The 3 Sacred Secrets Of Influential Communication

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Resource Box: Bare Knuckle Selling / Bare Knuckle
Negotiating

“The Three Sacred Secrets of Influential Communication”

- by Simon Hazeldine (MSc FInstSMM)
The “Bare Knuckle” Salesman

(c) Simon Hazeldine. All Rights Reserved.
http://www.BookShaker.com

The ancient Greek philosopher Aristotle believed that there
were three secrets to being an influential communicator.
These three vitally important secrets are what Aristotle
called Ethos, Logos and Pathos.

ETHOS: Ethos means “source”

Who are you when you are communicating? What do you stand
for? Are you credible? Are you congruent about what you are
communicating?

LOGOS: Logos means “word”

This is about the words that you use and the message you
convey. Take care about the quality of the words you
choose. Logos is concerned with logical reason and rational
principles.

PATHOS: Pathos – means “emotion”

What emotions are you communicating? People often make
buying decisions based upon their emotional responses.
How are you adding emotional fuel to your communication?

In a nutshell Aristotle’s advice is:

1) Ethos-Make sure you present yourself in a credible, 1congruent and authoritative manner.

2) Logos-Appear to follow the rules of logic. Aristotle
believed that not everyone is capable of logical thought.
However, it is important that your message appears logical
and robust.

3) Pathos-Appeal to the emotions of the audience rather than
just their intellect. Emotions provide the rocket fuel
that powers people to make buying decisions so it is vitally
important that you incorporate them.

Human beings are primarily motivated to avoid pain and gain
pleasure. How are you going to add emotional language to
your sales presentations that will stimulate these desires
and motivate your customers to say YES?

Simon Hazeldine is the author of the bestselling books
Bare Knuckle Selling (foreword by Joe Vitale) and
Bare Knuckle Negotiating (foreword by Duncan Banatyne)
http://www.bookshaker.com/articles.php?authors_id=20

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