Charisma & Stories Flashcards

Question

Definition jujitsu

Answer 1

Definition jujitsu accept your opponent's term, and its connotation. Then defend it as a positive thing. Try this in the office. Arguments don't just attach labels to people. They also label everything you do at home or work. If a co worker labels your idea on original, say, Sure, in the sense that it's already been used successfully better to use concession employ your opponent's language than to deny it.

Answer 2

Neither snow Nor head Nor rain Nor gloom Use it for long exhaustive list. Dont use more than 3 things.

Answer 3

The Rodale editors stimulated and emotion by making readers picture a desirable and highly personal goal you in a bathing suit, looking great. So much of the desire part. The book subtitle employs the no big deal tactic, the delicious dr design foolproof plan for fast and healthy weight loss, no suffering perfectly safe instant result, they hit all the buttons except for, so you can eat like a glutton and get hit on by lifeguards people took action in droves. The book has sold in the millions,

Answer 4

Dialogue can help people agree with you and figure out if they are ignorant, but only if you trigger their defense mechanisms.

Answer 5

Imagine that It's high noon at the OK Corral, and you must let your potential investor draw first. Wait until he answers before you say anything. The weight, not the asking, is the hardest part. But it's the Surefire formula for fundraising. Say for example, is big bucks, we want you to be the charter investor, then pause and wait for her answer, look her in the eye and wait. If you speak first after the request, you've lost her, perhaps forever. When you say something like, we hope you'll consider it, or I'll call you back next week. If stepped down from being an equal, you're back to being a teenager asking dad for the car. Wait. She may need time to figure out her cash flow situation with fixed eyes stare straight into her eyes. Wait, wait, and wait some more until her eyes blink. While waiting stand like a statue without a flicker of movement. Let her be the first to break the gaze and talk. It's like playing chicken with another driver on a one lane road. Let the other driver make the first move to turn aside. If she answers first, she almost never says no, she might say, Let me think about it, or let me get back to you. She might even say, I'll go for 50 not 100,000.

Answer 6

The ancients listed definition as the tool to fall back on when the facts are against you, or when you lack a good grasp of them. If you want, you can harness definition to win an argument without using any facts at all. facts and definitions are part of a larger overall strategy called stance. It was originally designed for defense, but it works offensively as well. Before you begin to argue, or when you find yourself under attack. Take your stance. Facts > Definition > Quality > Relevance

Answer 7

(Orwell - euphemism and English language) Saying words that mean nothing and dont call up mental pictures. Reframing debate - Antigreed program -

Answer 8

Napoleon, hitler and others mastered the power pause. To build anticipation in the audience, pause for a minute. Frame your full answer in your mind. Some leaders wait a few minute. When answering a question it shows you took the time to absorb the question before answering. Frame answer before replying and prevent rambling.

Answer 9

Citing something without saying what it's from. "Let freedom ring" it's a quote from my county tis of the. You are trying to access its cultural authority. King alludes to Lincoln, Lincoln alludes to founding fathers and bible. Do this more than quoting obscure quotes and citings.

Answer 10

When you are in the midst of emotion, use short words

Answer 11

React to each of their statements. If you interrupt, ask if they Shut up. Pause for 2 seconds before answering. Absorb what they are staying, then validate.

Answer 12

Kairos, the art of seizing the perfect instant for persuasion. Just as educators have their teaching moment, an opportunity to make a point persuaders have their persuasive moment. A person with Kairos knows how to spot when an audience is most vulnerable to her point of view, and then exploit the opportunity. When someone sees you all dressed up and wants to know what the occasion is he asks a Kairos question. What timing and circumstances warrant that outfit snorkeling gear and an evening cocktail party is bad Kairos knowing the perfect occasion to make your husband were inappropriate snorkeling gear. That's good Kairos a racecar driver with Kairos knows how to spot an opening and cut off the car ahead. The ancients referred to chariots, same thing, a kid with Kairos can tell precisely when her father is most vulnerable to a request for ice cream Kairos. In short, means doing the right thing, practicing your decorum offering the perfect choice making the perfect pitch at the right time

Answer 13

Churchill would take a walk mentally and compare things in nature to other things. Heaping Rocks, Mighty rivers, fluffy clouds. Write down what you want communicate and get that across with a metphor. Use all 'powerlines' sparingly because people are only likely to remember on at a time.

Answer 14

Barack Obama used it in his 2004 democratic national convention speech. There is not a liberal America and a conservative America, there is the United States of America, there is not a black America and a white America and Latino America and Asian America, there's the United States of America. Time yourself saying this and see how close you come to Obama's rhythm. It took him 12 seconds, exactly like Cicero he brought the house down. Trump on the other hand does things differently. He uses the period the way a comedian uses a gag sending little 12 second thought balloons into his audience, they're particularly suited to social media, where attention spans rarely last longer than that. And they allow people in the crowd to cheer every 12 seconds, making them feel part of the whole deal.

Answer 15

Try this in a meeting. Hold your tongue until well into the discussion. If an argument bogs down in the past or present tense switching to the future. You're all making good points but how are we going to make sure that question defines the issue in a way that's favorable to your side

Answer 16

Start with a bang to grab attention.even if it sounds aggressive or sad it's better than boring. Use a power opener " the people I represent have no reason to celebrate this holiday " -Douglas Shocking facts of interest to your audience "On dec1 a day which shall live in infamy, pearl harbor was..." A funny personal anecdote. Don't thank your audience. Pleasantries are banalities Churchill said. If you must thank then put it into the middle. It sounds more sincere as an afterthought. Insecure people feel like they need to use every minute or their time.

Answer 17

Add inter-monolouge

Answer 18

Suppose your uncle Tommy decides to divorce your aunt on their 30th anniversary so he can marry a surfing instructor he met at ClubMed, you have two issues here. One moral and the other practical. The moral issue is in arguable by our definition. Your uncle is either wrong or right. You could remind him that he is breaking a wonderful woman's heart, but you would be sermonizing not arguing. You could threaten to bar him from Thanksgiving dinner, assuming he would prefer your turkey to a cruise buffet with his Club Med hottie. The practical debatable issue in your uncle's case deals with the likely consequences of ditching your arm for the trophy wife. You should leave you within a year and you'll be lonely and miserable forever. Uncle, no she won't, and a young woman will make me feel younger, which means I'll live longer, which prediction is true. Neither of you has a clue. But uncle Tommy might persuade you that he is good practical reasons for remarrying. Will he ever convince you that he is morally in the right. Not a chance. morals are in arguable in deliberative rhetoric arguments, rule number one. Never debate the undebatable. Instead, focus on your goals.

Answer 19

Piffy and prominent. If you quote something make it short and by somebody who your audience likes. Try to preform it to make it more interesting. Use only 1 quote per speech. Perform it. Necessity never made a good bargain. / no one can make you inferior without your consent. Churchill

Answer 20

Opponent: Accusation ``` Socratic method Quip (Banter)Yes and Redefine Is that what you're really mad about? ``` If these dont work Facts> Definition > Quality > Relevance

Answer 21

Churchill used props like a custom made bowler had and distinctive black rimmed glasses to form his character. Also a sugar. FDR wore pinstripes suit with his father's stop watch. Margaret Thatcher wore custom suits. You need a perfect, immaculate, tailored power suit. Add a prop to it like a bow tie or costume glasses or pocket watch. Maybe a red carnation pinned to the lapel? Maybe something foreign. Cleaned fingernails, shined shoes, etc. Though don't upstage the master

Answer 22

Find the shared beliefs to start with. They could be wrong or right, but it serves as a starting point. Sometimes people will object in the form of their common place. "I wont vote for democrats this because I don't want my taxes to go up." This objection is basically stating her objection straight up. Suppose you want a group of conservatives to support low cost housing in your areas. "The American family needs protection" Is a great place to start because it uses their values of keeping families together to enact your bill. " Keep the family together and foster the culture of ownership" If you audience says "Kids these days" she probably doesn't enjoy rap music If she says "Its not PC to says this but:" She's probably a Trump supporter Jump on to the commonplace and pile on. Essentially yes, and: "The democrats raise taxes" "I know what you mean. The taxes have been crazy. But you know, I live in a republican state and the taxes are still high (The politicians are all the same truism). Their all alike aren't they cathy? Both of them says they wont raise taxes or the deficit and somehow it keeps going up. Can I send you a link about what the deficit would do to your taxes, would you look at it?"

Answer 23

Use callback humor for continuity. It links back to a good emotion. Or combine your current topic with something that was said earlier.

Answer 24

How can they persuade this customer to join that program and start selling for them. Another gap to be bridged with a different desire. Maybe she lust for independence, the chance to work at home. Maybe she lusts after a new car. Everyone lusts after something. If you can suss out the desire exploit the lust dangle the carrot, then you can bridge the gap. Back in the introduction I mentioned the car salesman who sold me a lemon by showing the PT Barnum engrave. He spotted my desire from the get go. I lust after American history. The way Dorothy desires botany, and so with the magic of rhetoric, the salesman turned PT Barnum into a territory.

Answer 25

you should have the actual skills in addition to sharing audiences values. Craft and competence is important. Anecdote of Nobel's obituary

Answer 26

Make eyecontact with 3 people in your audience who like you. The people who are smiling or nodding.

Answer 27

Questions/narrow it down to choices You: What music do you like? Her: I'm not really sure/ I like everything You: Are you more of my Motzart or death metal? If you had to pick one for a dessert island.

Answer 28

Connect a person to being a hypocrite. You aren't engaging with a persons ideas but saying 'you did it too'. It works very well but undercuts logical arguments. It eventually pulls everything down to the lowest level. Being a hypocrite is not all bad. I never said i shouldn't beat my children, he beats his children, and says people shouldn't so he's a hypocrite.

Answer 29

I urge you not to depend on an apology. Instead, say how you fail to live up to your highest standards. The same technique works when you're talking to others about their screw up, or when you committed together. This is the best kind of demonstrative rhetoric to segue into a deliberative choice boost the confidence of your audience. while reminding them, the values you share. Obama - America, we are better than these last eight years. We are a better country than this. Every rhetorically minded parent knows this technique. Instead of telling your little miscreant that she's a bad girl for plastering the wall with baby food, you tell her she's acting out of character you oh so sad. You don't do things like that. You're a good girl. Essentially, that's what Obama did when in his acceptance speech at the 2008 Democratic Convention, he talked about America being better than the previous eight years.

Answer 30

Suppose the company wants to merge your department with one headed by an idiot. How should you define the issue in terms of fairness, the managers competence, or your department's ability to produce more as an independent entity productivity is the broadest of the three issues because it appeals to the widest array of company managers,

Answer 31

Buy a rhyme dictionary "Out of intense complexities, intense simplicity emerge" Internal rhymes work well too "Humanity, not legality should be our guide" Internal rhyme "Little strokes, fell great oaks" Ben Franklin "Early to bed, early to rise" Ben Franklin "Injustice anywhere is a threat to justice everywhere" - MLK "We cannot reclaim the market, by remaining the company we are"

Answer 32

Franklin said you must paint a picture of that new product. When Franklin invented the lightning rod, he described to investors, how the rod would protect houses from being struck by lightning by deflecting a lightning strike. Later in his career Franklin invented bifocals. Then he showed interested backers how he could identify the different trees outside his window. You must practice your presentation, until your excitement comes through. Then you can show the investor the plan of the new resort or retirement community. Churchill once said this about drafting a presentation or a talk. There is in the act of preparing that moment when you start caring donors must see that you really care about the project before they will care. Don't swamp, those who wish to persuade with numbers. Sure, tell them what it's going to cost, but don't reel off a raft of numbers, save these as answers to their questions about profits and yield. Just pick one or two startling facts. For example, if your product relates to seniors who might give the new numbers on retired people, how that population is getting larger because they're living longer, or with a map display the intersection of roads narrow proposed shopping mall to show that it will be the most accessible place in the metropolitan area. Tell investors about the reduced risks, but the probable profits in your venture. Put passion into your presentation. Put some romance in your recital. Tell the investor how he'll be creating jobs, shaping history and building tomorrow. all the while reaping big dividends and big profits donation faint heart wins not.

Answer 33

In response to someone else's suggestion thought or topic, always say, yes, and, which means that you drop your train of thought. Adopt theirs and add something to keep the conversation. Agree with the other person's assertion. You take it as true, then accept it. You don't deny or argue with it. "Yes, really" for assertions you dont agree with. "I heard that somewhere too. Where did you hear about it?" "That's interesting.where did you hear that?" (You are giving a concession. Go into Socratic method)

Answer 34

Now when I talk about defining the terms. I don't necessarily mean choosing which are the Oxford English Dictionary is eight definitions of marriage to use the dictionary simply offers the literal meaning of the word, it's denotation. Wayne does something different. He redefines the connotation of the word, the unconscious thoughts that the term sparks in people's minds. Garth has teased Wayne by asking whether he plans to marry his girlfriend to garthe marriage connotes something adult and mushy Wayne's reply erases whatever marital image Garth has in his mind and replaces it with criminal justice redefinition works well in politics, where candidates tried to stick labels on each other conservative my opponent is another tax and spend liberal liberal liberal doesn't mean tax and spend, that's just a nasty label liberal means caring about working class families. My opponent is a conservative, which means robbing from the working class and giving to the rich.

Answer 35

buying things for people to impress people you wish you were dead. Whoever dies with the most stuff wins. Its like were all on competitive hoarders?

Answer 36

That depends a trustworthy persuader matches her advice with a particular circumstances, instead of applying a one size fits all rule. The practically wise person sizes up the problem before answering it. Your advisor should question you about the circumstances first. If she's about to theory without having a clue about your problem, then don't trust her judgment,

Answer 37

Despite what far too many after dinner speakers seem to think you can't make people, eager for the tasks ahead by simply calling a problem and opportunity, nor can you just call a problem a challenge though even Obama was guilty of this cliche now and then. Instead, tell the audience that they're being given a chance to prove themselves. That's what he did in his first inaugural speech, he turned the horrible economy into a test of our character. Obama, let it be said by our children's children that when we were tested, we refused to let this journey and that we did not turn back, nor did we falter. And with eyes fixed on the horizon and God's grace upon us. We carried forth that great gift of freedom and delivered it safely to future generations. Keep in mind that his audience considers the men and women who fought World War Two, to be the greatest generation. I have friends who seemed downright jealous that they didn't live through that war. They missed the chance to prove that they too could be the greatest, people will do a lot to prove their virtue, even at times, to the extent of risking their lives. admonished your audience by flattering it

Answer 38

Smearing makes it hard to push the party to the left Andrew Yang wants to push the party to the left Yang would be able to push the party to the left easier Conclusion: AOC makes it hard to push the party to the left

Answer 39

C.R.E.A.M.E | Churchill's formula for memorable lines.

Answer 40

I watch Everything because I'm a poor mans Tarantino. Master of None, Stranger Things... Game of thrones, my dogs name is John Snow. (Telanovelas with my abuelita.). What are the 3 are your all time favorite...? What are you watching right now?

Answer 41

Exaggerate reaction when someone wants validation. Be on their side alittle more than usual without mocking. (Can relate to rhetorical exaggeration) React to everything to show you are paying attention. Eyerolls, stretching, sighs etc.

Answer 42

Pretend that things happened on their own. You didn't track motocross the living room floor. mic was tracked across the living room floor, this talk of pathetic manipulation will make the argument squeamish uncomfortable. If only the world could follow formulas and conduct its affairs scientifically, but in actuality, even scientists regularly employ a pathetic trick. They're writing uses a millennia, old rhetorical device to calm the passions, the passive voice. The experiment was conducted upon 30 domestic rhesus monkeys, says the researcher who did the experiment on monkeys. When you think about it, scientists seem almost childish pretending their work somehow just happened.

