| Often a prospect spirals into a negative abyss. As | | | | wears baggy pants. He's probably a gang |
| a master persuader you need to understand what | | | | member. |
| is happening to your prospect. By having an | | | | 6. Tautology: defines an argument in a manner |
| understanding of your prospects concerns, you | | | | that makes it impossible to disprove. Example: |
| will have a greater ability to resolve concerns and | | | | You are a disagreeable person and, if you |
| close more sales. | | | | disagree with me, it will just prove even more |
| 1. Faulty Cause: assumes that because one thing | | | | how disagreeable you are. |
| follows another, the second thing was definitively | | | | 7. Appeal to Authority: justifies an argument by |
| caused by the first. Example: Shawn broke his | | | | citing a famous or popular person who also |
| mother's mirror, and sure enough, he was in a car | | | | supports the argument. Example: Those shoes are |
| wreck the next week | | | | great for Michael Jordan, so they'll be great for |
| 2. Sweeping Generalization: assumes that what is | | | | me. |
| true in most cases must be true in all cases. | | | | 8. Slippery Slope: assumes that a particular step |
| Example: We can't hire this candidate because he's | | | | invariably leads to similar steps, culminating with a |
| an ex-felon, and studies show that most | | | | negative outcome. Example: If I let one student |
| ex-felons experience relapses. | | | | hand in their paper late, then I'll have to let others |
| 3. Hasty Generalization: assumes that a small piece | | | | hand theirs in late, too, and before you know it, |
| of information is soundly representative of the | | | | everyone will be begging for an extension. |
| whole situation. Example: I don't like Thai food at | | | | 9. Red Herring: attempts to divert attention away |
| all. The food I tried at this one Thai restaurant | | | | from the real issue. Example: When accused by |
| just was terrible and I was sick for days. | | | | his wife of cheating at cards, Frank says, "Nothing |
| 4. Faulty Analogy: assumes that if two things are | | | | I do ever pleases you. I spent a whole week |
| alike in some ways, they must be alike in all ways. | | | | cleaning out the garage, and then all you did was |
| Example: Britney Spears and Christina Aguilera | | | | complain about how I'd reorganized it." |
| dress the same and sing the same type of music, | | | | 10. Appeal to Ignorance: uses a person's inability to |
| so they must have very similar personalities. | | | | disprove a claim as proof that the claim is right. |
| 5. Faulty Sign: assumes that one event is a reliable | | | | Example: We know there are people living on |
| predictor of another. Example: That guy is | | | | other planets in other galaxies because no one |
| wearing a big Starter jacket, has a tattoo, and | | | | can prove that there are not. |