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“Using words that talk straight to the part of the brain that is free from maybes and responds on reflex gives you a fair advantage in conversation and can result in you getting your own way more often.”
PHIL JONES
461
8.08K reads
MORE IDEAS ON THIS
Just Out of Curiosity
Sometimes, people say “no” – and are adamant about not changing their minds. Don't give up, try another magic combo.
Examples
- Just out of curiosity, what is it specifically you need some time to think about?
- Just out of curiosity, what is it that’s stopping y...
484
3.9K reads
You Have Three Options
When it comes to decision-making, we are notoriously susceptible to being fooled by both our emotions and our reason. We also tend to suffer from analysis paralysis when we have to choose from a number of options.
A good way to take control over situati...
463
3.75K reads
Two Types of People
If you want to prompt a near-instant decision, then frame the options within the “two types of people” narrative.
- There are two types of people in this world: those who leave their personal financial success in the hands of their employers and those who take full responsibility and...
469
3.32K reads
“There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.”
PHIL JONES
519
11K reads
How Would You Feel If?
Nothing motivates us more than losing what we already own. So paint for your listener a future scenario so that you can trigger in him the proper emotions.
Examples:
- How would you feel if your competition passed you? (the “loss aversion” trigger)
481
3.98K reads
The Power of Stories
As a species, we are hardwired for narrative: stories help us understand the world around us, empathize with others, analyze the past, and make decisions for the future.
When you want someone to make a decision in your favor, whether it’s to purchase a product, collaborate with yo...
543
5.27K reads
What Do You Know?
All people think they know best – that’s how we’re built to think. And if you want to steer a conversation in a certain direction, you have to have control over it.
A great way to achieve this is by moving the other person’s position “from one of certainty to one of doubt.”
484
4.28K reads
The Good News
Even if the good news follows after the worst news, they always tend to bring some relief.
The formula is even more powerful if there is no bad news. Everybody wants some positivity in his/her life, and “The good news is…” is the magic word to infuse it!
443
3.76K reads
Keep It Simple
For many people, there is a common urge to dig into the details—especially for those that consider themselves experts on a particular topic.
Especially for those selling technical products or services, big-ticket items, or intangibles—the urge to dive right into details is strong. Howe...
491
4.24K reads
Use Magic Words
Magic words are sets of words that talk straight to the subconscious brain. The subconscious brain is a powerful tool in decision-making because it is preprogrammed through our conditioning to make decisions without overanalyzing them.
Your aim shouldn’...
471
6.31K reads
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Talking vs Speaking
During a crisis, using the word "talk" to begin a conversation, "Can we talk about how you are?" often gets a negative response. The reason is that we place little value on "talk." Talk is cheap or meaningless. However, substituting the word with "speak", seems to have bette...
Having Power: Bringing A Different Perspective To The Table
Historically, power was mostly about controlling access to information. However, the internet has leveled that field. A Google search result can show you the same thing as a CEO. Credentials are devaluing. MIT, Stanford, and other universities share many of their classes online f...
Look For "Latch" Words
They are words that fit your own interests that you can use to generate more conversation with. If you like to travel and someone starts to talk about going on vacation, you can latch on to "vacation" and use it to segue into stories or questions.
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