Answer 43

Changing the mood is the easiest goal, and usually the one you work on first, St. Augustine, a one time rhetoric professor and one of the fathers of the Christian church gave famously boffo sermons. The Secret he said was not to be content, merely with seizing the audience's sympathetic attention. He was never satisfied until he made them cry. Augustine could not have been invited to many parties as one of the great sermonize of all time, he converted pagans to Christianity through sheer emotional pyrotechnics by changing your audience's emotion, you make them more vulnerable to your argument, put them in the mood to listen.

Answer 44

Homer - I'm not a bad guy. I work hard and I love my kids. So why should I spend half my Sunday hearing about how I'm going to hell A splendid instance of logical induction as argument homers examples works hard loves his kids show he is not such a bad guy. Having established his nice guy premise, he had straight to his conclusion church wastes his time, whether the examples actually do prove his case is up to the audience, and God. But the logic works. Homer recites facts, sort of, that's one kind of example, but his examples are really more comparison than fact comparisons are the second kind of example he works harder and loves his kids more than the average churchgoer.

Answer 45

The closely related false analogy joins apples to oranges and calls them the same. Because gay men are sexually attracted to other men, we should keep them out of the classroom, they must be pectoris says well.

Answer 46

I'm gonna put you on the firing line again, you want to sell another idea, a political opinion, this time You - I think we need to increase the headstart budget. A third of the kids in this country, live below the poverty line. And unless we can give them a decent breakfast and some early education, we're just asking for trouble when those kids grow up Him - Well I think just the opposite. We should cut aid to poor families welfare mothers are lazy and a drain on society. How do you answer? You could call him a bigot, but that would end the argument. You could try to reason them out of his prejudice by offering macro economic structural explanations, then follow up with an appeal to pathos emotional examples of hard working mothers making $6, an hour. If your real audience is a group of liberal intellectuals, that response might work though your opponent probably would remain unconvinced. Besides, it's awfully hard to pull such an answer, practically a full fledged or ration out of your hat, your alternative. When in doubt, concede You - Yeah, I'm sure there are lazy people on welfare. The best kind of concession redefines the issue, without appearing to hear you shift the generic welfare mothers to a limited number of lazy people. Plus you depersonalized the bad guys in the story, welfare mother implies a slattern, who shoots up to entertain her boyfriends while the kids terrorize the neighborhood, lazy people conjures up a hazier less specific image. Still concession alone won't win an argument so you follow up by changing the tense and the issue you. But the question is, how can we spend the least federal money over the long run. A kid in headstart is much less likely to end up in prison. I'd rather the kid got a job than have to support him behind bars by shifting the tense, you move the conversation, away from tribal talk and into something arguable. ' Plus you use a conservative commonplace spend less money with the arguments succeed. It might, especially if the audience includes more than just your opponent. The advantageous is a powerful topic. It can even work in an election, provided you have a savvy audience.

Answer 47

Term changing don't accept the terms your opponent uses insert your own redefinition accept your opponent's terms, well changing their connotation. Definition jujitsu. If your opponent's terms, actually favor you use them to attack.

Answer 48

re-framing an issue doesn't always require changing the terms, you can accept the words, your opponent uses spouse that kid of ours is plenty smart. He's just lazy, you yes he's lazy. So how do we motivate him. Or you can change the terms. You know I don't think he's lazy, he's bored. Or you can redefine them. You if lazy means frantically shooting aliens on a computer and picking up valuable hand eye coordination, then he is lazy.

Answer 49

Making people angry works but it's mostly short term. The greeks reserved it for immediate actions like courtroom rhetoric. Use something like patriotism for long term gains.

Answer 50

Combine concessions with wit and you get banter. "Winston (Churchill), if you were husband I'd flavor your coffee with poison " "My lady if was your husband, I'd drink it"

Answer 51

Constants are better than alliteration in vowels. Vary the pose, and the pitch, and dont forget the pause The letter P/B works the best, Pay any price Bear any burden Not by the color of their skin but by the content of the character Use a thesaurus to find words that alliterate.

Answer 52

Try this when arguing turns to fighting. Consider what should we do about it, and how can we keep it from happening again as rhetorical versions of wd 40 lubricant. The past and present can help you make a point, but any argument involving a decision, eventually has to turn to the future.

Answer 53

People asks a ton of questions to badger someone. It make it impossible for someone to answer. Or Make someone answer yes no to a very complex question Get more fallacies

Answer 54

Say you once believed what your opponent believes, but have change your mind due to over whelming evidence. Act as if supporting it hurts you personally.

Answer 55

Lede- tidbit of information (Little suzie jones i cry over remains of the her dollhouse after ). Then go to the 5 W's and an H. Lets people in. then describe the housefire

Answer 56

You want to make standardized BNB's One of the Venture Partners has a puzzled look a venture capitalists standardized B and Bs. Isn't that an oxymoron. You - so is venture capital. Love this snappy answer. But remember that thing called decorum. Your job is to make the audience identify with you and your decision poking fun at the audience's profession does not constitute good decorum. Try again. You-it's more of a paradox strike to Mr VC clearly loves to show his area edition. So, arguing about terminology lacks decorum. We'll give you one more try. You- That's a great point. And it illustrates the genius of BMP MB. We take a mature industry and create a whole new sales category, a short uniqueness that may look like an oxymoron, but it actually eliminates the flaws of two mature industries. The standard hotel chain, and the independent bnb property. The visitor is guaranteed a unique experience, no two properties will look alike, while being assured of a high level of quality. This kind of selective branding should produce an ROI north of 80%, within five years. Now you're talking, you use VC code language mature industry property ROI, meaning return on investment to show you understand the venture capital world. And you refer to the firm's most cherished commonplace profit through risk. Keep this tactic in mind when you find yourself in trouble. You can often buy time with appropriate code language concession makes an even better instant response, especially if your Challenger and the audience are one in the same. Your answer to Mr VC Great point. constitutes an excellent concession a neat jujitsu move that turns a hostile question to your advantage.

Answer 57

The five virtues of style are proper language, clearness, vividness, decorum and ornament

Answer 58

Logos pathos and ethos, usually work together to win an argument debates with argumentative seven year olds accepted by using your opponent's logic and your audience's emotion, you can win over your audience with greater ease you make them happy to let you control the argument.

Answer 59

Pathos works best at the end of an argument. Let emotion build over time. Start with logos and ethos to tell audience what you want, then build up. Logos and ethos works better for smaller convos, pathos works best for large crowds. Gradually increase doses.

Answer 60

One of the best ways to define the terms, is to redefine them. Don't accept your opponent's definition, come up with your own instead. That way you sound as though you agree with your opponent's argument, even while you cut the legs out from under it. For most lawyers redefining as a matter of instinct. When President Bill Clinton told the special prosecutor, it depends on what the meaning of the word is, is he was redefining a term in the slickest most loyally way, unfortunately, Wayne and the movie Wayne's World does better. Wayne garthe marriage is punishment for shoplifting in some countries.

Answer 61

Use for feeling words, (desire, want, love) and power words (plus, buy, now)pause right before it. Elongate - for emphasis - This is called Dem-ocratic-socialism (underline) Adds dramtic effects, lets users mind engage. Explain larger, new words. When you want to spark recognition - "This is Darrien? From the weekend? (-?-)" The reason for this is - Whisper Technique - Pause for a few seconds. It gives them a second to nod their heads when you now. Do it after an important statement to give them time to absorb it. (---)

Answer 62

Uses examples for logic instead of common place. Good for when audiences commonplace doesn't work for you. 9/10 dentist agree Your own mayor raised taxes twice. The Democrats havent

Answer 63

Why do the last speakers have the persuasive advantage? lest you doubt that they do research confirms it. One reason, the earlier speakers can cause opinions to begin migrating. Take advantage of this by restating the opinion to the earlier speakers including opponents. The uncertain audience can be as vulnerable, as the half persuaded one. If your audience is self satisfied and unanimous perfectly content with its current opinion. Then you lack a persuasive moment. But few attitudes stay intact forever. As circumstances change cracks begin to form and your audience's certainty. You'll find a persuasive moment in a time of uncertainty change or need, or when a mood shifts.

Answer 64

-Opposites attract "If the present quarrels with the past, surely the future would have already been lost" "This is not the end, not even the beginning of the end, but it is the end of the beginning " "As I would not be a slave, so I will not be a master" -Lincoln "There never was a good war, or a bad peace" Franklin, poor richards "If you would keep a keep a secret from an enemy, tell it not to a friend"

Answer 65

You can often portray an emotion most effectively by underplaying it in an apparent struggle to contain yourself even screaming demagogues like Hitler, almost invariably began his speech quietly, and then turned up the volume

Answer 66

Find the persuadable audiences common places, define the issue in the broadest context, then deal with a specific problem at hand. Using the future tense. The words people use to sum up an argument constitute the issues definition. It's about values. It's about getting things done. This is really about wanting to go out Saturday night, the rhetorical tenet that there are two sides to everything applies to issues as well. There are two descriptions to every issue.

Answer 67

Sometimes gestures say more than words. Clinton is great in convos and one on one but never made a great campaign speeches or quotes. He'd look up at the ceiling to think. In small group meetings, he was very persuasive. His warmth is legendary. Study his gestures/acting

Answer 68

Believe it is repetitive use of code language extended to women. Before his reelection bush appealed to women with sentences that began with, I understand. And he repeated words such as peace and security and protecting for the military he used, never relent and whatever it takes, and we must not waver and not on my watch for Christians, it began sentences with end, justice, the Bible does. Bush - and in all that is to come, we can know that his purposes are just and true for men, he used swaggering humor that implied he personally pulls the military trigger. Bush- when I take action. I'm not going to fire a $2 million missile at a $10 empty 10 and hit a camel in the butt. It's going to be decisive.

Answer 69

Dress a level higher than your station | When end doubt, go in camouflage

Answer 70

Embody the values of the people you represent. Or at least pretend to. Match the audiences beliefs.

Answer 71

Logical conclusion

Answer 72

Kaepernick triggered patriotism while displaying his own anger. Patriotism could be any group. Family, freinds, religion etc. An abstract idea of belonging. It's an us v them tool.

Answer 73

What did he say v. What did he hear v. What did I do? Dont write or say what you want to say. Write what they need to hear. The art of rhetoric is getting what you want by using words. Illoqucian- you proclaiming something to get a certain outcome.

Answer 74

It's one of the more manipulative figures in framing strategy, you want to choose terms that favor you while putting your opponent in a bad light. That means using words that already carry a big emotional throwaway with your audience, let's call them commonplace words, the key words that form common places. Think about the quotation at the beginning of this chapter, Mr Burns owns a nuclear power plant that has had an accident. He tries to define the issue by replacing meltdown with unrequested nucleur surplus. meltdown is a commonplace word heavily laden with emotion. He swaps it for jargon. stick to terms that don't show up in any common place. They have almost no emotional effect. While we might object to his new terms. His dislike of meltdown is understandable. The term is burdened with so much connotative baggage that burns feels compelled to swap it out. the words chemicals and logging, have a similar negative connotation unfairly in many cases where would we be without chemicals and would yet, you would have a hard time redefining either of these words for just about any audience, except chemists and loggers.

Answer 75

Look at other issues and they're two sided descriptions abortion, a baby's right to live, or a woman's right to her own body. gun control our shockingly violent society or its citizens right to protect themselves. borrowing the car, a privilege, or a matter of fairness, big sister got to borrow it last week, a framing consultant lurks behind almost every candidate and universities offer courses in this subject, but framing essentially follows the same rhetorical principles we have been talking about. First, look for the most popular common places among the persuadable audience, the undecided and moderates, you might call this the bumper sticker phase of an argument. As always the most persuadable audience is the one in the middle. If you happen to debate abortion, your most persuadable audience is the one that wants neither to ban all abortions, nor do we allow them without restriction. A good pro choice slogan might be an egg is not a chicken or make abortion safe and rare Hillary Clinton and her husband Bill had been fond of the second one. Well, an egg is not a chicken isn't exactly a household rule of thumb, it still counts as a common place in Aristotle's book because it appeals to the common sense notion that you can't make an omelet out of a chicken. The slogan also works to convey the image of an embryo as an egg and not something that moves and responds to you. Once you have your commonplaces nailed down. You want to make sure that the issue covers as broad a context as possible. appealing to the maximum number of people with a widest ideological and Institutional Diversity. Trump spoke of abortion in the most violent terms. If you go with what Hillary is saying in the ninth month you can take the baby and rip the baby out of the womb of the mother just prior to the birth of the baby. While this kind of apocalyptic language describing illegal infanticide might have appealed to his base. I doubt that Trump won over undecided voters with that line. He narrowed the frame too much.

Answer 76

If not = Then Not If we put flip it and put not on both sides, then it is true. It cancels out. If its not a fish, it does not live in water

Answer 77

Structures keep your writing good. You need some constraints to produce better work. Steven king wrote much better when he had to follow constraints as opposed to when he wrote freely.

Answer 78

Syllogism is just a string of true statements If it is rainy, then it is cloudy if it cloudy, i'm not casting a shadow if it is rainy, i'm not casting a shadow

Answer 79

End ALL SPEECHES with a bit of pathos

Answer 80

Don't argue with the straw man of their beliefs. Ask them their beliefs, then state them back to them in your own words. Let them confirm that your summary is correct. After you get their confirmation ask probing questions to further get their commitment and see if they believe all facets of their argument.

Answer 81

You could have the best argument in the world but it won't get anywhere with these audiences. Not at the moment. Joseph Stalin, on the other hand was a master of Kairos even before he became the Soviet Union's dictator. According to biographer Alan Bullock Stalin would sit mute it Politburo meetings until the very end. Finally, if there was any disagreement, he would weigh in on one side or the other, and settle the matter. He did this so often they comrades would look at him towards the end of every meeting, waiting for his judgment. In a party of equals, he made himself more equal than anyone else. Despite being a course Ill dressed peasant among well bred colleagues, Stalin was the m&m of Kairos, a man who used his rhetorical skill to persuade an unlikely audience, if it worked for the mass murdering dictator, it can work for you.

Answer 82

One of the most boring fallacies that tautology basically just repeats the premise. Fan, the Cowboys are favored to win since they're the better team. The proof and the conclusion agree perfectly and there lies the problem. They agree because through the same thing, the result is a tautology, a favored fallacy for political campaigns. campaign worker, you can trust our candidate because he's an honest man. Proper rhetorical reply. I don't trust you. So that makes your guys seem twice as shady.

Answer 83

Tee up a power line before you say it let me say again what I always tell critics... The secret is simple, it can be summed up this way. And so my fellow Americans -- Use it to be supremely quotable.Try and use it only one once per speech

Answer 84

Your job as a persuader is to find the common place words that appeal most to your audience, or if you're on the attack repel them. Politicians use focus groups to test terms like reform and protection, which resonate with American voters, for now. Attach reform to enough pork legislation though and politicians may find themselves stuck with a negative commonplace word. You don't need focus groups to deal with smaller audiences. Just listen to the expressions people use and spot the key persuasive words. We need to be more aggressive. Let's come up with a robust strategy. Welcome to the team. If we work smarter, will win. I like him, he has a good heart. We need to change the paradigm. I can't relate to her way of working, chalk it up to a learning experience. He was traumatized in his last job. All of these emphasized words reflect certain attitudes and come with varying emotional charges all positive except for the last one. Don't call your new plan, innovative if you hear the word robust repeatedly, call it robust. Refer to your plan is a team effort that changes the paradigm. Of course, you don't have to speak like a cliche programs humanoid. I exaggerate for effect. Just remember to spot the key words and use them to define the issue

Answer 85

Rhetorical deduction uses a common place to reach a conclusion interpreting the circumstances through a lens of beliefs and values.

