How to "Persuade" Others to Take Action As Their BEST SELF
Eben Pagan reveals his unified 'Inspire Formula' that combines 15 different sales, marketing, and coaching models into one powerful approach. He teaches the three-step Achieve-Avoid-Act framework for getting people to take challenging action by first identifying their biggest motivators.
Teachings 4
The Inspire Formula integrates 15 different sales, marketing, persuasion, coaching, and communication models into one unified approach for getting people to take challenging action
Eben specifically states he 'put together 15 different sales marketing persuasion coaching communication models into this one' and describes it as 'the best I could do to simplify how I see coaching and also how I see sales'
The Achieve-Avoid-Act framework works by first getting clients to identify what they want to achieve (vision, goals, desires), then what they want to avoid (nightmares, fears, problems), and finally their next action step
Eben breaks down the three specific components: 'first step is getting what they want to achieve their Vision their want their desire their goal', 'second is what they want to avoid their nightmare their danger Their Fear their problem', and 'number three is the action step'
Using the client's exact words and phrases back to them is far more persuasive than using your own language, and coaches should write down specific client language to repeat back
Eben explicitly states 'listen to the specific words and phrases that your client is using and I recommend to write them down' and 'their words and phrases are going to be far more persuasive than your words and phrases'
The foundation of effective coaching and sales is aligning with the client's biggest motivators before attempting to get them to take challenging action
Eben states 'the essence of this model is that in order to get someone to do something that will probably be challenging for them to do what we first want to do is get them to identify their biggest motivators so that we can align with those motivators'
Quotable Moments 2
“their words and phrases are going to be far more persuasive than your words and phrases”
— Eben Pagan“in order to get someone to do something that will probably be challenging for them to do what we first want to do is get them to identify their biggest motivators so that we can align with those motivators”
— Eben Pagan
How to Use the Achieve-Avoid-Act Framework
A three-step process for aligning with client motivators to inspire challenging action
- 1
Identify what they want to achieve
Get them to express their vision, wants, desires, goals, or what they want to manifest in the world
- 2
Identify what they want to avoid
Understand their nightmare scenarios, dangers, fears, or problems they want to prevent or keep out of their life
- 3
Determine the next action step
Help them identify their specific next action step while listening to and writing down their exact words and phrases to use back with them
Questions Answered
What is the Inspire Formula by Eben Pagan
“I've put together 15 different sales marketing persuasion coaching communication models into this one it's the best I could do to simplify how I see coaching and also how I see sales”
— Eben Pagan
The Inspire Formula is Eben Pagan's unified approach that combines 15 different sales, marketing, persuasion, coaching, and communication models. It uses the Achieve-Avoid-Act framework to help people take challenging action by identifying their goals, fears, and next steps.
How does the Achieve Avoid Act framework work
“the first step is getting what they want to achieve their Vision their want their desire their goal their toward the thing that they want to make in this world or manifest or have come true or real second is what they want to avoid their nightmare their danger Their Fear their problem”
— Eben Pagan▶ 0:30
The Achieve-Avoid-Act framework has three steps: First, identify what they want to achieve (vision, goals, desires). Second, identify what they want to avoid (nightmares, fears, problems). Third, determine their next action step. This aligns with their biggest motivators before asking for challenging action.
Why should coaches use client's own words in persuasion
“their words and phrases are going to be far more persuasive than your words and phrases”
— Eben Pagan▶ 1:34
Using the client's exact words and phrases is more persuasive than your own language. Coaches should write down specific client language and repeat it back to show they heard them and because client words have more impact than scripted responses.
Summary
The Inspire Formula: Unifying 15 Models Into One
Eben introduces his comprehensive approach that synthesizes 15 different sales, marketing, persuasion, coaching, and communication models. The essence focuses on identifying and aligning with client motivators before requesting challenging action.
The Three-Step Achieve-Avoid-Act Framework
The core methodology breaks down into three questions: what do you want to achieve (vision/goals), what do you want to avoid (fears/problems), and what's your next step. This process taps into fundamental human motivators of moving toward desires and away from pain.
The Power of Client Language in Persuasion
Eben emphasizes the critical importance of listening to and documenting client's exact words and phrases. Using their language back to them proves more persuasive than any coaching script because it demonstrates genuine listening and speaks in their natural communication patterns.
Counterpoint
Claim: “Persuasion is about using the right words and techniques to convince people”
Reframe: True persuasion happens by listening to and using the client's own words and phrases, which are more powerful than any scripted language
Eben specifically teaches to 'listen to the specific words and phrases that your client is using' and states 'their words and phrases are going to be far more persuasive than your words and phrases'
Key Points 4
The Inspire Formula integrates 15 different sales, marketing, persuasion, coaching, and communication models into one unified approach for getting people to take challenging action
The Achieve-Avoid-Act framework works by first getting clients to identify what they want to achieve (vision, goals, desires), then what they want to avoid (nightmares, fears, problems), and finally their next action step
▶ 0:30Using the client's exact words and phrases back to them is far more persuasive than using your own language, and coaches should write down specific client language to repeat back
▶ 1:34The foundation of effective coaching and sales is aligning with the client's biggest motivators before attempting to get them to take challenging action
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