presented by: deborah denure president db … · presented by: deborah denure. president. db...

© Herrmann International 2010

better results through better thinking

Influential Brainpower: Negotiating the “Yes” with Whole Brain® Thinking

Presented by:

Deborah DeNurePresidentDB Associates, LLC

2010 THINC™ WEBINAR SERIES



Today

• Learn how to use brainpower to influence

a positive response

• Gain tips and tools for negotiating a win-

win strategy

• Identify four simple principles to help move

to action and collect a YES

• Trip the “Trigger” with purpose

Poll Question



Brainpower – What would Aristotle Say?

History Repeats Itself

Neuromarketing & Triggering a YES

The Science of “YES”

A Matter of Perspective

http://www.google.com/products/catalog?q=7+triggers+to+yes&cid=660687550082880489&ei=DazUS664C6DkNMvkpecJ&sa=image&ved=0CAgQ8gIwADgA



AristotleTime Proven

Logos

Logic, Cognitive Thinking

Pathos

Emotions Motivations

Non-Cognitive Thinking

Ethos

Credibility, Knowledge,

Authority

Persuasion



Buy.ologyTruth and Lies About Why We Buy | Neuromarketing

• Where brain science and marketing meet

• Coined by Ale Smidts in 2002

• New research to capture purchasing

power

• Neuroimaging

– Measure electrical activity in the brain

• Decision Fact - 2.5 Seconds

• Coke Vs. Pepsi



Coke VS. Pepsi Challenge

• Consumers say YES

– Pleasure response or brand response.

– Taste VS. Experience

• Turn on Thinking vs. Turn on Memory

• Stimulate and Motivate



• “Brainpower”

– Amygdule, Mirror Neurons and Dopamine

• Overriding Rational Thinking

– Behavior affects the customer experience

• Leverage Virtual Realities

– Connect emotionally – spark a memory

Feed Your Wild Side



Location of amygdale in the brain (reproduced from Wikipedia under GFDL).

“AMY” is your partner in collecting a YES



Friendship

Authority

Consistency

ReciprocityContrast

Reason Why

Hope

ACTIVATE

PERSUASION

GET RESULTS

“Groundbreaking studies of the brain have revealed fascinating new data about the science of persuasion”

YES

http://www.google.com/products/catalog?q=7+triggers+to+yes&cid=660687550082880489&ei=DazUS664C6DkNMvkpecJ&sa=image&ved=0CAgQ8gIwADgA



Question Box – Yes Activators



The Future of Yes

Decode Customer Thinking

Sales and Buying Styles

Making the Case to Negotiate

YES Action Plan



Decode Customer ThinkingMeets Logic

Demands

Explores Possibility Reason

Why

Emotionally Connects

Shows Expertise

Activate

YESAoyos =Reason WHY

Logos =LogicalEthos = CreditablePathos = Motivational



Owning Positive Results

CHOICE Build Your Skills

Motivation

Points of Power

Selling Style

Taking Action



Motivational SystemsPower of an Individual

• Motivation 1.0 – Survival» Biological and instinctual

• Motivation 2.0 - Pay As Reward» Better Teams, More production, Increased loyalty

• Motivation 3.0 - Personal Performance Plan» Capacity for self-direction, to learn, create, make a better world

– 3 Elements of Motivation- Autonomy , mastery and purpose

What Powers you UP To Succeed?To Serve your clients?

Source: Drive, The Surprising Truth About What Motivates Us – Daniel H. Pink



POINTS OF POWERPosition

Title or Authority or SME

Task

Job Skill or Ability

Personal

Character or People Skills

Relationship

Friendship or Peer Understanding

Knowledge

Degree or Special Skill

Source: Self Leadership and The One Minute Manager



Selling StyleAnalyzeRationalize

"Convince"Eye on the bottom line

OrganizeMaking it happen

"Close"Eye on the details

PersonalizePlease

"Connect"Eye on customer

satisfaction

StrategizeInnovate

"Anticipate"Eye on the long

term



Buying Style

PracticalPlanned

Purposeful

Rational Factual

Analytical

EmotionalInterpersonal

Thoughtful

VisualExperimentalAesthetical



The Design

PURPOSE

What

POSSIBILITY

Why

PROCESS

How

PEOPLE

Who

Say Yes



Develop Critical Thinking SkillsD-A-C-B

Conversation, Idea, Sales Process, Proposals, Presentations etc

What?

