Placeholder Image

Subtitles section Play video

  • It's a basic human fact.

  • We want what we want.

  • But how do we get it?

  • Lucky for us research has unlocked four words you can always lean on to influence people.

  • First up, it's all about the "you."

  • Studies show using the word YOU gets people excited.

  • Want to go a step further?

  • Use a person's name.

  • The research is conclusive.

  • We trust and engage more with people when we hear our names out loud or read them in a note.

  • Who doesn't love free stuff?

  • It's no surprise the word "free" is next on our list.

  • In his book "Predictably Irrational," Dan Ariely conducted a little study.

  • First, he offered people a choice between a Lindor Truffle for 15 cents

  • and a Hershey Kiss for a penny.

  • People jumped all over the Truffle.

  • It's delicious, why wouldn't they?

  • But in the second stage,

  • he offered them the same Truffle for 14 cents

  • and the Hershey Kiss for free.

  • And you can guess how that went.

  • Everyone wanted a Kiss.

  • The moral? People love free stuff so much,

  • they'll make different choices even if the value stays basically the same.

  • "Because"

  • It's a powerful word, and you don't even have to have a reason.

  • Check out this study from "Influence" by Robert Calidini,

  • all about cutting in line at the copy machine.

  • In the first test, people tried to cut in line saying merely,

  • "Excuse me, I have 5 pages, may I use the Xerox machine?"

  • This works 60% of the time.

  • Then they changed things up

  • with people cutting in line saying:

  • "I have 5 pages, may I use the Xerox machine because I'm in a rush?"

  • That's barely even a reason!

  • But what happened?

  • 94% of people allowed that person to cut

  • due to a simple "because" statement.

  • Finally, use the word "instantly."

  • Studies have proven people love instant gratification.

  • So, when you promise it to them,

  • even in passing on the job,

  • it can really pay off.

  • So next time you are lazer-focused on that one thing you can't resist,

  • consider mixing in some of these successful selections from our dictionary

  • and turn things around!

  • Anchor.

  • Find something you have in common.

  • This can be something you've experienced

  • or something you're both experiencing in that moment.

It's a basic human fact.

Subtitles and vocabulary

Operation of videos Adjust the video here to display the subtitles

A2 US truffle people free stuff hershey people love machine

Business Insider - The 4 Most Persuasive Words In The English Language

  • 875 101
    Tina Hsu posted on 2017/07/24
Video vocabulary