Within my workshops and presentations on communications, such as “Killer Communications and Communication Killers” which I most recently presented at the 2013 Bid & Proposal Con, I speak about the four steps to communicating more effectively.
The steps are – Listen, Support, Question and Present. As regards support, I point out that all too often we reply with, “But,” which I term “a verbal eraser” as it doesn’t honor what the other person has said. In order to communicate effectively, I suggest replying with, “Yes, and…” In this way, the other person’s idea is allowed to stand, rather than being erased, and that individual will feel that their idea has been heard and considered.
The article states, “The word “yeah” came into common use around the turn of the 20th century as a casual way of saying yes. Interestingly, “yes” didn’t even appear in the study’s top 20 most persuasive words. This is probably because “yeah” is now used more frequently in conversation then “yes.” It also is perhaps a more nuanced word and less of a direct affirmative answer to a specific question.
The article goes on to state, “The second and third most successful words, according to the authors of the study, were “give” and “start”.” “Give” was used in the context of offering something to a customer or adding something to a product, and also to “indicate suggestions are based on previous data,” for example, “given these parameters.”
The word “start” builds alliances, especially when used early in meetings, and provides an opportunity for the group to agree on basic suggestions, for example, “How about we start with the key issues?”
I’d guess many of you will be wondering if, based on what I’ve read in this study, I’ll change what I say in my presentations on communications. “Yeah, I probably will.”