Answer 86

The second virtue clarity should be obvious, Alan Greenspan sounded like the Oracle of Delphi when he was chairman of the Federal Reserve, and that worked for him. It would not work for me wrong - The queasy constitutional argument by my opponent contains an internal contradiction that comes to light. When you apply the principle of starry decisis. Right- Does the town have the right to restrict noise. Yes, it has that right.

Answer 87

Try this neat little concession. I'm sorry, how would you have put it, instead of getting defensive, you put your own words in her mouth

Answer 88

I'll be your participation trophy husband

Answer 89

Anecdotes are the toys of history. Play with them. Use them. History is to be played with. They can be apocrypha and still he interesting as long as they are believable. Start with a historical figure or someone you know. A brother, a friend, a women in a town you used to live in. Don't just say "some lawyer" with no connection to you. Parables give picture to abstraction. Don't say i have experience. Experience is an abstract word. Talk about in pictures, stories and concepts. Show, don't tell. parable power is persuasive power. Find stories from history or parables that relate to your topic and use them to make your point. Tell a parable about their interest (business, politics, comedians, history, artists etc)

Answer 90

No one can prove Lima beans dont cause cancer (usually includes a double negative) No ones ever disproven something so it might be true. Your changing might to "it might " to "a reason to believe .

Answer 91

Head on the morning

Answer 92

Getting elected President of the United States does not always require great skill in formal rational debate, the ranks of presidents have been filled and no doubt will continue to be filled with individuals whose rather uninspired speech has been transformed through the alchemy of rhetoric into political dominance. America's 43rd President George W Bush deserves a special place in the rhetorical Pantheon only to his particular talent for code grooming. Most of the candidates who followed him had been more articulate than he was but they still have a lot to learn from the man. Pundits love to talk about his Christian code, but religion formed only a part of his grooming lingo. He also had his male code, his female code, and his military code. Bush spoke a pure demonstrative language of identity favoring the present tense and using terms that resonate among various constituencies. When he addressed the faithful, for example, he preferred, I believe, to, I think, in the summer of 2001. He used believe as a kind of fugue bush - I know what I believe. I will continue to articulate what I believe and what I believe. I believe what I believe is right.

Answer 93

Don't start with your introduction. Start with what you are trying to communicate. Circle back to the interdiction. This is fadic communication to get the reader to like you or draw them in with a story, a joke, a quote etc. End with your thesis (Whats your point?)

Answer 94

Thailand ( Vice to meditation) It was one of the most life-changing experiences but not really the way most people think. Im hanging out in Bangkok a this party hostel. It may have been the most insane party hostile ive ever been. There was the usual, an hour of free drinks, starting at 7, Crazy Australians (the only people in the world louder than Americans) , naked people in the bar area pretty much every night. I noticed my trip was turning into a frantic drunken blur So finally, on my like 8 days waking up hungover I though, maybe its time to see another part of the city. So I go out and see the landmarks, see temples, and I fall in love. I go up to Ching Mai and see a temple on every corner. I saw the monks and just felt peace there. It was essentially the exact opposite of the party hostel. I started meditating everyday day. I wanted to take some of the peace home from me. I still meditate everyday. I do it right before I hit the bars and when I'm hungover and it always reminds me of Thailand. (Buddish)

Answer 95

the rhetoric of the present handles praise and condemnation, separating the good from the bad distinguishing groups from other groups and individuals from each other. Aristotle reserved the present for describing people who meet a community's ideals, or failed to live up to them. It is the communal language of commencement addresses funeral aerations and sermons. It celebrates heroes or condemns a common enemy. It gives people a sort of tribal identity. We are great terrorists are cowards. When a leader has trouble confronting the future, you hear similar tribal talk Aristotle's term for this kind of language is demonstrative rhetoric, because ancient orators used it to demonstrate their fanciest techniques are argumentative couple uses it to divide each other.

Answer 96

For offense. Think of your goal set the tense and know youre audiences common places and values. For Defense use ethos logos and pathos, usually in that order for defense. When you don't know what to say. Try conceding, then redefining your concession. You could say it's spinach other would say its broccoli.

Answer 97

"I'm going to skip over what your policies have done to the economy, instead we need to focus on how we fix the problem "

Answer 98

Twist a cliche cliches make the world go round and your job is to screw up their orbit ways to undermine cliches include taking them literally and reducing them to absurdity attaching the surprise ending and swapping words. Change word order, besides doing this with cliches, you can coin my favorite figure the chi asmus, which creates a crisscross sentence way both sides. This category of figure sums up opposing positions and compares or contrasts them The either or figure dialysis offers a choice, usually with an obvious answer. The contrasting figure antithesis. On the other hand, can be more even handed. These side by side figures sum up an argument on your own terms, allowing you to define the issue, Edit out loud, by correcting yourself mid sentence, you can amplify an argument while seeming fair inaccurate and other editing figure is the refiner correct to which repeats the opponent's language and corrects it turned the volume down the ironic understatement called lighttoetees can make you seem cooler than your opponent, Turn the volume up the climax uses overlapping words in successive phrases to effect a rhetorical crescendo invent new words. This is easily done by verbing anthem Amiriyah turning a noun into a verb or vice versa

Answer 99

Find an area of agreement, validate them, recognize the value of one part before rebutting.

Answer 100

You turn an argument into a story, while discovering your point along with the audience. For example, suppose you want to craft a TED talk that would show how manipulating people can be a good thing. You can get everyone's attention by saying, if you want peace on earth, you need to learn the dark art of manipulation. But most people in the audience will think. Wait, I hate manipulation, I don't want this jerk to talk me into wanting to do this to people. So much for deductive logic. Instead, you can try the inductive let's find clues approach. Start with a personal story about educating some poor ignorant soul about the need to care for the poor.

Answer 101

Criticize the man and not the idea Tend to turn off undecided voters. It can be fun but doesn't change peoples mind. We tend to discount person being attacked and person attacking. (look for many more)

Answer 102

Are you better off now than you were 4 years ago Gives and philosophical, almost religious air Why are you so fearful of ye of little faith What profit a man go gain the whole world but loose his soul. A question forces the listener to react. (Probably works best in debate)

Answer 103

"I wont say my opponent has a thing for goats"

Answer 104

ie female ben franklin, wacko yako and dot.

Answer 105

How much should you ask for. What's the amount that you're going to seek Franklin said this about requesting donations. What's the most to think you can ask for. Then double it. Don't base your request on how much he'll give, but on how much you'll need.

Answer 106

Relationships being asserted. If its rainy, than the sky is cloudy. If its a fish then it lives in the water They had directional. Its not a equation like 2+3 equals 5 which works either way.

Answer 107

I learned a lot about prejudice in college. In 2012 I was dating this cute blonde girl named Reagan. She was gorgeous and had the thickest ( take a drink) southern accent. She invited me up for a weekend in blue ridge Georgia to hang out in her lake house ride on her daddy boat.She had this terrible room-mate we were trying to get away from and This is before the movie Get Out so I was skeptical, but I said yes. I was thinking a girl named after the republican messiah would have to have very conservative parents but invited some friends mostly for protection. So we head up and after 2 hours of driving we start to see all the signs. It's 2012 so it was Obama V romney and everyone had campaign signs in the yard. It was like Romney, Romney, Romney, Bush, Romney, Romney. I was getting pretty worried and gave my friends looks. Finally we get to a driveway where we park. Obama sign. The only one in the neighborhood. Her parents ended up being fun and interesting people. I know her dad would have voted for Obama a 3rd time if he could have. I learned about prejudice and figured out that you cant judge a southerner by their accent.

Answer 108

Use concessions by agreeing with the premises of the common place but showing how their example isnt one of those commonplace. You should teach both sides of issue. Yes but, Teaching both sides of creationism and biology arent two sides. One is science and one is religion.

Answer 109

At weekly review with employer ask what they need.

Answer 110

Having invented my basic argument I now need to arrange it rhetoricians came up with many variations on the organization of a speech, but the basics have remained the same for thousands of years. Essentially it comes down to this rule of thumb ethos first, then logos, then pathos. Start by winning over the audience, get them to like you through your shared values, your good sense, and your concern for their interest, make them identify with you all the tools of ethos apply here, then launch into your arguments stating the facts, making your case, proving your point logically, and smacking down your opponent's argument nnd by getting the audience all charged up through patriotism, anger, any of the emotions that lead to action. If you really want to follow a classical outline structure your speech like this introduction, the ethos part, which wins you the interest and the goodwill of the audience as Cicero puts it, he calls this section, the idiom narration, or statement of facts. Tell the history of the matter or list your facts and figures. If you have time do both. This part should be brief clear and plausible. Don't repeat yourself state the facts in chronological order, but don't begin at the beginning of time, just the part that is relevant to the immediate argument. Don't startle the audience with Believe it or not facts. This part should be predictable, what they hear should sound usual expected and natural division, list the points where you and your opponent agree, and where you disagree. This is where you can get into definitions as well. It's a biological issue it's an ethical issue it's a rights issue it's a practical issue. What benefits our society the most. It's a fairness issue proof. Here is where you get into your actual argument setting out your argument packet, we should do this because of that, and your examples refutation destroy your opponent's arguments here. Conclusion - restate your best points and if you want. Get a little emotional. You can do all this pretty easily in 15 minutes, technically, you can do it into the introduction could be something humorous about the height of the microphone or a quick thanks to the Rangers in the audience for letting us speak the facts could take a minute or two. And so, could the division, the points of agreement and disagreement. The proof would take the longest in a short talk, because you want to bring in all your strength of examples and premises, as well as causes and effects. The refutation could refute just one point that your opponent made or is likely to make, and the conclusion could consist of just one sentence.

Answer 111

Suppose, Uncle Bernie says, I still think we should build that wall with Mexico and make the Mexicans pay for it, while everyone else at the table suddenly shows deep interest in the garlic mashed potatoes, you show deep interest in uncle birdies fascinating opinion, your first question should force him to define his terms. You - Tell me about that wall uncle Bernie. What do you mean by a wall ? Birdie - You don't know what a wall is, I made a wall. 38 feet I think it is tall, made of bulletproof material. Next, ask for details You- along the whole border. That would be amazing. So there isn't a wall there now? Birdie - Well, it's not a good wall, and it doesn't cover most of the border. So, yeah, the wall has to be on the whole border. You can't let Mexicans just cross wherever there isn't a wall you. You - So the parts where there isn't a wall, what do they look like easy flat desert or mountains or Wait, isn't there a river Birdie - The Rio Grande, and you wouldn't build the wall in the river, just next to it. You - On the Mexican side birdie. Birdie- No, probably on our side. You - so it's all public land, or do some people own it. If some of it is private land, does the government just take that land birdie-uncomfortably, you should look that stuff up. By now your other relatives will all be off in the kitchen fighting to help make coffee. It's time for the third part of aggressive interest. Ask for sources you what land ownership maps have you found uncle birdie. And do you know how I can find out how many Mexicans are entering the United States, and how many are leaving it. I mean don't a lot of illegals come for a season to work and then go home. Will they have to climb back over the wall. (Now ask for sources) Which ownership maps have you found uncle birdie. And do you know how I can find out how many Mexicans are entering the United States, and how many are leaving it. I mean don't a lot of illegals come for a season to work and then go home.

Answer 112

If you make a mistake. Come on kick my ass, I deserve it. I screwed up. Exaggerate you fault to get sympathy. Tell them how you already fixed it.

Answer 113

A story telling how you tried to talk your aging father into giving up driving. He pointed out that he has become a danger to himself and others. Again, you fire your fact in logic missiles at him and they bounce right off. But during the conversation, you hear him mention a phrase, giving up. You. He told me that giving up driving would mean giving up on life. And I suddenly realized that to my dad, relying on ride sharing and friends for transportation would mean going gentle into that good night. It meant taking one passive step further toward death, and he's not ready. This has nothing to do with facts and logic I thought. It has to do with my father's heart. He has set it on life on battling decline as long as he can. And I thought, what if I could put not driving on the side of life. What if I could convince him that ride sharing would help him become more independent. I would change the terms of the argument, arguing from his beliefs and expectations, not my facts and logic. And that even meant throwing love into the mix, using it as a persuasive weapon. So I told him I loved him that he was my hero because he never gave up. But using more modern ways of getting around, along with the friends and family who adore him is far from giving up I said it's showing the courage to tackle a new challenge. Instead of asking him to give up his driver's license. I challenged him to spend a week taking Lyft and Uber. I helped him download the apps into his smartphone and set up ride sharing accounts. Now, you expand your talking to politics and the world economy and the future of humanity

Answer 114

Refusing to believe anything that fails to match your opinion.

Answer 115

inversion of normal word order. "On that path, madness lies" | Sounds old fashioned, like you're quoting. Also makes this sound serious. It helps put emphasis on a word.

Answer 116

Then comes the proof, where I put together my argument packet Me - Most of us live here because orange is a special place. And what makes it special is our town plan puts it is it's quiet rural character. Well, it can't be quiet and it can't be rural, if we start importing a lot of new recreational machinery. My refutation then anticipates what my opponent will say me. Bill will tell you, it's a matter of rights, then I'll go along with that. It is a matter of rights, my right to enjoy my property, working on my trails splitting firewood watching the beavers versus the rights of a homeowner to do whatever he wants with his land. But when that includes playing with loud toys. Then his right screws up my right, while doing harm to the character of this town. Finally the conclusion. I restate my strongest points and then describe the town, as it would be with a noise ordinance, where people can use their chainsaws to cut firewood, enjoy their ATVs and snowmobiles just within certain time limits, and the rest of the time, we can live in the town we love for the reasons we love it natural beauty, quiet, and all the things that set us apart from people who live in the city or the suburbs. This being the land of the Yankee, I have to take care not to be too emotional. That doesn't go down big in our town. But there is nothing wrong with exploiting the emotion of pride a little bit, recalling to the audience. What makes us special and sets us apart from the folks in the rest of America arrangement tends to get short shrift among rhetoricians, but it's especially important today. Most of our arguments, even personal ones, take place at disconnected times in various places over more than one medium. When do you focus on your character. When on logic or passion. You can see that some of the principles of arrangement work, even when you're not giving a speech. Remember that ethos logos and path those work best in that order. Begin with your strengths, whether your facts or your logic and put your strongest resources both at the beginning and at the end.

Answer 117

We express the purest kind of present tense demonstrative rhetoric in code. The words that we share within our own groups, the specific tools. Code grooming use language unique to the group. And as long as you don't apply it in decorously, you'll get in tight with your audience. Logic free values, perfectly rational speech can not only be a turn off for some audiences, but actually distract them from a values message. This is one reason why Aristotle said that logos works better in an intimate setting than in front of a large crowd. Focus on the individual values words to bring a group together and get it to identify with you. Repeated code words, find those specific commonplace terms that make a group bond and use them again and again and again.

Answer 118

First construct an enthymeme that uses something your audience believes in it sums up your entire talk. The rest of the outline rests on inductive logic lists the facts, compare your argument with an opposing one and include at least one anecdote that illustrates your point on the micro level,

Answer 119

Last punch at the end ( Then her parent lay dead in the large house next to the dollhouse) Could be dangerous but they may night hear it at the end. Could also seem manipulative because it seem likes like you're withholding. If it works, its ok. Tell someone about the thing and tell them what it was.

Answer 120

People asks a ton of questions to badger someone. It make it impossible for someone to answer. Or Make someone answer yes no to a very complex question Get more fallacies

Answer 121

Weather Change to a topic related to the weather, Go deeper into the topic of weather, beyond shallow and surface level comments, Share a personal experience with weather. Ask what their favorite types of weather are Talk about the emotions the weather invokes in you Talk about your nuanced opinion on the weather. Ask outlandish hypothetical questions about the weather reference third parties papers articles statements from friends, regarding the weather. Note that these are similar ways of creating motion. They force the interaction to go somewhere and don't allow it to remain on comments about the weather or to stay in the dentist's lobby.

