delivering results

Despite any posturing to the contrary, business decisions are swayed by emotion. When this emotional dynamic is identified and acknowledged, it changes the way organizations must go about understanding their customers.

Emotional trigger research helps companies:

• Acquire unanticipated insights by encouraging customers to share personal stories
• Achieve an unbiased perspective by eliminating the influence of “inside-out thinking”
• Uncover the hidden reasons that drive customer sales

Unlike traditional methodologies, emotional trigger research employs an indirect approach that disarms customers with unexpected and provocative questions. It demonstrates how to go beyond the obvious and capitalize on the unexpected.

Emotional trigger research pairs thought-provoking, open-ended questions with intuitive listening and close observation of body language to open a psychological window into your customers’ deeply held values, beliefs, and experiences. The insights uncovered provide the hard edges to vague or distorted “answers” that typically result from more conventional research. These hard edges are the insights that give companies the actionable intelligence they need to solve complex problems.

Emotional trigger research interviews are characterized by:

• Provocative and disarming open-ended questions
• Intuitive listening
• One-on-one conversations
• In-depth, hour-long sessions
• In-person meetings

Interviews are conducted by business-savvy professionals whose high-level executive experience ensures that what they hear is appropriately translated into actions that make a difference.

Linda and Michelle conduct workshops, lead seminars on the elements of emotional trigger research and are also available for speaking engagements.