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In business for some 20-plus years, I am still curious about how I communicate and how we build trust and repour in conversations. Today on a sales call, I noticed myself using Aristotle's three elements of persuasion when we chatted. <h3 class="reader-text-block__heading2">Understanding Ethos, Pathos, and Logos</h3>Before diving into how to employ these elements, it's essential to understand what each means. Ethos refers to the credibility or ethical appeal. It convinces your audience that you're reliable, trustworthy, and have the necessary expertise. Pathos appeals to emotions. Connecting with your audience's feelings can motivate them to act or sway their opinions. Logos involves logical reasoning. It is using facts, figures, and rational arguments to prove your point. <h3 class="reader-text-block__heading2">Ethos: Projecting Credibility and Trust</h3>So, there I was on the call (no video, just old-style telephone call), noticing my presence. Seeing how I was, my choice of language, pausing, the degree of listening I did, my voice, and yes, even my body language. And how this impacted the conversation. The connection between us. I observed how I outlined my credibility by building an image that projected reliability, expertise, and integrity. But I didn't just cite my credentials. I wanted the prospect to understand my competence. So I used a story to bring to life my work helping CEOs and senior executives in the New Energy space master the connection between them and their audiences. Being empathic underpinned the credibility element. Respectfully listening to the prospect's point of view and not jumping in when you think there's something for you to add. Authentic listening (not waiting for your turn to speak) will mean you'll remember what you need to and when to pick up on something the other person has said. It's simply being in the moment. Present. <h3 class="reader-text-block__heading2">Pathos: Connecting Emotionally</h3>A big part of credibility is the link to emotional connections. And yes, using a story helps achieve this. But not just telling a story for telling a story's sake. But reliving the story (emotion and all) relevantly and appropriately so you connect with the story. And because I connected with my story (which is through a feeling), the prospect did, too, through my voice. Storytelling allows you to present situations that evoke emotions, making your communication more impactful and memorable. Of course, to make this work well for both of us on the call, I had to understand the prospect's needs, aspirations, and fears. And whilst explicit questions are useful here, like; what are your challenges right now when driving the new energy agenda? Picking up on subtleties allows you to have a conversation rather than a Q&amp;A session. However, while pathos is powerful, it must be used responsibly. Attempting to manipulate emotions for personal gain can quickly erode trust and damage your presence. <h3 class="reader-text-block__heading2">Logos: Building Rational Appeal</h3>While ethos establishes credibility and pathos creates an emotional connection, logos ensures that your message stands on solid ground. It involves using clear reasoning, reliable data, and sound arguments to make your case. For logos to enhance your presence, your logic must be clear and easy for your audience to follow. Use concrete facts, figures, and examples to support your points. Also, be open to questions and ready to address any counterarguments logically. <h3 class="reader-text-block__heading2">Striking a Balance</h3>Communicating with presence balances the use of ethos, pathos, and logos. Relying too heavily on one can lead to a lopsided communication style. For example, a speaker who only uses logos might come off as dry and robotic, while overuse of pathos can seem manipulative. The best communicators vary their use of ethos, pathos, and logos depending on their audience and purpose. This ability to adapt makes their messages more engaging and enhances their overall presence. The principles of ethos, pathos, and logos remain as relevant today as they were in Aristotle's time. Whether leading a team, presenting, or simply interacting with colleagues, using these elements effectively can significantly enhance your presence. Remember, effective communication isn't about winning an argument or proving yourself right - it's about credibly sharing ideas, connecting emotionally, and making logical sense to your audience. Although I did win the work, so a little winning is good.