Answer 122

Obama's speech changes from demonstrative rhetoric present tense oratory that brings the crowd together to deliberative rhetoric about choices from the present to the future. Describe the outcome of your choice as a dream. Obama - What if it was as easy to get a book, as it is to rent a DVD or pick up McDonald's. What if instead of a toy and every Happy Meal there was a book. What if there were portable libraries that rolled through parks and playgrounds like ice cream trucks or kiosks in stores, where you could borrow books. What if during the summer, when kids often lose much of the reading progress they've made during the year. Every child had a list of books they had to read and talk about, and an invitation to a summer reading club at the local library. This speech delivered at a librarians convention must have sounded to his audience like a bookish Eden. Okay, so it's not the most memorable Dream speech given by an African American leader. But Obama went beyond simply describing a utopia instead setting the scene as a way to float specific ideas past the audience, jingling book trucks in store libraries and the like. When it sounds like a visionary list your proposals in the form of a vision. And now you've gone from the best demonstrative rhetoric to the best of deliberative oratory doesn't get any better.

Answer 123

Try this in a large room. When asked what was the single best advice to give a beginning actor. The drama coach at Dartmouth during the 1960s answered. Speak louder. It works especially when you're nervous. Focus on speaking loudly, making sure the microphone is tuned in advance, and your voice will automatically take on a confident tone and rhythm

Answer 124

bullies are the stress test of rhetoric. They challenge your ethos, try to take over your audience, throw evil opinions at you and interrupt a nice family meal, your main strategy should be not to strike back, but to co op the bullies opinion, or if the bully is uncomfortable, the onlookers. This is true whether the bully is live or online audience targeting. When you're under attack search out your persuadable audience aim your response at that audience.

Answer 125

Tell them a vivid story about them or you. The expectation is that it could happen to them. Never announce what mood you want them to change or them to change to.

Answer 126

"Fight means trying to win | Argument mean trying to win OVER people."

Answer 127

Desire exploiting your audience's lust for something: flower and bikinis can push them from changing their mind to taking action, your newfound pathetic tools aren't all about the pleasure of emotional torture emotion also has to do with seduction emotions let you change a person's mood, which in turn greases the pathetic wheels to help change someone's mind. The spoonful of sugar that sweetens your logic. Emotional tools can also help you achieve the hardest goal of all getting action. It's what gets the horse to drink. Put a woman in a bikini next to some software display at a trade show and a great many heterosexual men will lust after, not the software necessarily. If that woman happens to be the developer who wrote the code to that software, then we may be employing just the right kind of desire. The point is to apply the emotion to the action you want, in this case, buying the product. Desire isn't all about sex as we discussed before. Some gardeners lust after the perfect Deep Purple rose.

Answer 128

Syllogism Vegetables can speak beans are vegetable Therefore lima bean can speak Enthymeme is a syllogism without the first statement. Beans are vegetables, Therefore lima beans don't speak Enthymeme When you lean forward, drop your voice and say : Cant we at least agree ( say something indisputable) At a logical level its where you start the argument. Cant we at least agree that Lima beans cant speak. It needs to be indisputable as a starting point. Some points are disputed because there isn't a starting point for common agreement. Cant we at least agree unborn babies need to be protected doesn't work. We need to go further back to find a point of agreement. Civil rights made big strides because it found enthymeme. Cant we at least agree that all men are created equal?

Answer 129

learn the style that your audience reads in and speaks in. Read more Hemingway. (God bless America- it's just something presidents say. (I'm one of you please vote for me. I'm a traditional politician) If you send an article out to be printed in a journal, use the conventions in that journal. Format it in their discourse convention. People usually look like actors. Casting normal people to turn it on it head. Exclusion- this is only info for people who are part of a select group. You are that group. Figure out large scale structure then put in modules. Build a metaphor and don't beat it to death or just let it drop

Answer 130

Sticking to the present tense and values is not wrong, it just makes deliberative argument impossible. You can't achieve a consensus, you can only form a tribe and punish the wrongdoers. Another way to foul up deliberation is to argue for the sake of humiliating an opponent. This too is demonstrative present tense. I'm one of the tribe and you're not rhetoric.

Answer 131

When you say something that makes changes in the world. (I now pronounce you man and wife) blur boundaries in politics. Declaring someone guilty, I divorce thee(3x), let there be light

Answer 132

The facts work best fall back through definition quality and relevance, until one works for you. Suppose a father catches his kids smuggling a candy bar into her room before dinner. The kid takes me on as counsel for the defense. What do I advise, the facts don't work for her, she was caught red handed. Redefine She could try to redefine the issue by saying she was not smuggling candy exactly but hiding it from her brother before he grabbed it for dessert, suppose she doesn't have a brother though, plus any lame excuse risks and angry parent. So she has to fall back again. Quality The quality defense would never admit she smuggled the candy, but she would argue that it wasn't as big an offense as you might think. Maybe she hadn't had time to eat lunch and was faint with hunger. With luck the father lecture on proper nutrition and lesser off without punishment. The quality defense, just might work. Relevance If it doesn't, relevance remains as her last fall back in a real trial, the relevance tactic entails arguing that the court has no jurisdiction in the matter in the girls case, it would mean claiming that dad is no right to judge her, didn't she see him pop a cookie into his mouth when he came home from work, and his his customary pre dinner whiskey good for him. You can see why relevance is the last position you want to take it carries big risks. But you normally won't have to fall back that far. Most of the time, defining the issue wins the day definition is such a great tool, actually, that you may want to use it even when the facts are on your side. Stance The ancients listed definition as the tool to fall back on when the facts are against you, or when you lack a good grasp of them. If you want, you can harness definition to win an argument without using any facts at all. facts and definitions are part of a larger overall strategy called stance. It was originally designed for defense, but it works offensively as well. Before you begin to argue, or when you find yourself under attack. Take your stance. Facts > Definition > Quality > Relevance

Answer 133

What is your power point? Whats your bottom line? Find the message first and the words will follow. Don't write anything before you know your bottom line. "There is too many public speeches and not enough private thinking" Churchill said. "Save us from the orator with his flood of words and his drop of reason" Ben Franklin said. Dont talk about multiple subjects in a speech only 1. Keep the audience on track.

Answer 134

We open the book club selling an idea uses much the same tools. Suppose you're so excited about rhetoric that you want to get your book club to read this book. Here it's a matter of getting the club to make a choice, not taking action. Therefore emotion, bears less of a burden. The products ethos counts, even more than your own unless your group has loved every book you have recommended. But suppose for the sake of this argument that this is the first book you presented. Where do you start, you, I have a book that's going to surprise most of you. It surprised me at least. Okay. Where are you going with this. You - I picked it up in the bookstore because I was curious about the title, holding book up. When I found it was about argument I was going to put it right back on the shelf. Oh, I get it. The Reluctant conclusion. Very nice. It establishes your disinterest and walks the audience through your reasoning, you. But then I flipped the book open. Let me read you what I read, read passage from the introduction about my rhetorical day. This isn't a stuffy scholarship or a cheesy business book. It's funny, and it actually teaches you how to argue. But that's not why I'm proposing that we read this together. It offers, even more than that. Oh, joy, a dear man's copy of audio. The, but wait there's more figure. Now you're just pouring it on you use inductive logic to read an example employ the definition strategy, it's not a scholarly or biz book and promise something even better, your group leans in to hear what comes next. You - it shows how argument isn't just a matter of dominating people, it's about getting what you want, of course, but it's also a way of avoiding fights and nastiness of all kinds, in politics, as well as at home or work. This club likes to focus on serious books that make a difference in people's lives. Well actually, this book is too entertaining to be purely serious, but it has a really serious purpose. And that's to get us back to what the author calls are rhetorical roots. Very nice. You mentioned the club's core values and show how the book sticks to them, a way of touting its rhetorical virtue. You even switch to the future tense at the end. Fellow club member is the author and expert on rhetoric. What do you call it, you rhetorician a practical wisdom question, does the author have a clue about his subject, you know, he's not an academic an excellent use of the redefinition tactic, your fellow member asked if the author was an expert, not an academic, the club avoid scholarly books. Still, that fails to solve the practical wisdom problem. Where are you taking this? you - buddy spent many years in publishing as a manager and a consultant, and he's also a journalist, not to mention being a husband and father. So he's able to apply rhetoric to real world situations, the very definition of practical wisdom. I couldn't have said it better myself had right to a summing up sort of peroration and Bob's your uncle. You, so I can't imagine a better book for this club. It tells a personal story, while it teaches useful social and intellectual skills that we didn't learn in college. If you have any more doubts I'll be happy to read you a couple more passages. Book Club leader. I don't think that'll be necessary Do any of you. Alright, let's have a vote. Congratulations. You want a good argument, employment, books, own ethos to make it look good wielding induction and redefinition and making the group identify with a choice by employing values language. Oh, and thank you very much.

Answer 135

You must be really great at tennis I bet you're a really big foodie You must love cats You must like star wars

Answer 136

Henry Kissinger used a classic persuasive method when he served as Nixon's national security adviser. He would lay out five alternatives for the President to choose from, listing the most extreme choices first and last, and putting the one Kissinger preferred in the middle. Nixon inevitably chose the correct option, according to Kissinger, not exactly the most subtle tactic but I've seen it used successfully in corporate PowerPoint presentations.

Answer 137

Now can you choose your common places and define the issue in a way that directly concerns the largest audience, switch the tense, as you'll see in a bit common places deal with values and values get expressed in the present tense, to make a decision, your audience needs to turn to the future. This isn't hard just deal with this specific issue. Say you want abortions to be safe and rare. Now what if you were a politician, you might want to support a ban on third trimester abortions while allowing the morning after pill. On the other hand, a pro life politician might advocate abstinence both positions deal with specifics of the issue with concrete steps, and they take place in the future. advocates who give rhetoric it's do working the common places, defining the issue in the broadest context and switching from values to the future, increase their batting average. The country benefits as well. out of sheer political self interest, the advocates find themselves on the middle ground suddenly an intractable emotional values laden issue like abortion begins to look politically arguable making abortions rare, is to the nation's advantage as Aristotle would say. Now, what are the most effective and politically popular ways to make abortions rare. The answers might give the extremes of both sides, a lot to swallow. On the left pro choicers would have to agree that abortion is a repugnant form of contraception, while on the right. Pro lifers would have to allow some abortions. Of course they don't have to. They can stick to their guns and remain unpersuasive.

Answer 138

Rhetoric has virtually no rules. You can commit fallacies to your heart's content. As long as you get away with them. Your audience bears the responsibility to spot them. If it does, there goes your ethos. Your audience will consider you either a crook or a fool. So before you commit a fallacy, you will want to know your fallacies. It starts with what the audience knows or believes the common place and applies it to a particular situation to prove your conclusion. In deduction, the common place serves as your proof. The proof in induction is that set of examples.

Answer 139

Cicero called memory, the treasure house of the ideas supplied by invention. Like other rhetoricians, he had his own methods for creating an inventory of thoughts and ways of expressing them. The ancients had wild ideas about memory, employing pornography classical architecture primitive semiotics abusive classroom techniques and exercises that orators continued throughout their lives. The student created his own mental images to fill each space, each image would stand for a concept an ideal or commonplace, or a figure of speech imagined an indoor shopping mall with stores that hold figures commonplaces particular concepts and argument strategies. Some of the stores never change their merchandise while others supply ideas that can serve a particular speech you arrange the stores, according to the classic outline of information with items useful to your introduction narration in facts, division proof refutation and conclusion. For example, the introduction section can have all the devices of ethos in them. One of them, the doubt trick dubatotsio the one where you pretend not to know where to begin. This could be a mirror shaped like a question mark. If we really wanted to follow the ancient practices. We would make the picture pornographic and fill some of the stores with naked men or women doing very interesting things rhetoric teachers found that their students or young males tended to remember these images, especially well, even if they didn't have to give a speech, a Roman gentleman was supposed to visit his memory Villa, at least once a day exploring each section and then printing the images in his head. Then when he did have to speak, the Roman could simply walk through the villa, and visit the sections he needed.

Answer 140

it's like doing the reverse of the psychologists word association test. You want to attach favorable words and connotations to people and concepts, a practice politicians called labeling. When you define the whole issue, then you're framing, placing the whole argument within the bounds of your own rhetorical term.

Answer 141

Whats true is always true.

Answer 142

It's that happy state where the brain is on autopilot and your audience is most open to your persuasion, least likely to challenge you and most important, most likely to calm down. The brain it turns out, basically operates in two gears system one, and system two System works on autopilot operating instinctively. I like to think of it as the Homer Simpson state. If I say two plus two equals, you think for without really thinking if I say bread and your brain says, butter, that system one doing the talking. Homer Simpson system, two is the thinker, the one who cogitate, who works on the hard problems. Remember how you felt when you took a math quiz in high school, you were in system to system to ask questions and figures things out. He's very skeptical. So if you want someone docile and cooperative. He's not the guy. Sure system 2 isn't likely to punch you in the face. but he's much more likely to lawyer up. The good news is, system to likes to hold himself back, he kicks in only when he has to. He's just trying to save resources because system to burns through large amounts of glucose, the body's ready energy. That's why you felt tired after taking an exam, not just your head, but your whole body. In order to conserve energy humans evolved to engage system to the thinker, as little as possible, which makes it easy to call on the Homer Simpson and our audiences brains. The most important way to use system one with an angry person is to keep everything simple. The moment you begin to confuse someone to make him think the frown deepens the arms cross and system two starts pondering litigation. So you need to use simple language and avoid jargon. If you're responding to a large angry audience in print. Use sans serif type, the kind without the curlicues. Keep your sentences short stick to plain honest sounding language. While you're talking, try to make your audience feel powerful, give them a sense of self

Answer 143

But the identity strategy can hurt a group as much as it can help it. For one thing, overuse of identity leads to groupthink where bonding rather than the advantageous governs decisions. This is the danger of arguing demonstratively in the present tense. If the aim is identity, then the whole point of persuasion is to make everyone eager to belong, the ultimate source of Yes Men and women. And as you have seen co grooming can manipulate you in subtle ways. So you need to watch out for the particular codes that appeal to the groups you identify with such as your education, gender political leanings age looks hobbies and degree of optimism toward the world. Marketers slice demographic and psychographic groups into increasingly thin portions. Once they learn enough of your preferences and habits. They can predict your behavior with impressive accuracy. If you buy an Apple Computer, you're more likely to vote democratic. If you have an American Eagle over your door, you're unlikely to drink single malt Scotch people who run three times a week spend a relatively small portion of their money on clothing, along with these habits comes code language words that trigger an emotional response to construct a rhetorical defense against the marketing arts, list the words that make you feel good about yourself.

Answer 144

Always check to see if the interest aligns in any conversation. What does the person want to obtain? What are the persuaders needs? your needs?

Answer 145

You can frame a family issue broadly, by appealing to the values you know everyone shares. If your kids accuse you of working late too often don't say that's what puts the food on the table. The alternative starvation, is probably unimaginable to welfare children say instead. I'm working late so we can go to Disney World.

