--- title: How to Engage More Effectively With Buyers description: Learn from Jonah Berger how to craft impactful communications using 'Magic Words' to drive revenue and lasting relationships. image: https://blog.fitzmartin.com/hubfs/podcast_jonahberger_featured.jpg --- [![FitzMartin](https://blog.fitzmartin.com/hubfs/Fitz-Logo-horiz-new-2.svg "FitzMartin")](https://www.fitzmartin.com/blog) [ Get In Touch ](https://www.fitzmartin.com/contact) [Podcast ](https://blog.fitzmartin.com/podcast) | Episode 65 # How to Engage More Effectively With Buyers [Listen to episode](https://blog.fitzmartin.com/podcast/how-to-engage-more-effectively-with-buyers#ListenToEpisode) ![podcast_jonahberger_hero](https://blog.fitzmartin.com/hubfs/podcast_jonahberger_hero.jpg) In today’s episode of the Centricity podcast, our host Sean Doyle meets with NYT-bestselling author Jonah Berger to discuss his book [Magic Words](https://a.co/d/2K0p7i7). They discuss the science behind the impact of the words and how we can increase our impact simply by consciously adjusting the way we communicate. **Language of “Identity”** - People are more likely to be motivated to do something if they think it reflects who they are or who they want to become. - Berger offers several examples, including one that asked children to “help clean up,” vs. asking them to “be a helper,” and the latter was more effective persuasively. This works for adults, too! **“Concrete” Language** - When most people make a bold claim, they will “hedge”, or add in language of uncertainty. - Berger recommends doing away with hedging and focusing on definite, clear terms if you want to exude confidence. **Resources** [Magic Words** **by Jonah Berger](https://a.co/d/2K0p7i7) on Amazon For FREE resources on the SPEACC framework, check out Jonah Berger’s website, [http://jonahberger.com](http://jonahberger.com/)If you'd like to connect with Jonah, you can find him [@J1Berger](https://twitter.com/j1berger/) on Twitter, or if you search [Jonah Berger](https://www.linkedin.com/in/j1berger/) on LinkedIn. Listen here or on [iTunes](https://podcasts.apple.com/us/podcast/centricity/id1472052181?i=1000620755904) • [Spotify](https://open.spotify.com/episode/314q8pG89jZqOaXliqivD9?si=043621dad5c74cec) [Download](https://blog.fitzmartin.com/hubfs/CEN_065.mp3) [ Next Episode ](https://blog.fitzmartin.com/podcast/is-this-the-end-of-cookies) ##### Share #### Other Posts ## Discover More Insights, Thoughts, and Ideas ![](https://blog.fitzmartin.com/hubfs/podcast_lorisullivan_featured.jpg) [Marketing Technology: Making Sense of the Madness](https://blog.fitzmartin.com/podcast/marketing-technology/) ![](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg) [Sales Enablement](https://blog.fitzmartin.com/podcast/sales-enablement-episode-4/) ![](https://blog.fitzmartin.com/hubfs/podcast_donaldkelly_featured.jpg) [Environment Management: Gifts and Late-Stage Sales](https://blog.fitzmartin.com/podcast/environment-management-using-gift-giving-to-build-relationships) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [The Role of Marketing in Late-Stage Sales, Part 1](https://blog.fitzmartin.com/podcast/the-role-of-marketing-in-late-stage-sales-episode-2/) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [The Role of Marketing in Late-Stage Sales, Part 2](https://blog.fitzmartin.com/podcast/the-role-of-marketing-in-late-stage-sales-episode-3/) ![](https://blog.fitzmartin.com/hubfs/podcast_donaldkelly_featured.jpg) [Commitment: Don't Lose Deals to Indecision](https://blog.fitzmartin.com/podcast/centricity-private-public-commitment-part-one) ![](https://blog.fitzmartin.com/hubfs/podcast_ianaltman_featured.jpg) [The Three Most Damaging Sales Tactics](https://blog.fitzmartin.com/podcast/the-three-most-damaging-sales-tactics) ![](https://blog.fitzmartin.com/hubfs/podcast_leemcknight_featured.jpg) [Terrible Sales Emails](https://blog.fitzmartin.com/podcast/terrible-sales-emails-episode-5/) ![](https://blog.fitzmartin.com/hubfs/podcast_seandoyle_featured.jpg) [The Value Triad](https://blog.fitzmartin.com/podcast/the-value-triad-episode-6/) ![](https://blog.fitzmartin.com/hubfs/podcast_lukeallen_featured.jpg) [Good Company Culture Will Improve Your Sales Force](https://blog.fitzmartin.com/podcast/good-company-culture-will-improve-your-sales-force/) View More Articles Are you ready to build something together? 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