Priming Performance and Motivation Through Achievement-Oriented Language
TL;DR
- Priming individuals with achievement-oriented language like "win" or "succeed" demonstrably improves performance on tasks and doubles their motivation to continue working.
- Incorporating elements of surprise or anticipation, such as announcing a "gift" or "something special," effectively sparks dopamine, increasing motivation and engagement.
- The language used in communications, particularly emails, can negatively prime recipients; words like "busy" or "challenge" can lead to increased difficulty and lateness.
- Achievement-oriented words can trigger physiological changes, impacting dopamine and testosterone levels, thereby influencing an individual's drive and performance.
- Visual cues, like a picture of an athlete winning, placed on telemarketers' scripts, directly correlated with increased earnings, highlighting the power of subliminal priming.
- Simple word swaps in directions or communications can prime people for success, leading to better outcomes and a more positive work experience.
Deep Dive
Language choices significantly impact performance, motivation, and even physiological states by priming individuals for success or failure. Research indicates that incorporating achievement-oriented words like "win," "succeed," and "master" into instructions or communications can lead to better performance on tasks, increased desire to persist, and even elevate dopamine and testosterone levels. Conversely, using words associated with challenges, busyness, or lateness can inadvertently create those very states, hindering desired outcomes.
The implications of this linguistic priming extend directly to professional communication, particularly in managing people and crafting pitches. For instance, in a sales context, sparking dopamine through sensory experiences or verbal anticipation--like hinting at a "gift" or a "surprise"--can significantly increase a pitcher's likelihood of securing a deal. This suggests that actively incorporating elements that trigger excitement and desire is a strategic advantage. In management, the simple act of swapping a few words in an email or directive can alter team dynamics. Instead of framing a day with "challenges" and "busyness," using achievement-oriented language can foster a more motivated and productive environment, directly influencing how individuals approach their work and their willingness to engage. This principle is further supported by studies showing that visual cues, such as a picture of an athlete winning, placed alongside telemarketers' scripts, correlated with increased earnings, underscoring the power of subliminal motivational framing.
Ultimately, the consistent use of achievement-oriented language in professional settings, from emails to presentations, acts as a continuous cueing mechanism that primes recipients for success. This approach not only enhances individual performance and persistence but also fosters a more positive and outcome-driven mindset, making it a critical, yet often overlooked, tool for leaders and communicators.
Action Items
- Audit 5 sent emails: Count priming words (achievement-oriented vs. negative) to assess impact on recipients.
- Draft 3 achievement-oriented email templates: Incorporate words like "win," "succeed," and "master" for team communication.
- Implement 2-3 surprise elements in team communications: Use verbal surprise or anticipation to boost dopamine and motivation.
- Track performance changes: For 3-5 team members, measure output after incorporating achievement-oriented language.
Key Quotes
"So the most successful pitches, the next thing we found this was very, very clear, is that the more that the pitchers could spark dopamine, the more likely they were to get a deal."
Vanessa Van Edwards explains that successful pitches are directly correlated with the ability to stimulate dopamine in the audience. This suggests that engaging the audience's reward system is a key factor in achieving desired outcomes, such as securing a deal.
"Dopamine is like that feeling of I want it, I want it, I want it. It's a, it's a excitement. But it's also motivation. So what they found is that when people have a lot of dopamine, they are more motivated to do things."
Vanessa Van Edwards clarifies that dopamine is associated with desire and excitement, which in turn fuels motivation. This indicates that by evoking dopamine, individuals can increase their own or others' drive to act and engage more deeply with tasks or proposals.
"So they found that participants who had the achievement oriented words performed better. They actually got more answers correct. Interesting. Now, this is incredible. If you're a manager or a boss, or you're working with people and you want them to perform at their best, just a couple of word swaps can help set them up for success."
Vanessa Van Edwards highlights a study where the inclusion of achievement-oriented words like "win" and "succeed" led to improved performance and accuracy in participants. This demonstrates that specific language choices can directly influence cognitive function and task execution, offering a practical tool for leaders aiming to enhance team performance.
"So if you send an email out to your team on Monday morning, Hey everyone. Today is going to be a busy day. We have a lot of challenges. Let's make sure we're not late. Research has found that when people read words like busy, challenge, or late, it literally primes them to be busier and later and more challenged."
Vanessa Van Edwards points out that common negative or demanding words in communications can inadvertently set a negative tone and expectation. The author explains that words like "busy" or "challenge" can prime recipients to experience those states more intensely, thus hindering productivity and cooperation.
"So if instead, you think about, and this is a challenge, I would love to, if you're brave enough to take it, open up your email sent folder and pull up five emails you've sent to important people. Boss, partner, colleague, whatever, client. I want you to print those emails and I want you to count the number of priming words you use. Good or bad."
Vanessa Van Edwards proposes a practical exercise for individuals to analyze their own communication habits. The author suggests reviewing sent emails to identify the presence of "priming words," which can either positively or negatively influence the recipient's mindset and subsequent actions.
Resources
External Resources
Books
- "Make Money Easy" by Lewis Howes - Mentioned as a new book to help create financial freedom and abundance.
Articles & Papers
- Research on achievement-oriented words - Discussed as demonstrating that these words improve performance, increase motivation, and can alter dopamine and testosterone levels.
Organizations & Institutions
- University of Phoenix - Mentioned for offering scholarships and savings on education.
- Dunkin' - Mentioned in relation to at-home coffee varieties and taste testing.
Websites & Online Resources
- makemoneyeasybook.com - Referenced as the URL to obtain a copy of the book "Make Money Easy."
- greatness.com/newsletter - Referenced as the URL to sign up for the Greatness Newsletter.
Other Resources
- Dopamine - Mentioned as a chemical that, when sparked, increases the likelihood of getting a deal and motivates people to do things.
- Achievement-oriented words (e.g., win, succeed, master, greatness) - Discussed as words that can improve performance, increase motivation, and positively impact dopamine and testosterone.
- Priming words (e.g., busy, challenge, late) - Mentioned as words that can negatively influence performance and create a harder environment for collaboration.