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logos

λόγος (logos, “word, reason”)
Persuading through logic and evidence

Logos is logic: facts, numbers and reasons. Same root as biology and logic.

The story

Logos is the third tool: reasoning and evidence. The same word gave us '-logy' and 'logic'. Aristotle thought a good argument needs all three, not just this one.

The Texas version

Comparing price per pound at H-E-B before buying brisket. Pure logos.

Use it at work

'Our pilot doubled sign-ups in a month.' That's logos. Lead with the number, then the story.

Practice it in Skepsis

More from “Words for the Pitch”

ethosPersuading through trust and credibilitypathosPersuading through emotionkairosThe perfect moment to actSocratic methodTeaching by asking questionsrhetoricThe art of persuasive speakinghubrisDangerous overconfidencenemesisA rival or downfall you can't escapekudosPraise for an achievement