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William Paterson University’s Center for Closely Held Business Presents Author Russell Granger, an Expert on Mastering the Art of Persuasion as a Key to Success in Business
—Seminar to be Held on Wednesday, June 3, at 1600 Valley Road, at 5:30 p.m.
Russell H. Granger, author of “The 7 Triggers to Yes: The New Science Behind Influencing People’s Decisions,” will discuss how business owners can master the art of persuasion at William Paterson University’s Center for Closely Held Business on June 3 at 5:30 p.m.
Granger will explain how his research into decision-making can help closely held and family business owners become more successful during a seminar sponsored by the Center. The event will be held from 5:30 to 9 p.m. in the University’s building at 1600 Valley Road in Wayne. Admission is $30.
Granger is an expert on the art of persuasion. His book won the Small Business Award and is available in a number of languages. He is a trainer, management consultant, speaker, and author with more than 30 years of experience in executive management for public and private companies, Granger’s primary areas of expertise are the art and science of persuasion and motivation.
His lecture will focus on how to become a persuader and how to use persuasion to help in building a business. His methodology reveals not only how to influence the decision-making process, but also how decisions determine behavior and actions.
Granger defines a trigger as “a decision shortcut your persuasion partner employs to avoid the time and pain of analytical evaluation. He recommends evaluating each of the seven triggers when you meet with the prospect and then determine the triggers that are most likely to stimulate your prospect’s decision process.” His book provides a brief synopsis of each trigger and how it applies to sales.
“Most salespeople are operating as one-trick ponies,” he says. “They have been trained to use the consultative-needs-benefits sales approach. What they have been using is one small element of one trigger. Why use one, when you can go seven times?”
William Paterson’s Center for Closely Held Business is developed by and for successful closely held and family business leaders, and it draws on the strengths of the University’s Cotsakos College of Business (accredited by the prestigious AACSB) which includes faculty expertise, research, and training capabilities and innovative initiatives, the William Paterson University Small Business Development Center, the College’s world-class facilities, and the Russ Berrie Institute for Professional Sales.
For more information, call 973-720-2615 or visit www.wpuj.edu/closelyheld
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May 13 , 2009
www.wpunj.edu
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