Practical wisdom is a common re-occurring theme in this book. Like virtue, it also lies in the mean, or really, the persuader's apparent ability to find the sweet spot.While you do want to know how virtuous the persuader is, you also want to access their ability to make a good choice that will fit your situation (aka: find their sweet spot). This is phronesis, or recognizing the that the sweet spot changes for each audience, and altering it to suit their needs. If you want to sell a couch to a poorer family, you can hit their sweet spot by dropping the price in a way that looks like a major saving. If you are trying to sell that same couch to a family that already has a couch, you can bring up how their old couch can carry bugs and germs that are bad for the children, therefore using their good parenting intuition to urge them to buy your new and clean house. You hit their sweet spot.
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