This is a part of Habit 5 In The 7 Habits of Highly Effective People
The early Greeks had a magnificent philosophy which is embodied in three sequentially arranged words: ethos, pathos, and logos. I suggest these three words contain the essence of seeking first to understand and making effective presentations.
Ethos is your personal credibility, the faith people have in your integrity and competency. It's the trust that you inspire, your Emotional Bank Account.
Pathos is the empathic side -- it's the feeling. It means that you are in alignment with the emotional 165 trust of another person's communication.
Logos is the logic, the reasoning part of the presentation.
Notice the sequence: ethos, pathos, logos -- your character, and your relationships, and then the logic of your presentation. This represents another major Paradigm Shift. Most people, in making presentations, go straight to the logos, the left-brain logic, of their ideas. They try to convince other people of the validity of that logic without first taking ethos and pathos into consideration.
So the book wants to say that Logical part (what the product does for you...) is only a part of the deal. What about of how the person feels about it, how it feels about you...
The feelings are at the start a lot more important than logic.
The early Greeks had a magnificent philosophy which is embodied in three sequentially arranged words: ethos, pathos, and logos. I suggest these three words contain the essence of seeking first to understand and making effective presentations.
Ethos is your personal credibility, the faith people have in your integrity and competency. It's the trust that you inspire, your Emotional Bank Account.
Pathos is the empathic side -- it's the feeling. It means that you are in alignment with the emotional 165 trust of another person's communication.
Logos is the logic, the reasoning part of the presentation.
Notice the sequence: ethos, pathos, logos -- your character, and your relationships, and then the logic of your presentation. This represents another major Paradigm Shift. Most people, in making presentations, go straight to the logos, the left-brain logic, of their ideas. They try to convince other people of the validity of that logic without first taking ethos and pathos into consideration.
So the book wants to say that Logical part (what the product does for you...) is only a part of the deal. What about of how the person feels about it, how it feels about you...
The feelings are at the start a lot more important than logic.
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