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Steve, excellent post and incredible quote by James Samuel Knox, a real pioneer in the scientific approach toward selling.

In terms of influence, I also remain a fan of Aristotle's rhetoric and the simple focus Ethos, Pathos, and Logos. As much as business has changed and effective sales approaches have morphed to align to the shifts in buying behavior, it always amazes me how much great content about human communication has been around for ages.

Stay the course,


Steve Roesler

Hi, Mike

Well, I think you win a future draft choice as a result of your knowledge of Knox...nice going.

We are of like mind when it comes to looking at the raft of business changes and "How To" books that imply something new but at their core contain the works of those you mentioned. I often thin of wise King Solomon who stated, more than a few years ago, "There is nothing new underneath of the sun." One of the helpful results of the Information Age is probably that different people present the same info in different ways, making it possible for different kinds of learners to finally "get" the message.

Thanks for taking time to weigh in.



Time Awareness- I guess I need to have double of this now :)


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