Bottom Line View

Why?

Big Picture View

How?

Chronological View

Who?

People View


better results through better thinkingProcessThe D A C B Sales development process is a framework for accelerating a YES.

Creative Inquiry

Probe for Facts

Tell Them

Personalize

Create One Action

21


better results through better thinkingOpen Your Conversation

Include technical terminology..Describe logic of Service/Product.

Use a Factual Tone.

Demonstrate innovative nature.

Describe unique features & benefits.

Explain how it is future-oriented.

Use a conceptual tone.

Demonstrate empathy.

Describe the benefits.

Explain what will be easier.

Use a personal tone.

Describe reliability and stability.

Convey important time requirements.

Provide details & focus on their need.

Use a reassuring tone.

Link service to goal, mission, value. ©1987-

2010 H

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ann In

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2010 Profile Package

Traditional Survey

Paper Profile Results

TWO SURVEY OPTIONS

1

2

The Thinking Accelerator™

Featuring HBDIinteractive™e-Learning Simulation/On-line Results including 5 modules.



Left Side

RIGHT Side



The Whole Brain® Diagnosing

HBDIinteractive™

Scalable * LMS Compliant * Cost Effective



Accelerate the Path to Better Results

Welcome to The Thinking Accelerator™ Featuring HBDIinteractive™, a next generation learning tool for delivering Whole Brain® Thinking.

This program will blend online, classroom, webinar, telephone, chat, email, blogs and journal experiences to maximize the participant’s learning potential.

HBDIinteractive™ is an interactive simulation embedded in the Thinking Accelerator ™

application.



Measuring Personal PreferenceWelcome to Preference Island

™!



Bucket ListSales Challenges

DAY TO DAY Productivity



A Matter of Perspective



Make Your Case

STEP BY STEP Process

Build A Solution from the Customer’s Perspective



Another Perspective



Apply It–Whole Brain® Skill PracticeYES Design Process Making A Difference

D In Sync Out of Sync

A A In the Know Out of the Loop

D Motivated Unmotivated

Step Ahead In Step

32

(Possibility) D

(Purpose) A

(People) C

(Process)B



The Conversation

My View, Your View | The Fact, The Possibility



Buy.ology Truth and Lies About Why We Buy by Martin Lindstrom

The 7 Triggers to YES by Russell H. Granger

Drive The Surprising Truth About What Motivates Us by Daniel Pink

Brain Rules 12 Principles of Surviving and Thriving by John Medina

2.5 Second Decision research Resource: buy.ology - page 63

NY Times and Newsweek Articles http://www.newsweek.com/2004/03/21/pushing-the-buy-button.html(Antonio Damasio's research)

Pushing the Buy Button Written by Potay Parapiboon October 14,2009

Resource

http://www.newsweek.com/2004/03/21/pushing-the-buy-button.html







http://stanfordscientific.org/index.php?option=com_content&view=article&id=101:pushing-the-buy-button&catid=44:volume-4-issue-1&Itemid=55

http://stanfordscientific.org/index.php?option=com_content&view=article&id=101:pushing-the-buy-button&catid=44:volume-4-issue-1&Itemid=55



For Additional InformationDeborah DeNure | [email protected] | 608-345-5435 | www.dbawi.com



Questions?



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• Visit http://www.hbdi.com/Resources/Webinars.cfm to access the recorded archive of this webinar.

• Contact us at 800-432-4234 or [email protected] for additional information about Whole Brain® Thinking and the Herrmann Brain Dominance Instrument® (HBDI®).

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presented by: deborah denure president db … · presented by: deborah denure. president. db...

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