How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 276

The magic was in the word "because." Even when she used an obvious
reason, for example, just to make copies, she had a higher compliance.
The word "because" is very powerful. "Because" prepares the mind for a
reason. Even if the reason is not legitimate, it is still a reason.
Perhaps one of the most valuable words to learn how to use is "you."
When you use the word "you" instead of a more general word like, for
example, "people," there is a stronger sense of identity. Your listener will
be more tuned in to what you are saying.
On the other hand, the one word that will impede your ability to persuade
is "but." "But" negates everything you said before it. We all know the
drill, "I love you, but . . ." or "I want to help, but. . . ." The word "but"
puts the brake on persuasion. Practice your vocabulary and use the word
"and" in your persuasive communication instead of "but." Another simple
change is to use the word "can" instead of "could." For example, say "Can
you carry this for me?" instead of "Could you carry this for me?"
Similarly, it is better to use "will" than "would" and better to use "try"
than "do."
The "Let's" Technique
Often in day-to-day living we find ourselves in circumstances where we
need to direct, delegate, or even order. Usually our assignments are just
short sentences, such as "Can y