Reality of Excuses

There are so many excuses, including:

• I'm too______
• I'm not ______ enough
• _____ is better at that
• My participation won't matter

The reality may be:

• I have other plans
• I don't want to
• I don't think that I can
• I want to be convinced

When others don't have time or interest, accepting their excuse is the best option.  However, many other excuses leave the door open for further discussion.  Opening that door can be as simple as asking, "Is there anything that I could say or do to change your mind?".

The 7 Triggers to Yes – The New Science behind Influencing People’s Decisions by Russell Granger

In his book, The 7 Triggers to Yes, Russell Granger emphasizes that people respond to emotional cues rather than rational ones.

His seven triggers to yes are:
1. Friendship trigger – likeability, trust, similar interests, dependability, fairness, compatibility, teamwork, collaboration
2. Authority trigger – authority, credibility and expertise
3. Consistency trigger – acting in a way that reflects one’s past experiences, values, feelings and perceptions - Automatic or analytic mode; Big spender or cheapskate; Joiner or loner; Social status; Risk tolerance; Peer group values
4. Reciprocity trigger – giving and receiving – physical gifts, entertainment, information, compliments
5. Contrast trigger – cost comparisons, time comparisons, energy comparisons
6. Reasons why trigger – limited time offers, exclusivity or rarity, cost
7. Hope trigger – the Revlon factory makes cosmetics and in the store they sell hope - happiness, more time, health, independence, goals and ambitions, fears, profit

He reminds us to obtain closure as 63% of all persuasive presentations end without a request for a specific action.