CHAPTER 6… THE EMOTIONAL TRIGGERS THAT MOVE PEOPLE FORWARD

MASTERING HOW DECISIONS ARE MADE… A New Effective You.

by Dr. Dave Siefkes.

Every decision begins with emotion. You learned that in earlier chapters. But now we go deeper. There are specific emotional states that create movement. When these states are present, people lean in. They ask better questions. They picture themselves taking action. They imagine the benefits. They see themselves succeeding. Momentum starts.

When these emotional states are missing, everything slows down. Logic has no power. Facts sit unused. Opportunities are ignored. Momentum stalls. To guide decisions ethically and effectively, you must understand the emotional triggers that activate desire and reduce resistance.

There are five emotional triggers that matter more than any others.

When these five show up, people move forward.

When they are absent, people freeze.

Let’s break them down.

1. Certainty

People move when they feel sure.

Certainty is not the same as logic. Certainty is emotional confidence. It is the feeling that the path ahead is solid.

Certainty answers the internal question:

“Do I believe this will work for me?”

Certainty can come from:

Your confidence
Your clarity
A simple explanation
A relatable example
Predictability in the next steps
A trusted relationship

When someone feels uncertain, they hesitate. When they feel certain, they take action. Certainty is one of the most powerful emotional triggers because the brain equates certainty with safety.

2. Trust

Trust is the emotional foundation of every yes.

People do not move forward with people they do not trust. Trust is built through communication, consistency, understanding, tone, presence, and honesty.

Trust answers the internal question:

“Do I believe you are guiding me, not pushing me?”

There are three dimensions of trust:

Trust in you
Trust in themselves
Trust in the process

All three matter.

Trust in you opens the door.

Trust in themselves lets them walk through it.

Trust in the process makes them comfortable continuing.

When trust is present, fear shrinks. When trust is missing, fear grows. Every confident close is built on trust.

3. Desire

People say yes to what they want, not to what they need.

Need is logical. Desire is emotional. And desire is what creates momentum.

Desire answers the internal question:

“Can I see myself with this outcome?”

This is why visualization is so powerful. When someone can picture themselves experiencing the benefits, desire rises instantly. They imagine the result. They imagine the improvement. They imagine the feeling.

Desire is awakened through:

Stories
Examples
Future pacing
Clear benefits
Emotionally charged language

When desire is high, logic supports it. When desire is low, logic kills it.

4. Connection

People move when they feel understood.

Humans do not follow information. They follow connection. They follow people who see them, hear them, and understand their world.

Connection answers the internal question:

“Do I believe you get me?”

Connection is built through:

Listening
Empathy
Matching energy
Speaking their language
Referring to their goals
Respecting their fears

When someone feels connected to you, they let their guard down. Connection creates comfort, and comfort creates openness. This is one of the reasons great communicators move people without force. They make people feel understood.

5. Hope

Hope is the forward-looking emotional trigger.

Hope is the belief that tomorrow can be better than today. It is the spark that makes people willing to try, to invest, to commit, and to step into something new.

Hope answers the internal question:

“Is a better future possible for me?”

Hope is not blind optimism. It is grounded optimism. It is the confidence that the path you are offering leads to a better outcome. When someone sees no hope, they do nothing. When they see hope, they take action.

Hope turns fear into courage.

Hope turns hesitation into curiosity.

Hope turns uncertainty into possibility.

When you ignite hope, decisions become easier.

These Five Triggers Work Together

Decisions are never made by a single emotion. They are made by a combination. When certainty, trust, desire, connection, and hope are present, the emotional brain becomes aligned. The logical brain joins in and supports the decision. Everything moves smoothly.

When even one of these triggers is missing, friction appears.

A person becomes hesitant.

They ask more questions.

They pause.

They stall.

They go backward.

They lose momentum.

This is not a failure. It is feedback.

It tells you which emotional state is missing.

Once you add it, the path opens again.

In the next chapter, you will learn about the deepest motivational force of all. Identity. People make decisions based on who they believe they are. And once you understand identity decisions, you will understand why some people say yes instantly while others resist even the best opportunities.

Before we go there, hold this truth.

People move when the right emotions are present.

Your role is not to manipulate these emotions.

Your role is to awaken the ones that already align with their goals and their future.

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