Sell 100x More Using Aristotle's Secret from Thousands of Years Ago
written by Pop Icon Mr. Cold Call™
According to Aristotle, there are three forms of persuasion and these forms depend on three pillars called Ethos, Logos and Pathos. In sales, you need to know these forms to become the ultimate sales machine. Let's take a look at each form and give you a very brief definition:
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Ethos is appeal based on the character of the speaker.
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Logos is appeal based on logic or reason.
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Pathos is appeal based on emotion.
This sounds great Aristotle, so what now? To be persuasive you need to first develop credibility. You need to come across as being credible. If you're contacting a prospect for the very first time then the most effective way (and fastest way) to become more credible is by doing some research prior to your telephone call. Did you check out their website? Do you know anything about their industry?
Another trait of being persuasive is to convey clear and concise message that makes sense. That means selling benefits and not just a product or service. In your message, try using real life statistics and examples as to how your product and/or service has benefited a customer. Please, I beg you, do not become a product or service pusher. You will get NO WHERE! Think, sleep, eat, and live about your company benefits.
And finally, to become more persuasive in your sales day, start appealing to your prospect's emotions. The choice of words that you use everyday directly affects your prospect's emotional state of mind. Use words that evoke a feeling or ask your prospect open-ended questions that make them feel as if you are taking a genuine interest in really trying to help them.
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Mr. Cold Call, Inc. - All rights reserved.
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