Answer 146

Memorize the first sentences of the story, the last few sentences to end strong. Memorize scenes and be descriptive about them. Try to think of them as different size circles color coded with the mood of the scene. Have no more than 7 scenes

Answer 147

Suppose I want to persuade you to go to a poker game instead of the Mozart concert you would plan to attend. I start with an enthymeme me-you want to relax right, then there's no choice. You're going to play poker. That's the inductive logic, you want to relax. Therefore, let's play poker. I escaped what would have been the middle line of a syllogism poker is more relaxing than Mozart. You already knew that. But then again, maybe you didn't. Maybe I should use inductive logic facts comparisons and stories to shore up our premise that poker relax is more than Mozart fact me- You yourself said Nothing's more soothing than a good cigar and three aces comparison me - Did they let you drink beer during our Mozart concert, huh, do they story. Me, I knew a guy who went to see Don Giovanni A few years ago, he suffers through the whole thing until right at the end when he touches his heart, and slumps over dead. The last thing he sees before he dies, is Don Giovanni, getting sucked into hell.

Answer 148

Stimulate audiences emotions Change their opinion Get it to act How many therapist does it take to change a lightbulb? First the punch line says the bulb has to want to change how inefficient. How long would that take? 20 years of therapy. And once the gold decides to change what will compel it to carry out the job. A rhetorician would go about this much more simply by persuading the light bulb, the task would require three persuasive steps. Start by changing its mood. Make the bold feel how scary it is to sit in the dark. This turns it into a receptive audience, eager to hear your solution, then change his mind convinced the bold, that a replacement is the best way to get some light in here. Finally, fill it with a desire to act. Show the bold that changing is essential, and inspire it with a vision of lightness. This requires stronger emotions that turn a decision into a commitment, stimulating emotions puts the other goals within range.

Answer 149

You give a presentation pitching a major retailer on a program to improve the loyalty and retention of the company's employees. You show great slides, walk the executives through all the cool things you'll do. And then you dive into your period. "This is about more than retention. It's about access to financial expertise, networking channels, even backstage passes that kind of access the rest of us take for granted, the kind of access that makes us feel part of something special."

Answer 150

Common fallacy, the fallacy of ignorance. If we can't prove it, then it must not exist. Or if we can't disprove it, then it must exist. Second deadly sin. The bad example. What makes this as sin? Again there's a disconnect between the proof and the choice the examples or lack of them don't support the choice.

Answer 151

Virtue number one is proper language words that suit the occasion, and my audience. In my case, that means no foreign words or any other language that shows off. I want to follow the principle of 18th century rhetorician Christoph Martin Wieland to be not as eloquent would be more eloquent Aristotle said that uneducated people speak more simply, which makes the uneducated more effective than the educated when addressing popular audiences. Wrong. There are those among us who prefer the roar of internal combustion engines and the echo of their sound waves upon the surrounding hills, then there are those who seek the quiet spaces to renew our spirit, much as Odysseus did when he set out upon the silent vastness of the sea. Right. Some of us like to use our land for ATVs and snowmobiles and others like to do things that are quieter.

Answer 152

If you get heckled, talk to your audience. No them. "Dont boo, vote" Make a joke at their expense or show pity. Offer a conversation after.

Answer 153

Mediaeval sermon structure is .very polished. Most colleges were made for teaching people to preach (Harvard, Dartmoth, Oxford, Yale, Cambridge)

Answer 154

A negation. Switch the A not Not A doesn't really make sense all the time. If its rainy, the sky is cloudy isn't the same as: If it's not raining, the sky is not cloudy. If it's not a fish, it does not live under water.

Answer 155

Use a screwups to strengthen the relationships. Admit to the screw up and explain what you've done to fix it and how you are angry at yourself for not living up to your usual standards

Answer 156

Let freedom ring from the snowcapped Rockies of Colorado! Let freedom ring from the curvaceous slopes of California! But not only that; let freedom ring from Stone Mountain of Georgia!

Answer 157

Aggressive interest, respond to a political bully by feigning sympathetic curiosity. Well continually asking for definitions details and sources. What do you gain?Well, for one thing you'll have the satisfaction of out annoying, a political uncle. Besides, there's some evidence in neuroscience, that the details of an argument tend to cause the argument to moderate his opinion unconsidered stances tend to be more extreme. Don't push back, keep asking questions in system drilling down to definitions, define details and sources and see if you can, Outlast your bullying opponent. If you can, if he walks away exasperated then despite all I've talked about previously, you win

Answer 158

Bush isms on the other hand, offer a profound example of code grooming and politics because Bush's illogic made the demonstrative language that much easier to hear his clumsy rhetoric was at most a minor obstacle to election. In fact, by making his speech seem guileless, and by allowing him to repeat appropriate code words bush isms may actually have helped him win the presidency. Bush-We look forward to hearing your vision, so we can more better do our job. Am I proposing that we all speak like bush. No, probably even bush didn't mean to speak like bush. In fact, while eliminating the logic can make your code word stick better. You don't want to eliminate logic altogether code words tend to go along with present tense demonstrative tribal rhetoric, to get what you want in a deliberative argument, you usually need a healthy dose of logic spiked with values. Aristotle used the commonplace as the centerpiece of deductive logic, not a substitute for it. commonplace words and code words are often the same thing. straying more than a little from Aristotle bush took those code words and repeated them like a political mantra, they became like a song you can't get out of your head. But the same annoying technique can help you pull it tribe together.

Answer 159

Ironic love this kind of irony works best when your audience can see through it, it's really hard for a bully to respond to a loving slightly pitying smile. Virtue pose. Show yourself to be the better person. Do this by showing little negative emotion, invite a conversation and seem. Of course, you probably are the better person. In which case, no need to pose.

Answer 160

Internal Rhyme

Answer 161

mao ( how i drank only vanilla coke in California)

Answer 162

First though, let's master the most powerful logos tool of all concession. It seems more Jedi Knight than Rambo involving more self mastery than brute force, but it lies closer to the power center of logos than rhetorics more grandiloquent methods. Even the most aggressive maneuvers allow room for the opponent's ideas, and the audience's preconceptions to persuade people to make them desire your choice and commit to the action you want. You need all the assets in the room, and one of the best resources comes straight from your opponent's mouth

Answer 163

Franklin also advise that you have a specific figure in mind. Don't say, How much do you think you can invest. That's a way of asking that's almost inviting rejection, try more confident specific approach such as this one. There's donor. We're seeking one person to be the founding investor for a quarter of a million. We want you to be the founding investor or say this. Mr fat cat. We have in mind five original investors who will be the captains so to speak of this venture. Each for $100,000. We're counting on you, Mr fat cat to be one of these captains

Answer 164

Do you want to vote democrat and help the middle class?

Answer 165

Use future tense If you want to make a joint decision you need to focus on the future. This is the tense that Aristotle saved for his favorite rhetoric. He called it deliberative, because it argues about choices and helps us decide how to meet our mutual goals deliberative arguments chief topic is the advantageous. According to Aristotle. This is the most pragmatic kind of rhetoric, it skips right and wrong, good and bad in favor of expedience present tense demonstrative rhetoric tends to finish with people bonding or separating past tense forensic rhetoric threatens punishment. Future Tense deliberative argument promises a payoff. You could see why Aristotle dedicated the rhetoric of decision making to the future. Our poor couple remains stranded in the present tense. So let's rewind their dialogue and make them speak deliberatively in the future tense, that is, she can you turn that down a little. He sure I'd be happy to. Wait. Shouldn't he say, I'll be happy to. I will not I would. Well, sure you're probably right. He could, but by using the conditional mood, would instead of will, he leaves himself an opening.

Answer 166

``` (Look at rhyming dictionaries) Air Aim Ite Ate Oh Ay Ake Eam Ain Echo effect: repeat key words, nouns Alliterate and activate Series of b or p most powerful ```

Answer 167

Instead of outlining your points right away, try to come up with about 40 inspiring words. Do you want to get them excited about supporting a local recycling ordinance talk them into joining your organization, or give them an amazing idea worth spreading. I think what your speech is really about, that's your frame your 40 word period becomes a beautiful frame. If you have trouble beginning, start with these words. "This is about" You may eventually choose better words for the topic and occasion. But this is about, lets you cut to your theme and its implications for the audience. You can even use a neat antithesis as Obama did. This is not about liberal versus conservative, etc. Suppose you want to give a TED style talk about modern day slavery in American prisons. You have told the audience that the 13th amendment the one that abolish slavery contains an exception for people convicted of crimes. Then you deliver this period. This is not about some metaphor, and not just about African Americans in prison.This is about literal slavery. Slavery mandated by law by the United States Constitution, which more than anything else tells us who we are as a people.

Answer 168

After a strong argument you can even use its negative "But that's not why I think you should buy this book"

Answer 169

Someone call Lincoln two faced | "If God gave me 2 faces, would i be wearing this one?"

Answer 170

A well told narrative gives the audience of virtual experience, especially if it calls on their own past experiences. And if you tell it in the first person

Answer 171

Dont be Cassandra. She knew the end was coming but no one would believe her We need to convince people because we cant appeal to another authority. We only can convince people of most truth based off of interpretive communities. Jurys or a group of people determines whose president.

Answer 172

What is our aim I answer in Victory Victory at all cost, Victory in spite of all terror Victory no matter how long the road may be, For without victory, there is no survival. "Eat to live, dont live to eat"

Answer 173

Figure out what you want them to do, then write/talk.

Answer 174

What's wrong with this argument? My dog doesn't bite. That's a classic fallacy of antecedent. Common fallacy, the fallacy of antecedent. It never happened before, so it never will. Or it happened once. So it will happen again. Another reply to the antecedent fallacy. That's a long time to tease fate, or for a certain audience, your karma must be terrible.

Answer 175

What's wrong with this argument? What did the President know? And when did he know it? That famous Watergate question committed the fallacy of many questions? When did he know it implied Nixon skilled by assuming he knew something about Watergate in the first place. Two issues are at stake here. First, did the President know anything? And if so, what second if he knew something? When did he know it? fallacies coming in number of flavors, but all of them suffer from a breakdown between the proof and the conclusion either because the proof itself doesn't hold up, or because it fails to lead to the conclusion.

Answer 176

Ask "that's interesting, why do you say that?" You cant convince them if you just shut them down. You can use Socratic method instead of shutting them down.

Answer 177

People want to create an emotional response. They want joy, anger, curiosity, etc. Protectively think about the emotion they are trying to invoke in you and give it to them. Validate them. Let them teach you.

Answer 178

the tools of aggressive interest and ironic love Don't come from me. I stole them from Socrates. He went around Athens with a big smile and a deep curiosity and turn citizens minds upside down with his relentless friendly questions. Mostly those questions came down to definitions. Socrates was all about discovering the essential meaning of words, figuring that the truth, often hides itself and meanings. Hence the term Socratic questioning. At the very least, you'll make people's comfortable assumptions, a little less comfortable opening a small crack and their vast beautiful Mexican funded wall of opinion. At best, your agreeable stances help achieve the Nirvana of argument. Agreeability. Try to seem genuinely interested like Socrates

Answer 179

Start a new sentence Before finishing the one year on Obama, our challenges may be new. The instruments with which we meet them may be new. But those values upon which our success depends honesty and hard work, courage and fairplay tolerance and curiosity loyalty and patriotism. These things are old. Why didn't he just say those values are old. That would be more concise and even pretty, but by inserting another subject in the end of the sentence. Obama pauses for a beat, and then bold faces, each of those final words, these things are old. Notice also that the four words in the long sing song list. The pressure builds and builds phrase by phrase until it's released in that last clause. I've sat on moved through a great many speeches, but this part, gave me goosebumps. I included this example to show how effective figures of speech can be in oratory review the chapter on figures, then see if you can spot them in other great speeches, when you're writing your own speech or presentation. Look for the flattest sentences and think about the figures you might employ to fix them up.

Answer 180

Right after he was sworn in as president obama used his inaugural address to channel, another of his political heroes john f kennedy Obama - Today, I say to you that the challenges we face are real, they are serious, and they are many, they will not be met easily or in a short span of time, but no this America, they will be met. Those three sentences, follow a narrative arc is writers like to say, first we're told that the problems, sorry, challenges are a big deal. Then we're told, we're going to walk a long tough trail to the end. Finally we get to the happy ending. Obama rhetorically rehearse is the classic heroic fable hero gets mission beats obstacles overcomes all, and just who are the heroes of this morality play. We are for a moment, the audience gets to deuced into being, almost glad the obstacles are so great. How else could we prove our mettle. Imitate your heroes- obama During his presidential campaign. Obama gave a first rate speech at Martin Luther King Junior's Ebenezer Baptist Church, the senator occasionally slipped into wonkish, a Ruth Mia with clunky phrases such as empathy deficit, but he got the crowd shouting, amen. When he picked up the imagery and figures of speech that MLK himself used Obama in the struggle for peace and justice, we cannot walk alone in the struggle for opportunity and equality. We cannot walk alone in this struggle to heal this nation and repair this world. We cannot walk alone. Repeating the beginning and end of successive clauses. The simplest c figure to be technical about it made a kind of him a beautifully pathetic way of saying, I'm one of the faithful like you. And I'm carrying the torch, that the Reverend King once held. If you were ever asked to speak at the retirement of or funeral for a good soul beloved by friends and family. See if you can pick up your subjects rhythm speech pattern or expressions. It's not only a fine way of ingratiating yourself to the audience by implying that his spirit lives on you to the person honor.

Answer 181

Having decided on the goal, and the issue. Now I need to think about the audience's values, the previous year, we ratified a town mission statement, even towns have to have mission statements now apparently it's not enough to state that the purpose of Orange, New Hampshire, is to exist. Our mission statement includes the quiet, rural nature of our town among our values. On the other hand, one of the common places you hear the most in these parts is a person has a right to do what he wants with his property. The motto on our state license plate. Live Free or Die sums up the general attitude. Therefore, when I come up with my central argument packet Aristotle's enthymeme. I should talk about rights instead of quiet. I already know that my opponent will focus on rights, and it would be nice to take the rhetorical wind out of his sails. So my argument packet will go something like we need to cut back on noise, because it's ruining our chance to enjoy our own property. So much for deductive logic. Then I'll talk about how the deer seem to be shyer than they used to be. And how Mrs first and down the road. Can't nap in her hammock and summer the way she used to. Next I can cover cause and effect, describing what our town will be like if we let the volume of noise build a whole community of deaf mute or a bunch of home bodies in an area people used to live in for outdoor recreation. So much for townsfolk enjoying their property, unless their machines are louder than their neighbors machines. I could seal the point by asking for a show of hands, how many people think that a crescendo of noise from leaf blowers, and other loud equipment will keep them from enjoying their property

Answer 182

In rhetoric induction is argument by example. This kind of logic starts with a specific, and moves to the general, whereas deductive logic interprets the circumstances through an existing belief, a commonplace, inductive logic uses the circumstances to form a belief. It works best when you're not sure your audience shares a common place.

Answer 183

Answer criticism before your opponent brings it up. I've already though about it and it isnt relevant. "I know I have problems with this" Use it only if you I know they will being it up.

Answer 184

Nostalgia dark arts tool of rhetoric Make america great again and brexits "take back control refered to a time that things were better while smothering the problems with that time. Nalstos (Retern home) gia (pain)

Answer 185

As you saw during the last presidential election. Democrats and Republicans love the present tense, Hillary is crooked, the Donald is deplorable. It's a great way to stir up the bass and a lousy way to conduct a democracy.

Answer 186

Passive voice ``` Check for these words when passive voice Were have had are is be been ``` Use it to apologize Mistakes were made Terminations may he implemented (Shifts responsibility to no one)

Answer 187

sympathy, share your listeners mood sympathize align yourself with your listeners path those don't contradict or deny the mood. Instead rhetorical sympathy shows its concern, proving as president george HW Bush put it, I care. So when you face that angry man. Look stern and concern. Do not shout, wooo decaf. When a little girl looks sad sympathy means looking sad too. It does not mean chirping cure up this reaction to the audience's feelings conserve as a baseline, letting them see your own emotions changes you make your point Cicero hinted that the great orator transforms himself into an emotional role model, showing the audience how it should feel . little girl, I lost my balloon. You, awww you, little girl cries loud Are you still trying to look sad while yelling over the crying. What's that you're holding. Little girl, my mom gave me a dinosaur. You cheering up a dinosaur.

Answer 188

Remember, demonstrative rhetoric has to do with values. It focuses on the present tense delineating what's good and bad right and wrong. And one of the best ways to talk about values, is to contrast them with those who the enemy. Obama - We will not apologize for our way of life, nor will we waver in its defense. And for those who seek to advance their aims by inducing terror and slaughtering innocence, we say to you now that our spirit is stronger and cannot be broken. You cannot Outlast us and we will defeat you. You might see another tool in there. The Prosecco PA, which pretends to speak in another voice, or in this case pretends to speak to someone else. The process of a PA is all about playing pretend. Nothing brings the tribe together better than a common foe. And the best way to portray yourself as leader of the good guys is to issue the bad guys a stern warning. Obama isn't really talking to the enemy, he's talking to voters. Instead of urging us to be patient, a tough thing to tell a notoriously impatient country, he brags about our resolve will outlast the enemy, because we're tough.

Answer 189

Well, what I really want is for citizens to rise up and destroy every leaf blower. But what I want for my speech is to change the audience's mind to convince my fellow townsfolk that we need a new noise ordinance. What kind of rhetoric Do I need for that past law in order present values or future choices. We're talking about the future here about making a choice. So the rhetoric is deliberative. I'll bring in values but only those the audience already has. And I won't blame anybody for the noise, having decided what I want from the audience. Next I nailed down the issue itself Cicero tells me to ask whether it is simple or complex. If complex, I should break the question down into smaller issues. But in this case, the issue is really very simple. The town either once a noise ordinance, or it doesn't Cicero says I should be prepared to argue both sides of the case, starting with my opponents pitch. This means spending some time imagining what he will say, I'm guessing he will talk about values a lot, the rights and freedoms that a noise ordinance will trample upon this little debate in my head, helps determine the crux of the argument the point to be decided. What is this argument really about why did I propose the ordinance in the first place. Is it about noise or about leaf blowers. I think it's about noise in general, the leaf blowers are just the last straw. Adding to motorcycles guns teenagers squealing their tires and all the other acoustic tortures of life in modern America.

Answer 190

Everyone is doing it so you should to- | The American people believe x

Answer 191

The definition tools fall under the strategy of stance, the position you take at the beginning of an argument. If the facts don't work for you define or redefine the issue. If that won't work belittle the importance of what's being debated. If that fails claim the whole argument is irrelevant. In some stance comes down in descending order to this facts> Definition> quality> relevance.

Answer 192

Correlation does not equal causation. What happened afterwards is somehow correlated to what happened in the past. Since I was elected 2 years ago, unemployment went down 8%

Answer 193

Nudes aren't art. Have you seen the renaissance?

Answer 194

