The But Effect can be seen in this example: Tim David calls these things the But Eraser and the But Enhancer because everything said before the “but” is erased, and anything said after the “but” is enhanced. However, as soon as the “but” is mentioned, somehow everything that was said before it is forgotten and all one can focus on is what comes after the “but”. Typically, the agreeable part comes first, and the disagreeable part comes later. Regardless of how big or small the agreement, when someone says “yes”, they are agreeing with you.Ī sentence with the word “but” in it always has an agreeable part and a disagreeable part. Studies have shown that when incorporating three little yeses into a conversation, the rate at which a sales rep can close a deal grows from 18 to 32 percent. Sally: Great, and you're here for your 10:30am appointment, yes? Here is a dialogue example with little yeses: Not only that, but studies show that incorporating at least three “little yeses” into a conversation increases the outcome, whether it be closing a sale, or getting kids to clean their room. If you're going to be interacting with another person, try finding a way to say “yes” towards the beginning of the conversation because it will ease tension and create rapport. Using the word “yes” instills motivation and confidence, so it's a great word to say to yourself when you need to get psyched up for a sales pitch or presentation. “Yes” is positive it's a sign of acceptance and mutual understanding. However, this means that “yes” has the exact opposite effect. A primitive, but powerful part of our brain links the word “no” to rejection because it's threatening. The number one fear across countries all over the world is public speaking, but the root of that fear is actually public rejection. Thus, here are seven magic words to help solve the conundrum of getting people to do stuff. Good leaders require stellar communication skills and the ability to increase human connection.
And in order to motivate them, you need to be a good leader. However, in order to get people to do stuff, you likely have to motivate and influence them. But what is the biggest problem in the world you ask? According to author Tim David of "Magic Words," it's not being able to get people to do stuff.
Regardless of being rich, poor, smart, dumb, old, or young, everyone tends to face this age-old dilemma time and time again.
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