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(Tiny Steps) What Dr Fogg Knows about February
I think you will find the WSJ article “On the Journey to New Habits” from Dr Fogg (yup, real name) Founder and Director of the Behavior Design Lab at Stanford University to be incredibly timely (welcome to the New Year), strategic (the importance of “habits” and “prods”) and simple—
“Chunk your Ask…” (This Week.)
Use Brain Science to GET TO YES FASTER®
Because the Brain is Predictable.
People often choose SAFE over RISKY.
and large commitments imply RISK.
Instead of asking for something big
break the ask up into a series
of smaller commitments.
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| YESCALATE® Tip # 2 BREAK IT UP |
An Admission. (The Science behind “Great News!”)
You can use Brain Science to GET TO YES FASTER®
But first, an admission:
I love Salesmen.
The True Professional– man or woman.
Yeah, I said it.
I always have.
(Deep down inside so do you.)
I love it when they say “I got Great News for you!”
Because I know it’s evidence that they’ve done the work.
And I know they care.
They’re excited. They’re confident.
They can see the “win” that’s in it for me– the WIIFM.
They know the Outcome is going to be GOOD for me.
And I feel it coming off of them.
Those are Victory Chemicals.
And we want some of that.
They are Difference Makers. Truth Tellers.
They are Order-Makers. Not Order-Takers.
And when they’ve done the work in preparation,
when they can see the Solutions to our Problems
they confidently proclaim
“I got GREAT NEWS for you!”
“Say it together: NO SURPRISES.” (This Week.)
You can use Brain Science to GET TO YES FASTER®
Because the Brain is Predictable.
Last week we focused on the fact that
Deadlines and Limited Numbers
trigger the brain.
(click to read all articles)
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| “You know what to expect.” CONSISTENT. NO SURPRISES. |
What does that famous McDonald’s sign really say?
It says: NO SURPRISES.
It says: “You know what to expect.”
That’s what your clients want from you.
That’s what your employees want as well.
“It’s BS without BECAUSE…” (This Week.)
Use Brain Science to GET TO YES FASTER®
Because the Brain is Predictable.
YESCALATE® Tip # 8 The Fastest Brain Trigger “SUPPLY”
Last week we focused on the fact that
compliments release dopamine in the brain.
And I suggested you look for opportunities
to say “You Made a Smart Decision…”
And that Limited Numbers, Deadlines and Penalties
can trigger people in a negative way if we
don’t give the reason for them.
Remember my phrase:
It’s “BS” if there’s no “BECAUSE”.
“You made a Smart Decision…” (This Week.)
Use Brain Science to GET TO YES FASTER®
Because the Brain is Predictable.
Last week we focused on
“Eliminating one thing…
because a thing in Motion…
stays in Motion.”
And one of the shortcuts people use
to decide who they like
is whether that person likes them…
We show we like someone
by paying a compliment.
Compliments release DOPAMINE in the Brain.
(And that feels GOOD.)
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| YESCALATE® Quick Tip # 5 I LIKE YOU |
Ask your Team to start their Client interactions this week
with the simple complimentary phrase
“You made a Smart Decision…”
“Can you Eliminate ONE thing?”….This Week.
You can use Brain Science to GET TO YES FASTER®
Because the Brain is Predictable.
Last week we focused on asking
“Do you have a pen handy?
Because we know that handwriting IMPRINTS the brain.
And “A Thing in Motion STAYS in Motion.”
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| YESCALATE® Tip # 3 ELIMINATE ONE THING |
“Do You have a Pen and Paper?”….This Week.
Use Brain Science to GET TO YES FASTER® this week.
Handwriting IMPRINTS the brain.
A Thing in Motion STAYS in Motion.
Commitment IN WRITING are up to
200% more likely for people to follow up on.
Small commitments get people moving
faster than larger commitments.
Because the Brain is Predictable.
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| YESCALATE® Tip # 17 “A Thing in Motion…?” |
“There are TWO Moments of Power”….This Week.
“You have TWO Moments of Power in any interaction…
…the brain sparks at the Beginning and the End.”
Because the Brain is Predictable.
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| YESCALATE® Tip # 4 FIRST THING YOU SAY |