. Communication
- Questioning Techniques
- Review and Reference
- Definition of Terms
13. Persuasive Presentations
- Review and Reference
- Trigger Application Worksheet
- Sample Presentation Framework
14. Resolving Resistance
- Objection Categories
- Objection Handling Process
- Review and Reference
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