The post Plato or Aristotle? appeared first on Venture Sales Training.

Take two opposing philosophical stances, Rhetoric and Dialectic (Emotion and Logic) both of which are valid ways to convey a principle or statement. Which is likely to receive greater acceptance from your prospect?

As a sales professional your function is to persuade (not coerce or manipulate) your prospect that your offer is the right one for them, be it a service or product, using honest and ethical persuasion techniques.

If you are also technically competent in your field it may seem to you that the Dialectic method of stating immutable facts (size, weight, speed, price, colour etc.) is all that is needed. The decision should then be axiomatic, surely. But, what if your competitor has the same size, weight, speed, price, colour etc.?

Provided that your product/service IS suitable for your prospect you are much more likely to secure their business AND get referrals and repeat business if you invest your time in developing your skills in Rhetoric.

Of course, you need to understand your product/service but you also need to understand how to sell your product/service time and time again. The primary difference between the two is language. The use of words to win more of the business you are working for is something we can help you with. Drop us a line to find out how.

The post Plato or Aristotle? appeared first on Venture Sales Training.