Sales Influence Moment #13: Use ‘Because’ to Get Them to Comply


Harvard social psychologist Ellen Langer conducted a study about waiting in line. In this video I discuss the results.

Slide Notes:
>> “Excuse me, I have five pages. May I use the Xerox machine?” 60%

>> “Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush?” 94%

>> “Excuse me, I have five pages. May I use the Xerox machine because I have to make copies?” 93%

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2 Responses

  1. I’m a new fan of these videoes BECAUSE I was able to pick up some gold nuggets. Keep up the great work.

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