The Art of Persuasion - Mastering Ethos, Pathos, and Logos for Communicating with Presence

You may have heard of impactful communication. This is communication that fosters successful and productive outcomes.&nbsp;Most people retain a fraction of what is said to them. But with real, impactful communication, you're more likely to affect those you speak with. <h3 class="reader-text-block__heading2">Why do we need impactful communication?</h3>People are already successful in business and life. Commercial success is everywhere. Getting your message out there is doable. And change happens, albeit in terms of climate change, slowly. But what if we could ramp up that speed of change? What if we could speed up the "<a href="https://open.spotify.com/episode/17jUwzgo0EpSljTJcFHsJf" data-mce-href="https://open.spotify.com/episode/17jUwzgo0EpSljTJcFHsJf" target="_blank" rel="noopener">speed of trust</a>"?&nbsp;We, as a species, are becoming more sophisticated. We want more. And we want it faster. We are moving away from a knowledge or cognitive dimension into a time characterised by wisdom and intuition aided by technology at our fingertips. Thus, we are more creative and have a deeper appreciation and understanding of our world, our impact on the planet and how we can fundamentally change this for the betterment of all.&nbsp;And it's because of that that we must strengthen how we share our messages, how we connect with others. We must alter the means through which we get ideas out there. We need to amplify our communication; the path to achieving success has to change. The way we communicate the need for change has to change. <h3 class="reader-text-block__heading2">So, what is impactful communication?</h3>Impactful communication is true communication. It is the art of making everybody in the audience (1-2-1, team meeting, board meeting, conference) feel like they individually are the only person you are talking to; you make them experience a connection with you that is unique to them. You make them emote.&nbsp;Over the past 24 years of supporting global leaders, I've realised that we, as human beings, communicate with impact when we have intuitively connected with&nbsp;our&nbsp;presence in each moment. <h3 class="reader-text-block__heading2">What is presence?</h3>The universe, the planet, and we are energy; this energy is transformational. This energy surrounds us, binds us, drives us and connects us. It is a vast expansiveness of potential. It is&nbsp;in-the-moment&nbsp;power and influence. And yet we spend most of our lives valuing surface-level interactivity. We communicate by numbers.&nbsp;I define presence as our intuitive nature. The essence of me, of you. The energy that is within us, in each moment.&nbsp;<a href="https://open.spotify.com/episode/5nuapqu7CNRHXWFzYwkzJm" data-mce-href="https://open.spotify.com/episode/5nuapqu7CNRHXWFzYwkzJm">Presence</a>&nbsp;is our ability to connect with this energy (usually manifesting in our thoughts, feelings and actions) and use this energy to connect with another. <h3 class="reader-text-block__heading2">So how do we master the art of connecting through presence?</h3>Communicating through presence requires you to go to places you may have never been before, at least initially. Developing true presence (to facilitate lasting change) requires you to open yourself up to an understanding and appreciation, an exploration of yourself that you may find uncomfortable at times or unnerving, or maybe even unknown.At the heart of the process is the peeling away layers of "the self" - these layers we have created. They have served you to date. But underneath the layers is this power source, this energy. It is freedom from the constraints of how I am, who I am and what I am. It is being alive to the unknown.Within this limitless space is the power that fuels the words we choose when we stand up in front of an audience. Within this presence is the energy we use to connect with people in meetings. It ignites the way we ask questions. It drives how we show up in every circumstance. It fuels the very layers that we peel away. It creates impactful communication.&nbsp;We then add the storytelling capability and the technical skills associated with bringing an audience along with you. <h3 class="reader-text-block__heading2">Why wouldn't we explore what public speaking and storytelling are? And do it?&nbsp;</h3>As humans, we are evolving. We crave more, and we want it quickly. We want to have a positive impact on the world. We want to leave the planet in a better state (for our children) than when we inherited it. And our knowledge and cognitive abilities are no longer enough; instead, we are transitioning to a time of wisdom and intuition enabled by technology.&nbsp;The limitations of the past no longer bind us; instead, we can use the tools within us to reach our fullest potential. With the power of presence, we can make the impossible possible by tapping into our creativity and developing a deeper understanding of ourselves and the environment, making a real difference in how we interact with each other and the planet.The conversations we have: the connections we make become deeper, truly emotive and galvanising.You not only lead the horse to water, but you also make it want to drink.

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The Art of Persuasion - Mastering Ethos, Pathos, and Logo...

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