Get Quick Easy Agreement
By Russell Granger
Want outstanding success in business
and in life? You’ll achieve your goals when you can influence
others to agree with you and act on your requests. Any
requests. Successful people get things done with and through
others. They get decisions and results with one skill: the power
of persuasion. Persuaders rule. They always have, they always
will. They have enormous power. They accomplish their wildest
dreams for wealth, power and influence. Your challenge: Become a
Okay. So persuasion is critical to
success. What do we know today about persuasion that we didn’t know
before? What can you learn that will change your life for the
better? What’s new and different?
What’s New And Different? The
difference is simple, dramatic and exciting. With new, live, real
time brain-imaging technology, we know definitively how the brain
really processes information. We finally know how to influence
other’s decisions and actions. And we’ve been doing it wrong for
2,500 years, since Aristotle wrote that the best route to persuasion
is through reason, logic and rational input.
Top neurologist, Dr. Richard Restak,
author of the book and PBS series “The Secret Life of the Brain”
put the lie to that long-held belief stating: “We are not
thinking machines; we are feeling machines that think.” Restak
adds, “Your brain is not a logic machine. Emotions and
feelings about something occur before you’ve made any attempt
at conscious evaluation.”
Logic And Reason Do Not Persuade:
Logic and reason do not persuade! Why not? Because we react
more effectively to emotional input rather than logic and reason.
From birth we each build a database, an internal self-guidance
system triggered by emotions. To successfully, easily persuade you
simply activate the other person’s emotional triggers, his or her
internal self-guidance system.
With live brain technology we can
pinpoint seven triggers others universally employ to help them make
quick, automatic decisions. Decisions that are right for them.
The Friendship Trigger: Of the
seven key triggers, the Friendship Trigger is both critical and a
prerequisite for activating the other triggers. Since birth, the
emotional part of our brain has stored data for the friendship
trigger. Infants bond with whomever cares for them. Bonding creates
trust and liking. We are emotionally hard wired to respond quickly
and favorably to those we like, trust and are similar to us.
The secret to successfully activating
the other person’s friendship decision trigger is, well, to be a
friend. How do we do that? We must share common interests, common
feelings and common bonds. When we share common interests, we
become friends, we activate the trigger. The great news is that
activating the friendship trigger is easy – very easy.
Does the friendship trigger work? Bill,
a sales rep, needed a critical operation and wanted the world’s best
surgeon. Problem: The surgeon took few new patients and would only
operate on perfect candidates. Bill didn’t fit his mold. The doctor
was a real curmudgeon, and as Chairman of the College of Physicians
and Surgeons at one of the worlds top hospitals, a very busy guy.
Bill was told to be brief, quick and deal only with the data and
facts – no small talk.
Bill violated all he was told.
Entering the office Bill asked, “So doc, what do you like to do
when you are not working so hard?” The rather surprised doctor
glared at Bill for a long minute, and then motioned him around to
his side of his desk. He said, “I love blue water sailboat
racing.” He logged into his yacht club’s Web site where his 65-foot
ocean racer was featured with all his racing credits.
Now Bill is not a sail enthusiast, but
he is a boater. They talked about the pleasures of boating. They
bonded. They became friends. At each meeting Bill asked, “What’s
new for the yacht? He regaled Bill with new GPS equipment, new
Kevlar sails and racing stories. Wow! They’re friends.
By activating just one internal
trigger, Bill persuaded the world’s top surgeon to operate on him.
And thanks to that trigger, Bill is alive today. Is the friendship
trigger powerful? Bet on it!
How do you activate this incredible
trigger? How can you make it produce the decisions and actions you
want? Let’s check out seven elements of one trigger. Ask about any
of the following:
Leisure Time: How Do You
Spend It?: “What do you like to do when you’re not working so hard?
An easy way to get her talking about what interests her. Tie in
anything you can to match, or at least show interest in that
subject. Anyone who shares the same interests is a friend.
Business: How did you get
started in this business? How did you become so good at what you
do? Any questions relating to his or her business background will
delight your persuasion partner
Background: “Where are
you from originally?” What brought you here? Simple questions can
open a dialogue that goes on and on.
Sports: If they’re into
it, go for it! Fans love talking about their teams and heroes. Ask
questions and let them roll!
Kids: If they have them,
they love to talk about them. You are a friend for asking.
Friends of friends are friends. Mutual acquaintances are great
topics for friendly discussions.
Appreciation, Praise: Appreciation and praise from others is a
key human motivator. Find something you can give thanks or
appreciation for, and then do it! Show approval for any action or
These are but seven of the infinite
ways to be a friend, to activate the friendship trigger. Liking is
a prerequisite for emotional triggers to be activated. We all
prefer to deal with people we believe to be like us.
We all crave the power to get things
done. The power to get the decisions and actions we want. Power is
nothing without the power to influence. That power is in your
hands. Wisely apply that power and you will achieve your destiny,
wealth, power, influence, and a successful, happy life.
Read other articles and learn more
about Russ Granger.
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