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 Purpose:
You only THINK you know why people do what they do. Research has shown
that there is much more than meets the eye when it comes to how people
make decisions. Everyone is in the business of people. Employers,
salesmen, marketing professionals, healthcare providers, EVERYONE is in
the business of reading the wants and needs of other people. They must
influence others to accept recommendations, buy products and services, pay
bills and, sometimes, just show up.
Mind Games
is a keynote presentation on understanding the decision making
processes of OTHERS. It will reveal how emotions and logic interplay with
values to know what people REALLY want and REALLY need then creating a
strategy to affect those decisions in your favor. It will lay the
groundwork for every human contact in a very entertaining and informative
way.
Benefits:
This program is about PEOPLE. Participants will learn how the mind works
based upon the most recent research on human motivation, mind-mapping,
brain architecture, and logic:
- Understanding Superficial and Subliminal "Assumptive Bedrocks"
- Formulation of "Value Maps" of prospects
- Recognizing the use of "Somatic Markers" as it relates to
preference selection
- Eliminate wasted effort and increase success of sales and
persuasion
The
presentation is practical, useable and down-to-earth. And, frankly,
down-right funny. People are NOT all the same and are NOT going to react
to similar stimuli equally. We also know that sometimes the prospect is
only going to be motivated after understanding their "lexicon of
communication." But one should not assume that the prospect is in
command of their own reasoning process. They often want to be sold and
persuaded but cannot allow it unless and until their VALUES are
understood and the benefits and objections revealed through past
interactions (somatic markers) are evaluated.
The Presenter:
Scott McDonald is a
marketing professional. He founded Scott McDonald & Associates in 1986
to meet the research and marketing needs of small business and industries.
To date, Scott McDonald & Associates is one of the largest vendors of
demographic analysis to professional practices in the United States. Scott
has lectured widely throughout the US for national, state, and regional
associations and businesses. His speaking style is considered "highly
entertaining while giving a clear presentation of interesting facts."
To hire Scott for your next meeting or event, send an email to: scott@scottmcdonald.org
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