``` Malign yourself Downplay your accomplishments Everyone loves an Underdog. Open with a flawed part of yourself Small steps are better than overnight success. ``` Start when a failure first. (Travel= boy meets girl) Make it about self discovery

Answer 195

Obama. One march was interrupted by police gunfire and tear gas, and when the smoke cleared, 280 had been arrested, 60 were wounded and 116 year old boy, lay dead. While he's talking about the past. Obama is using this story in the service of demonstrative rhetoric, this historical mini narration captivated a labor convention when Obama was still a US Senator, his secret lies in the cinematic order of events, as if the speech were a movie scene that began with a wide angle shot and gradually zoomed in. First you see the March, and the cops on the move. Now we zoom in a bit to find heavy smoke and gunfire. Zoom in more, and the camera moves over anonymous bodies. Then a close up to show the lifeless face of a teenage boy heartbreaking. And it brought the audience together by showing the labor movement has noble and dramatic.

Answer 196

In law, an iron clad rule is to never ask a question you dont know the answer to in cross examination

Answer 197

Who/whom Who=he Whom= Him Move the sentence around and sub in him/he

Answer 198

The three core issues blame values - Past tense choice issue - present tense Values

Answer 199

Dont try and win a pissing match or prove your intelligence. Interpret and react in a way that gets people to like you. Remember to do that over all.

Answer 200

The good orator uses the division to represent both sides on his own in the most glowing terms and his opponents. Well, you don't want to be too obvious about condemning the other side. Far better does sound disappointed in the opposition's total wrong headedness. I say to you tonight. We have more work to do what he really means is, after four years of Bush and Cheney we have more work to do. Use the division to sound more reasonable than the other side, implying that you're the nice one. Proof to back up his point about how much needs doing Obama uses a classic rhetorical device, the catalog jobs being shipped overseas oil companies holding America hostage, our liberties sacrificed in the name of safety faith used as a wedge to divide us, and a badly run war refutation, here's the fun part. The out and out attack on the opposing side. But Obama strays a bit from Cicero's playbook. Instead of going after the republicans directly, he attacks the spin masters and negative ad peddlers who seek to divide Americans. And then he delivers the biggest line of the night. Up till now he has kept his voice steady reasonable, even clipped. Now, it takes on the volume and cadence of a pulpit thumping minister. Well, I say to them tonight. There is not a liberal America and a conservative America, there's the United States of America. It became the soundbite heard round the world conclusion, the end of a great speech does double duty as both a summary and a call to action. In the end, that's what this election is about do we participate in a politics of cynicism, or a politics of hope, hope you're all the delegates happily answering a rhetorical question, having dealt with all the logos stuff. Obama can surf the waves of applause with a string of ads, he calls his audience to action by describing a happy future, and john kerry will be sworn in as president and john Edward will be sworn in as Vice President and this country will reclaim its promise and out of this long political darkness, each clause gives the audience, another boost and the crowd gets louder and louder until the hall becomes so deafening, you have to read his lips for the obligatory. Thank you and God bless you.

Answer 201

Not accepting the opponents definition of what the discussion is about and swapping it for you own Big Sister"Why are you always eating all the peanut butter? You're such a little pig?" Little Sister "You seem really angry. Is this really about peanut butter? What is this about?" They will probably get defensive and storm off but you still win by re-framing

Answer 202

Semi pro-formatives - greetings, acknowledgements, telling a joke, ask questions. Politicians tell a story or a joke before saying vote for me.

Answer 203

After all there's only one question left. Are the poor persons? The Japanese bombed us (etc--) And after all that they expect us to stand out. What kind of people do they think we are?

Answer 204

So I'm in the middle of ball pit fight with new (citizens of medellion) friends. Believe it or not I wasn't on insane amounts of coke, this is a pretty popular bar In medillin. I saved a very drunk Canadian guy from drowning, gave him mouth to mouth, it was pretty hot, in the ball pits and they decided to buy me a few shots of tequila which us surprisingly really expensive in south America. So I ended up heading to their house for more drinks, obviously. I was on vacation. So its sorta my fault. I stopped to pee in the park. Like super fast. Sonic levels.At least I thought It seemed like an amazing idea at the time, until I saw the scariest cop I've ever seen. Big Colombian with an uzi on his hip tells me to follow him. I pretended not to speak Spanish. I had to empty my pockets and they told me what the fine was. $500 USD. They were looking for coke and they couldn't find any. Finally the Colombian guy comes through like a champ and gives him a $50. The moral is always keep a Canadian with you. Give him mouth to mouth whenever possible.

Answer 205

Acting slow at first but getting more confident and passionate as you proceed, finally ending with point staring into opponents eyes. It looks more authentic. Bush was perceived as authentic by the south while northerners laughed at him. You hide your rhetoric inner workings. You are performing your personality. Fancy speak mixed with normal speak.

Answer 206

The most productive arguments use choice as their central issue. Don't let a debate swerve heedlessly into values or guilt, keep it focused on choices that solve a problem to your audiences and your advantage. Control the clock. Keep your argument in the right tense. In a debate over choices, make sure it turns to the future.

Answer 207

Converse. Switching If then statements. if is cloudy, then its raining If its a fish, than it live under water

Answer 208

Conceived in liberty and dedicated to the proposition (gettysburg)

Answer 209

If you're competing against a superior company or candidate or suitor of any kind. Use the future tense against your opponent. You've heard a lot of bragging about past accomplishments and how great my opponent is, but let's talk about the future. What do you want done

Answer 210

Personal essays arent about you. They are persuasive Use a tactical flaw in story. Story centric.

Answer 211

Try this in a public meeting. The answer to the bad politicians, "that's just wrong". "Could be. Thanks for the moral lesson. But since when is it immoral, to save taxpayers money while helping our seniors." It's another form of concession grant the moral issue and restate your proposal in highly moral terms, then it helps to restore the debate to the future tense. Now, can we stop being wholly for a minute and talk about fixing the problem, good politician- We need to figure a way to deal with a skyrocketing cost of elderly care. So future generations can continue to take care of our seniors. Bad politician- "you're attacking our senior citizens, and that's just wrong." Unless the bad politician gets right back to the future, the argument is dead on arrival. If he actually does switch to the future tense. Then he redeemed himself rhetorically redeemed politician. We shouldn't talk about seniors in isolation. You - Everybody should bear the burden of government expenses. So I propose a broader discussion of the federal deficit. It's okay to use sermonizing demonstrative rhetoric in a deliberative argument to get the audience on your side, but then you should instantly switch to the future tense. This isn't just because Aristotle said so. It is simply more difficult to use the present tense, to make a choice about the future, if your opponent insists on sticking to the present or past, call the foul. You. Let's get beyond all the blaming and sermonizing these folks want to know how we're going to deal with the issue

Answer 212

The practically wise salesman should also figure out whom the gift is really for. Father's Day may just be an excuse for my mother to buy a toy for herself, in which case the sale gets a lot easier. forniecus makes an especially good persuasion detector when you don't know where the sweet spot is when you know too little about an issue or have no idea what you want to spend to determine whether you can trust the speaker's judgment, ask has the guy figured out your needs, your real needs that is one of the most important traits of practical wisdom is sassing ability, the knack of determining what the issue is really about.

Answer 213

You want them to sleep with you? Change the mood with win, compliments and song.

Answer 214

Find common places of a new manager and quote their buzzwords. Thomas Jefferson used to keep a commonplace book to use in arguments.

Answer 215

Is jimmy carter ---Odd for saying Wasnt it alittle---bizarre when he Is it sorta --- strange that he

Answer 216

Convince people they are being belittled. They need to restore their status. That's how most lawsuits start. "The company has mocked this legislature for years and forgot about you a minute later.

Answer 217

Don't immediately go into negotiation. Take a step back. What do I want from this? Want a deal? Want a Promise? Make a connection.

Answer 218

Turse is better than tedious. Being short winded comes off much better than being long winded. The Gettysburg is 2 minutes. Be brief, be funny, make a joke. And sit down. The less you say the better. Churchill was always short and sweet.

Answer 219

Present it then explain it. "The billion dollar deficient is enough to go to the moon and back" Do you want credibility at the time of the speech or long run memorability? Use visual aids or descriptive language with them. Reduce- 1 is probably enough for one point. Round up- round it to something Relate - relate the stats to an image. Use fraction instead of large numbers or decimals. 1/2 not 50.5% percent

Answer 220

Juxtaposition different ideas. The big and the small. The black and white. men and women, Jews and Gentiles, Protestants and Catholics, will be able to join hands and sing in the words of the old Negro spiritual, "Free at last! free at last! thank God Almighty, we are free at last!" It works because he is trying to create unity.

Answer 221

Falsely compares that choice with another ridiculous choice.

Answer 222

The fourth virtue is the most important decorum, the art of fitting in my accent is a bit too Mid Atlantic for Yankee ears. But I will not try to change it to talk about the loud cars on the mountain road and unsuccessful attempt to fit in May entertain the audience, but it won't make you persuasive. Instead I'll talk about the same things the locals talk about wrong. I ain't gonna tell you what you can and can't do. No sir. Why I cut a few trees myself and make a hell of a racket doing it too. Right. I make noise too. I failed in bucks seven chords avoid this past fall running two chainsaws in tandem and I'm sure you could hear it all the way to orange pond.

Answer 223

Theme - What its going to be about Bible Verse - declaration of independence, MLK speech, Gettsburg address Exemplum - parable or something from real life, current event, myth. Minds of human beings are hardwired to be interested in other human through story. Find ways to tell stories about things you care about. Tell them what it means.

Answer 224

Appeal to pride, in community country, in company Hope - vision for the future, new opportunities, expanded horizons Love - love of community, love of god Fear- of what may happen if they don't head your message Quoting scripture or Shakespeare works or personal anecdotes

Answer 225

"1 in quadrillion, that's finding the right hair from billion people on the world. "5,000 square miles, or the size of Connecticut " Use this tool to create sound bites.

Answer 226

Switch if = then If the economy is doing well, the economy will grow If you want the economy to grow, you must vote for the incumbent If a implies b then b must imply a

Answer 227

Get other people to brag for you. Get a ally to bring up your past virtue. "Hey, weren't you a web designer at your last company? You can take over the project"

Answer 228

Always reuse your analogies when possible. Itll get a smile.

Answer 229

Look how well defining the terms work for Anthony in Shakespeare's Julius Caesar, it is, I've come to bury Caesar not to praise him speech, Anthony calls Brutus an honorable man, so many times in the context of Caesars assassination, that honorable begins to sound like an accusation. The crowd is ready to tear Brutus limb from limb for his honorable illness

Answer 230

Premise, therefore conclusion. You believe this, therefore that

Answer 231

This is a love story. The first time I traveled by myself was to New York to see an ex girlfriend. I had seen one too many 80's romantic comedies and I have romantic / ridiculous / very unplanned idea that I was going to win her back. I even bought my guitar so that I could the 4 chords I knew at the time to make this grand gesture. It was pretty great at first. We meet up in central park and I take a tour of the city. We basically got back into our old pattern of walking the city and quoting movie to each other. I blew all of my money and we were both broke college students so I end up living on dollar pizza and halal for a few days. Probably the healthier then the rest of my diet in college. Finally to told her I was still in love with her, in a joking nonthreatening way. And she looked me in my human eyes and said "Frankly my dear, I don't give a damn". We actually both started laughing. I was pretty sad but It I known in the back of my mind that it was probably whats going to happen. So we hugged and parted ways. Im still thankful to her to this day. She woke me up. I decided I wouldn't let it depress me. I still have 3 more days in NY and i would have fun. I asked for the near bar on that street and never looked back. ended up meeting a ton of great people, saw 4 boroughs randomly. Met people I'm still friends to this day. I became hooked and haven't stopped traveling since. It's just pure freedom. It taught me life isn't a fairy tale but you can make your own story.

Answer 232

We expect our arguments to accomplish something you want to debate to settle an issue with everyone walking away in agreement with you. This is hard to achieve if no one can get beyond, who is right or wrong, good or bad. Why do so many arguments end up an accusation and name calling. The answer may seem silly but it's crucial. Most arguments, take place in the wrong tense. Choose the right test. If you want your audience to make a choice, focus on the future tenses are so important that Aristotle assigned a whole branch of rhetoric to each one.

Answer 233

Asking the other person to concede the whole argument. I want seafood, you want steak Shouldn't we go to a 'real' restaurant? Yes? Therefore we should go to a steak restaurant. You ask for agreement with just an adverb or adjective. We are not in favor of wasteful spending. What is wasteful spending? We want to stop extreme inequality. What does extreme mean? We don't want unnecessary violence. What is necessary? You are trying to agreement

Answer 234

Hasty generalization Rising approval ratings? Are they still falling? How long? Are they perpetually falling Falling morality , rising prices Usually includes "ing" claiming a trend.

Answer 235

Cicero put his cannons in a particular order, invention arrangement style memory and delivery for good reason. This is the order you yourself should use to make a speech. First, invent what you intend to say, then decide what order you want to say it in, determine how you will style it to suit your particular audience, and put it all down in your brain, or on your computer. Finally, get up and wow your audience.

