-
Be Objective -
Build Rapport
-
Seek To Understand By:
- Asking Effective Questions
- Listening
- Summarising
- and then to be understood:
Remember: Ethos, Pathos and Logos.
[geoads2]
Ethos: |
They feel comfortable with you, believing in your personal credibility, competence and integrity. |
Pathos: |
Empathy, you are in alignment with their practical and emotional needs. |
Logos: |
Logic – the reason, the solution, the presentation. |
People always communicate in this order, ensure that Ethos and Pathos are favourable before proceeding to factual presentation.
[geoads3]