Answer 236

The third virtue vividness is a bit trickier and cooler. It has to do with a speaker's ability to create a rhetorical reality, before the audience's very eyes. The Greeks word for this is an AR Jia, which means visibility and RG a works best in the narration part of a speech, where you tell the story and give the facts Wrong-People have been impacted by all the noise. Right - Mrs Reid tells me when she goes to visit the beaver lodge down by the brook at her place. They sometimes don't swim up to her, she walks all the way down a half mile from her house, you know where it is. With an apple in each hand and whistles, when it's quiet, they come. Some of you have seen them eat out of Mrs Reid's hand. But when the beavers hear the sound of an ATV they smack their tails in the water and make a die for their Lodge

Answer 237

"They just don't get it" became a rallying cry, giving many women a feeling of solidarity. It was great demonstrative present tense rhetoric, but it failed to solve anything. Only a future tense deliberative slogan might have done that, how will we make them get it. That makes an inferior bumper sticker admittedly, but it might have inspired women to work on one jerk at a time

Answer 238

Politics makes an excellent test of concession, in part because the tactic is so refreshing. See if you can go through an entire discussion, without overtly disagreeing with your opponent. She: I'm willing to give up a little privacy so the government can keep me safe. Me: safety is important. She: not that they're going to tap my phone. Me:you'd never rock the boat. She: of course, I'll speak up if I disagree with what's going on Me: I know you will. And let the government keep a file on you. You may see a little smoke come out of your friends ears at this point. Do not be alarmed is simply a natural sign of mental gears being thrown in reverse.

Answer 239

I'm a successful businessman, elect me mayor and I'll run a successful city. So the guy made a lot of money in business. The problem is that city hall is not a business. Many entrepreneurs have successful political careers. But at least this many do not. entrepreneurs have learned the hard way that in public service political skills count for more than business skills. Proper rhetorical reply, I'll vote for you if you give me dividends and let me sell my shares of the city.

Answer 240

Argumentum ad hitlerim (Godwins law)

Answer 241

makes a false comparison in time. This moment is identical to past moments. I've never had an accident so I can't have one now.

Answer 242

I have just one word for you, just one word. Tomorrow. Tomorrow, saying this the night before the presidential election. Obama imitated the obnoxious guy in the graduate who says, I want to say one word to you, just one word plastics obnoxious. Yes, but memorable. Obama could have said this whole campaign comes down to one day. Election Day. But he used repetition and a one word summary, to make tomorrow sound like the fulcrum on which the future of humankind rests. All while making a great pop culture reference demonstrative addresses, often do this, a single key word provides focus, so that people can remember your theme

Answer 243

The passive voice helps you delete the subject ie blame. "Mistakes were made" instead of "I made mistakes" People lost their livelihood v I crashed the backing system with greed and stupidity

Answer 244

Use terms that contrast with your opponents, creating a context that makes them look bad.

Answer 245

Change the subject from something you are actually talking about to something more favorable to you. He didn't serve in Vietnam, but I did. It's a his nothing to do with raising taxes. We gave 1 million dollars to charity. But did you take the poison out of the river?

Answer 246

The purpose of argument is to be persuasive not correct. Pure logic works like organized kids soccer, it follows strict rules and no one gets hurt argument allows tackling. You wouldn't want to put yourself in a game where the opposing team gets to tackle while your team plays hands off.

Answer 247

Definition tactics can serve you just as well at home and in the office. They can help you fend off labeling the rhetorical practice of attaching a pejorative term to a person or concept. The definition tactic gives you an effective instant retort. Do you accept your opponent's definition or not. You may find that your opponents insult actually favors you presenting an opportunity for argument jujitsu sibling, you're just talking like an egghead you yes I'm talking like a naked, I am in an egghead. Suppose you're the one who accuses a sibling of talking like an egghead, including airtight definition, you, you're just talking like an egghead using fancy jargon, to show everybody how educated you are sibling, so I'm educated, if you're insecure about your own lack of knowledge, don't go attacking me. Well what went wrong, you defined egghead neatly as showing off with fancy jargon, but then you dropped another term educated without defining it better just to stick with you, you're just talking like an egghead showing off with fancy jargon sibling. I'm not showing off, I'm using words that any educated person would know. Now you have your opponent on the defensive and you can bear down. You using obscure words doesn't show you're educated. At this point you can feel free to switch the argument to the future tense and win the day you.

Answer 248

Your opponent probably doesn't know rhetoric. Let your opponent score on points so that you can still get your way. Your audience is the most important way. Let them win on points while you win the battle. Appeal to their pride and tell them what they want to hear. Take the anger out of the argument. The easiest way to take the anger out is to concede their point, and let them win a small victory that wont damage your argument. You then use ju jitsu to use that same point against them. (Ask a question!!) "You could be right but I would ask what are they trying to reform"

Answer 249

Everything you do is 100% emotional. The rule is that people decide emotionally, and then justify logically use logic to justify and rationalize your decision. Once you have made it. When you say that you are going to do something because it is the logical thing to do. All you're saying is that you have more emotion invested in that course of action than in another. Humans have a wide variety of emotions, but it has been discovered that the strongest emotion operating at any particular moment will determine how an individual decides and x at that time. For example, a person may have a desire for improvement, that your product or service offers.But his fear of loss or making a mistake can be more intense than his desire for gain. If this is the case he will refrain from buying the stronger emotion will always win out over the weaker emotion. Increase buying desire. The only way you could overcome the negative emotion of fear of loss that will block a sale is by increasing the positive emotion of desire for gain that will trigger that sale. Everything used to, or say that increases the intensity of buying desire moves you closer to the sale simultaneously. Everything you do that lowers the fear of making a mistake or loss moves you toward the sale as well.

Answer 250

Marketing guru Jay Abraham has helped companies sell, hundreds of millions of dollars worth of products by convincing them to offer unconditional guarantees of satisfaction on everything they sell. He's famous for recommending that you give a better than money back guarantee. In this type of offer the customer is promised that not only will he get his money back if he's not satisfied. But he will also receive or be able to keep certain special bonuses and gifts that have considerable perceived value in one of our businesses. We offer a complete one year personal and professional development program on entrepreneurship and financial success. The course runs over 52 weeks, we guarantee that participants will be delighted with the results, or they will get their money back. In addition, he'll be allowed to keep the more than $3,000 worth of books audio programs and video training materials that accompany the course. This is a very powerful offer To think it over. When a prospect says that he wants to think about it for a while before deciding, he's really saying, one of two things about what you have offered him. First he could be saying that he has no real desire to own and enjoy what you're selling. For some reason, you have not connected with him at such a level that he is convinced he will be better off with your product or service, and he would be with the money that it would cost. The second reason that a person may hesitate and put off a buying decision is because he is not sufficiently persuaded, they will actually get what you are promising. He is saying that you have not given him enough emotional reasons for him to make a buying decision, his fear of loss or there is still greater than the potential benefits from your offering. Focus on value in the process of value selling you put all your emphasis on repeating and explaining the values and benefits that the prospect will receive. If he buys what you are selling. Instead of reducing the price or offering a special deal of some kind, you focus your efforts on building value. It's only when the customer feels the value he receives is greatly in excess of the cost he will have to pay at a buying decision takes place.

Answer 251

Always focus on greater value rather than lower price, selling to small businesses. Many people sell to small and medium sized businesses, they deal with the entrepreneur who actually started and built his or her business. If these salespeople are not careful, they can easily slip into talking about the features and benefits of their products and services without taking the time to realize exactly what type of a customer, they are talking to entrepreneurs are successful because they focus most of their energies on sales and satisfying customers. They have very little patience for detail. They consider bookwork accounting and finance as necessary evils things that they have to do in the process of selling and delivering their products. Therefore, talk about sales and profits. If a salesperson visits with the business owner, and tries to sell her computers and software that will improve her accounting department, her eyes glaze over, she loses interest immediately because she does not associate accounting with profitability. She is the wrong person for you to be talking to entrepreneurs are interested in sales, and cash flow. They are concerned with communicating with customers and delivering their products and services satisfactorily. They focus on the performance and reliability of what they sell, and they're attracted to revenues profits and growth, they're not interested in the internal details of their operations to sell the very most of your products or services.

Answer 252

You must focus your time attention and energy on finding out exactly what will cause this customer to buy. The more time you focus on clarity, identifying the specific needs that you can satisfy for a customer, the easier it is for you to structure your presentation, and make a sale, selling to retail businesses, business people who buy products for resale are only concerned about one thing that profits. If you're selling to businesses who are buying your products or services to sell in the course of their business operations. They're still only concerned with one thing. net profits. They're not concerned with what the product is they're only concerned about the product does and how it affects their bottom line. The most important benefit that product or service can offer a retail business customer is an increase in net profits, selling to larger businesses, businesses, only buy products that help them to improve performance and productivity, cut costs and expenses or boost cash flow and profits. You must be clear about the most advantageous results that your product or service can achieve for your business prospect in one or more of these areas. What you sell may help the company to cut costs in some area. It may increase or improve productivity. It might enhance the performance of either equipment or people. Perhaps your help product helps the customer to get greater sales or increases buyer satisfaction. If you can convince a business prospect that what you are selling can make or save time or money in excess of what you're charging for your product, you can make a sale. This is your key job in selling to businesses.

Answer 253

People are not interested in office automation products, computers, servers, wireless communications and cell phones or anything else, business people are interested in making or saving money or time, they are interested in getting better results, and increasing profit. There are only two ways that a business can increase its profits. It can increase its sales and revenues, holding costs constant, or it can decrease its cost, holding revenues costs. Whatever you are selling you must describe it in terms of how would increases revenues, or cuts costs, or both. If you're talking to someone who's in charge of administration, he's interested in cutting costs. If you're talking to someone in marketing or sales. He is or she is interested in increasing sales and resulting income. If you speak to the person who owns the company. He wants to improve the bottom line. You must always talk about your product or service in terms of what the customer wants. Not in terms of what you are selling.How does he get paid? Here's the key to selling products or services to people in business, ask questions about what the person does and what results he is responsible for what are the key performance indicators of her job. What does she get paid for what results is he expected to achieve for the company. How is she appraised or evaluated by her superiors. These are key questions to ask and find out the answers for. As we said before, people always seek improvement in their conditions. They will only take action on an offer, if they feel better off as a result in business organizations people only approve the purchase of a product or service. If they feel that it will improve their personal positions in the organization.

Answer 254

For example, let us say that you are promoting a sales training system, and are talking to the sales manager who makes the decisions in this area. The entire focus of your presentation should be on improved sales performance, rather, and improved profitability.The sales manager is not rewarded, on the basis of profitability. But on the basis of the salespeople focus on the benefits that this specific prospect will personally enjoy, rather than general benefits that have no effect on his prospects results or rewards. Business versus personal benefit. Sales experts, often differentiate between a business win at a personal win a business win, is what the company gets as a result of using your product or service, a personal win is how the individual will benefit personally when your product or service is installed and working successfully people in business will not buy, unless they see that there will be measurable benefits in both areas. Take the time to identify how the prospect will be better off personally in higher income greater convenience, or even additional prestige and respect from other people in his company. These can be the key factors that trigger the buying decision uncovering basic needs.

Answer 255

The key to conducting a basic needs analysis is to question skillfully and listen carefully. The very best salespeople dominate the listening, and let the customer dominate the talking. The more you ask questions and listen patiently and attentively to the answers. The more the customer will open up and talk to you. People think about themselves Most of the time, all day long. No matter what is going on, people are thinking about their own problems and concerns, what is most important to each person is on the top of his mind. When you ask questions and listen carefully, you trigger these thoughts and concerns. They then come up in the conversation,

Answer 256

There's a rule that says, telling is not selling only questioning is selling. It takes no creativity to talk about your product or service. It takes a good deal of thought, however, to phrase your information in the form of a series of questions from the general to the particular today. People do not want to be sold. They may want to buy, but they don't want to feel that they're being sold the moment a prospect feels that he's been pushed to make a certain buying decision, he shuts down, and loses interest. The person who asked questions has control. As a rule, the person who asked questions has control individual is asking the questions is controlled by the person who is asking them. Whenever you ask a question and listen attentively to the answer. You are controlling the directional flow of the sales conversation, which is as it should be.

Answer 257

Whenever you're talking is a response to a question from the prospect, the prospect has taken control of the conversation. If a prospect asks you a question, rather than answering automatically, which most people do. Pause. Take a breath and say, that is a good question. May I ask you something first. In other words you acknowledge the question, but you then ask a question of your own, and take back control of the conversation. When you do this a couple of times it will become so natural and automatic that the prospect will never even know what happened, and you will be back in control.

Answer 258

Psychologists have found that if you allow a person to talk about himself really. Eventually, he will slip. He will blurt out what he is really thinking about at the moment. The job of the psychologist, is to create the kind of environment where the patient feels comfortable expressing himself openly and honestly, in a way, you're traveling sales psychologist. Your goal is also to create a comfortable environment with your personality to ask good questions and then listen closely to the answers. Do lean forward, not smile and make no effort to interrupt us use open ended questions. The best questions to ask to open up a conversation and get more information from a prospect are called open ended questions. These are questions that begin with a pronoun or adver words such as what, where, when, how, why in which these questions cannot be answered with a simple yes or no. They require a more expanded answer, which gives you a greater opportunity to understand the true needs of the prospect that can be satisfied by your product or service.

Answer 259

Their main argument for buying is that they are selling a quality product. but quality is never the primary reason for buying anything. Quality is a logical argument. People buy things, emotionally, but quality is always based on logic. What is more important than quality is utility. When a person says my product is the highest quality machine in the business. It doesn't matter. The only thing that the prospect is interested in is will it do the job for me. Will do what I need done. Is it adequate for my purposes. You can say that a Rolls Royce or a Mercedes is a high quality automobile. But if all you need is a car to go back and forth to work. You don't need to buy one of them, quality is not an argument quality and price comparisons. The only time you can use quality as an argument is when you are comparing your product at a higher price to another product at a lower price. You have to show the prospect that there are definite reasons why he should opt for higher quality, rather than lower price. You have to prove that the customer will be much better off with your product, because it is of higher quality, and then he might be with another product of lower quality, even if it's cheaper.

Answer 260

If you're selling a snowmobile to an Alaskan quality performance is a more important argument than price. If he drives the snowmobile out on the polar icecap, and the machine breaks down. He's quite a freeze to death before he gets back. In this case, the cost of higher quality is more than justified by the benefits. If you're selling a vehicle to someone who's going to drive it across the Sahara. It's very important that it'd be a high quality vehicle. If it breaks down in the Sahara where there are no people and no water, the traveler will die before he gets help explain why your quality is important. If additional quality is not necessary to get the job done for the customer. And it is not an important benefit in explaining quality features in your product or service. You must always explain how they directly benefit the customer. The customer must see the direct relationship between paying more for higher quality and getting back more as a result, all customers ask the same question in their minds. So, what. Whatever you say to a prospect about your product or service. Imagine that he is looking at you and saying, so what .what the customer really wants to know is what's in it for me. What is the benefit to me, of the feature that you're explaining why is this particular quality improvement so important to me. Make sure everything you say to a prospect about your product has a definite benefit in it for the customer. And make sure that the customer clearly understands this benefit

Answer 261

The goal is to identify the basic and secondary needs that your product can satisfy. And then demonstrate this to the customer. You do this by asking questions skillfully and listening carefully to the answers. Sooner or later, the prospect will become interested by asking you questions about what the product does and how it works. This becomes your selling opportunity. For example in selling computers and software to businesses amateur salespeople usually spend a good deal of time talking about all the different functions that their equipment will perform. But the customer doesn't care. He wants to know if the product will pay for itself. And how long it will take before it pays for itself. The customer wants to know how certain he can be that the product will pay for itself. He needs to know if this is an intelligent design decision or not. Put him in the spotlight. Instead of thinking about yourself focus all of your attention on the customer says you can only think about one thing at a time. The more you focus on the customer, rather than yourself. The more relaxed and confident you will become. And the more positive and animated, he will become whenever you start to feel tense in a sales situation, immediately ask the customer a question about himself or his business, and then listen to the answer.

Answer 262

Imagine that you are in a darkened room with a customer. There's a single spotlight on a swivel above the customer's desk. This spotlight is voice activated. Whoever speaking causes the spotlight to swivel around and focus exclusively on him. So who is supposed to be in the spotlight. You are the customer says the customer is the most important person the spotlight should be on the customer, most of the time. Whenever the customer is talking and Replying to Your questions, the spotlight is on him. Whenever you are talking about him and his needs problems or objectives and requirements, the spotlight stays on him. The instant you start talking about yourself, your product, your service your company or your life story, the spotlight swivels around and focuses on you. The customer is left sitting in the dark. The more of the spotlight is on him, the greater the possibility that you will make a sale. Keep the spotlight on you and your company, and the likely that he will buy becomes less and less.

Answer 263

They buy solutions to their problems. They buy ways to satisfy their needs. So again, focus all of your attention on the customer, ask questions such as: What are you doing now in this area? How is that working for you? What are your plans for the future in this area? If you could wave a magic wand and have the perfect situation in this scenario? How would it be different from what you're doing currently? What would you have to be convinced of to go ahead with our product, or any product? Remember the person who asks questions has control reasons for buying or not buying in every sale there's a key benefit that the prospect is seeking. This is the one thing that the prospect must be convinced of before he can buy? Your job is to uncover this key benefit. And then to convince the customer that he will enjoy this benefit. If he buys your product or service. At the same time there is a key objection to every sale. The major reason that the customer will hesitate or decide not to buy. It's absolutely essential that you uncovered this key objection, and find a way to answer it to the customer's satisfaction.

Answer 264

How do you uncover the hot button. Simply ask, especially when the prospect is hesitating or holding back. You say, Mr prospect. If you were to buy this product at any time in the future. What would cause you to buy it at that time. And then remain completely silent. When you make it a theoretical question the prospect will often say, Well, if I was ever going to buy one of these products I would have to be convinced of the answer, he or she will tell you the big reason, like a Friday night slip it will often fall out of the prospects mouth. You are then charged with convincing him that he will get that benefit if he goes ahead with your offer.

Answer 265

1) Make a list of the needs that customers have that can be met by your product, organize this list in order of importance to the customer. 2) Build your prospecting and selling around these needs to conduct regular market research among your satisfied customers. Find out what benefit your product offerings did cost them to buy from you, rather than from someone else. 3) Determine the most important benefit your business customers are seeking, and then develop a way to explain that benefit in every sales conversation. 4) Identify the most significant gains or losses that your prospects could experience from using or not using what you were selling and emphasize them repeatedly. 5) Dress for success. Buy and read a book on proper business dress, and then follow it so that you look like a complete professional when you visit a customer. 6) Develop a series of open ended questions that you can use to control the sales conversation and uncover the true needs of that prospect. Keep the light on him by asking and listening. 7) position yourself as a friend and advisor and a teacher in every customer contact focus on helping and teaching, rather than selling floor

Answer 266

The biggest non customer in our society today is the person who does not vote, the non voter, if you could be motivated to vote for a particular candidate or party could determine the outcome of virtually every election in the country. 40% of qualified voters never go to the polls. They are the largest single voting bloc in the country.

Answer 267

Why don't they buy the people who are not now buying your product or anyone else's product, or the greatest source of new customers. If you can find out why they are not buying at all. you can often break into a brand new market and sell more than you ever have before. Keep asking with regard to non customers: Why don't they buy? What is it in their perception that holds them back from buying the product or service you sell. What objection would have to be overcome in their minds to get them to come into the market. What could you do to dispel the ignorance that they have, how much they could benefit? How can you remove the fear that is holding them back. Very often the simplest way to approach the non customer is to identify a specific benefit that the non customer values and desires enough to want to own your product or service, demonstrate to this prospect that he will definitely get the one benefit that would motivate him to buy, and then give an unconditional guarantee of satisfaction by focusing on the key benefit and backing it up with strong guarantees.

Answer 268

One of the most powerful of all sales tools, is the testimonial letter. When you say that your product is excellent at a good choice for the prospect. He immediately discount your words because, after all, you are a salesperson. When someone else who has purchased your product says that it's good. The customer believes and accepts this assessment. Some years ago when I was building one of my businesses. I was continually struggling with prospects, because I was relatively new in the market yet everyone I had worked with was happy with my services. So I took a solid week and visited each of my previous customers and ask them if they would write me a nice letter telling me how much they liked my services and recommending them to other people, most of them agreed immediately. I followed up continuously until I had a three ring binder full of testimonial letters in plastic page protectors. This changed my sales career. How many people will write you a testimonial letter if you ask for it, but sometimes they're so busy that they don't get around to it. In this case, offer to write the letter yourself and ask them to type it onto their own letterhead and sign it. It's amazing how many customers will do this, if you ask overcome objections with testimonials. If you get the same objection over and over, especially with regard to your high price or the fact that your company Our product is new in the market. Ask your satisfied customers to answer that objection in the text of their letter. Often you can write the letter for them with the answer to this objection. For example, let's say that your product or service is more expensive than that of your competitors, and your customers continually bring this up, you would ask for or write a testimonial letter that says something like this. Dear Brian. I just wanted to write and tell you how happy we are with your product. When you first approached me I was concerned about the high price. But since we have started using your product the benefits and results I have achieved are far greater than the small difference in price I paid. Thank you for everything. Sincerely, a happy customer that kind of a letter is worth its weight in gold. If you have half a dozen letters like that, you can double and triple your sales in a short time.

Answer 269

The most powerful of all forms of advertising in our society is word of mouth. 85% of all sales take place only after someone has said that the product or service is good. All other advertising is an attempt to get people to try the product or service, so that the process of word of mouth advertising can begin in the movie industry studios, invest 80% or more of their advertising budget in the week of the movies release. Their goal is to get as many people into the theaters as quickly as possible, either before movie goers find that the movie is not very good, or to stimulate word of mouth advertising they fulfill the theaters later in 2004, both Mel Gibson's. The Passion of the Christ, and michael moore's Fahrenheit 911 generated extraordinary word of mouth advertising, turning both movies into blockbusters that made fortunes for their producers. When was the last time that you decided to go to a restaurant, by looking in the Yellow Pages. Instead, someone tells you that he's been there, personally, and enjoy the experience, only then do you try it for yourself, word of mouth is everything. Be sure to ask your satisfied customers or your very best source of resales and referrals.

Answer 270

If you take the time and ask them why they bought from you rather than from someone else they will tell you. Once you know why your customers buy from you. You can then repeat the same reasons. When you're meeting with a new prospect. Call or visit a satisfied customer, someone you like and who likes you and tell him that your company is conducting some market research. We're talking to some of our most valued customers to find out how we can serve them better in the future, would you answer a few questions for me. Then ask him questions such as the following. Why did you decide to buy it from us, rather than from someone else. What specific value or benefit ? Do you feel that you get from our product. How could we improve it in the future for you? What kind of customer Do you feel could most benefit from our product? Is there anything special that our product or service does. And you did not expect it when you bought it. Never be afraid to ask if you ask your happy customers enough questions and listen carefully enough to the answers, they will tell you everything you need to know to sell more of your products to more people faster and more easily than ever before. Open with a prospecting question to see if they are even intersted. Sell him in the first 15 to 20 words. Plan it word for word.

Answer 271

Don't bother trying to see on the phone unless you could sell the product face to face. Try to bring curiosity to the forefront. Get an appointment by giving 2 appointment times. Push for a 10 minute meeting in person to drop of material in person.

Answer 272

Hammer the safety glass you're selling to him and show him it doesn't crack so they can see benefit.

Answer 273

On a rejection say - "Thats ok, lots of people in the (finance) industry said the same thing at first, and theyve become my most loyal customers." "Hmm what is it then" "Well thats what I'd like 5 minutes of your time to talk with you about? Do you have 5 minutes?"

Answer 274

Are you the one with whom I should speak about cutting your costs of information processing, or are you the person to talk to, with regard to a specific need or a problem within your organization. Remember, you do not sell a product or a service you sell a solution to a problem, or the satisfaction of a genuine need, and must initially, find the person who has the problem or the need. Only then can you begin talking about helping her get the benefits of what you are selling. There is no point in doing a wonderful sales presentation to someone, to whom your product is of no interest or, who is not in a position to make a buying decision. Always be sure you were talking to the right person.

Answer 275

The prospect wants to be assured that your visit will be short. People are extremely busy today. They're often overwhelmed with problems and responsibilities and become nervous and negative if they think that someone is going to take up a lot of your time. You must therefore assure them right away that you are only going to take up a couple of minutes to tell them about the benefit that you have mentioned in your opening question.

Answer 276

The prospect wants to be sure that she will be placed under no obligation. If she meets with you. This is why you say, I have something to show you. And you can judge for yourself. This takes the pressure off the prospect and often determines whether you get the appointment or the continued meeting in the first place. If the prospect wants to be sure that you will not use high pressure.

Answer 277

The two most common fears of prospects with regard to salespeople are the fear of being pressured. And the fear of being taken advantage of by approaching the prospect with a positive polite and friendly attitude to take these fears away and cause her to relax and listen to you more closely. And they have to accomplish these five goals at the beginning of your conversation, and often on the phone with a new prospect, just to get the appointment. There is a method for doing this that I've taught to thousands of salespeople, when they've used this method. It is often revolutionized their results in getting appointments, either by telephone or while cold calling begin with a well structured question.

Answer 278

Introduce yourself, shake hands sit down and begin by asking a well structured question. This is often an interesting or unusual question, aimed at the benefit of which we're selling questions are powerful because each person is conditioned from childhood to answer questions when they are asked if you ask a person what time it is. Before you can think of anything else he will look at this watch and tell you the time people respond automatically to questions.

Answer 279

This is why we say in selling that the person who asks questions has control. The person who's asking the questions controls the person who is answering the very fastest way to take control over any conversation is to pause and ask a question, until the other person has answered your question. He will be totally focused on what he is saying. When you ask the prospect may ask you a question. He will almost always say yes. You will then be in complete contr ol. Good questions trigger good responses. When you ask the prospect Would you like to see a proven method to increase your sales by 20 to 30% per year. The prospect cannot say anything else until he has answered the question. The questioner is in control. In all my years of opening a call with a prospect using this question. The second step in this method of getting face to face appointments, is to be courteous and say, I would just need about 10 minutes of your time to show you what I got. And you can judge for yourself. The essential point to conveys You be the judge. This assures the prospect that the meeting will be brief. He will be under no pressure, and you have something important and relevant to share with him. Refer to other happy customers. In most cases, even with the best opening question prospects will be reluctant and resistant to making an appointment with you. To overcome this resistance the most powerful technique is to refer to other satisfied customers who are already using your product. If you were calling on a printing company and you've already sold one of your products to another printing company, tell them, another company in your industry, ABC printing services is already using this product and is getting great results.

Answer 280

Once you have made an appointment the job is not done. It's only beginning before you go off to a pre arranged appointment, always call to reconfirm. This is a mark of top professionals. Many people are afraid to call and confirm because they fear that the prospect will cancel the appointment. So they just show up at the scheduled time, often however the prospect has been called into a meeting or out of town. Sometimes he or she is sick or has had an emergency. A large number of pre arranged appointments fall through for reasons over which you have no control. There are two ways to confirm an appointment. The first is to call through to the prospect and tell him that you will be there at the scheduled time. And then looking forward to seeing him. This gives the prospect an opportunity to reschedule if something has come up that conflicts with your meeting. Another way to confirm, an appointment is simply to call the receptionist and as is Mr Brown there. When the receptionist says, Yes. You then say, Good. This is Brian Tracy, I'm just calling to confirm my appointment with him at 10 o'clock tomorrow morning. Please tell him that I will be there on schedule. Thank you very much. If for any reason your appointment is cancelled immediately to reschedule at a specific time using the techniques that I explained earlier in this chapter. I've often set up and confirmed appointments at a specific time several weeks in advance. It's amazing how many of these pre arranged appointments, come off on scheduling, how much business eventually comes from them.

Answer 281

The prospect will often say, Well, I'm not sure that I'll be in town on that day. Could you call me back in a few days or next week to set something up. When you hear this you immediately respond with Mr prospect I know how busy you are. But let's manage by exception. We'll set a firm appointment now and if anything comes up later. We can change it at that time. Be polite, but be persistent. Once you have an opportunity to speak to an interested qualified prospect. You must be insisted on nailing down a specific time to meet with that prospect. Human beings are strongly affected by their expectations. If they expect to learn or benefit from meeting with you. We'll be looking forward to your appointment. If there's a need to reschedule that we usually call you if you have set it up correctly at the beginning, your chances of making a sale once you get face to face with the prospect increased by 10, or 20 times or per telephone or email discussion. Once the prospect has an opportunity to meet you. See you look him in the eye and realize that you were in a knowledgeable professional person. He's much much more likely to take you seriously.

Answer 282

There are two things you can do to improve the quality of your telephone prospecting. The first is to stand up when you speak to the prospect. When you stand up you align all the energy centers of your body. The strengthen tone of your voice will sound stronger and more confident you'll have more energy, it will sound more believable and authoritative. The second thing you can do is smile into the phone when you speak. Surprisingly a smile can be felt. On the other end of the line. People also know when you are not smiling or, even worse when you are frowning. Many salespeople with whom I work actually set up mirrors on their desk and smile into them when they're talking on the phone to their prospects. When you combine standing up with smiling, you project greater energy and sincerity. It is often the extra push that you need to get the appointment over the phone.

Answer 283

Never expect people to call you back no matter how honest or intelligent they sound. you as the salesperson must maintain the initiative, until you get the first face to face appointment. Don't let people put you off for any reason, and then expect them to get back to you at a later time because they are so busy. They will never get around to it, even if they are interested in what you sell.

Answer 284

Initial sales resistance is not personal either. When the prospect says that he's not interested or that is already satisfied with this current situation. It doesn't mean anything. It is a normal and natural response to your call. Don't take it personally. Practice mental rehearsal. Here's one of the most important Success Secrets of all in the psychology of selling it involves the way you prepare mentally immediately before going in to see the prospect, especially for the first time. Stop for a few seconds and create a clear mental picture of yourself as completely relaxed on positive smiling head in complete control of the interview.

Answer 285

Inhale deeply filling up your lungs and putting pressure on your diaphragm. Hold this breath for a count of seven, and then exhale, for a count of seven. While you are breathing deeply continue to hold a picture of yourself as the very best salesperson you could possibly be. Create a clear mental picture. Then, just before you go into see the prospect, create the picture in your mind of the prospect responding to you positively. See him or her nodding smiling agree, and enjoy your presence and your conversation. You can increase the power of metal rehearsal prior to a sales meeting. By remembering a previous successful sales call. Think about the best sales call that you've had recently. Think about how much you enjoyed talking to the prospect, how positive the prospect was in, especially the presentation, ending with the sale. Remember the feelings of happiness and satisfaction that you got from that transaction and transfer the same feeling to the mental picture that you've created for yourself, and the prospect you're about to see. This exercise will amaze you. It will smooth out your whole personality, by breathing deeply relaxing and visualizing, he'll be fully prepared to perform at your best,

Charisma & Stories Flashcards

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