August 11, 2009
 |
 |
 |
|
 |
|
 |
|
Power vs. Force in Selling
Tim Roberts
Power arises from meaning. It has to do with motive, and it has to do with principle. Force always creates counterforce; its effect is to polarize rather than unify. Force always moves against something, whereas power doesn’t move against anything at all. Force is incomplete and therefore has to be fed. Power is total and complete in itself and requires nothing from the outside. It makes no demands; it has no needs. Force consumes, power energizes and supports.
If you listen well enough to the people you work with and for, you will begin to notice a pattern emerge, often in very short order. Patterns can be positive or negative, strong or weak. In sales rarely a day goes by that we don’t encounter contrasting patterns. Some buyers possess the weak stuff and some the strong. Similarly, some salespeople show up in the lobby with weak patterns and some with powerful ones.
Here’s the Baker’s Dozen to make you more powerful with people. Consider using this list not just in your words, but also your tonality and body language.
1.
I am leading not coercing.
2.
I choose-to, not have-to.
3.
I am concerned, not judgmental.
4.
I am determined, not stubborn.
5.
I am contending, not competing.
6.
I am grateful, not indebted.
7.
I am healing, not irritating.
8.
I am long-term, not immediate.
9.
I am involved, not obsessed.
10.
I am striving, not struggling.
11.
I am spontaneous, not impulsive.
12.
I am valuing, not exploitive.
13.
I am powerful, not forceful.
You can find a much longer list and much more insight in a book entitled Power vs. Force – The Hidden Determinants of Human Behavior. No matter where you are at in your sales game – or life’s – here’s a book that can open some doors. Don’t mistake this for a sales book, this is the work of developing a higher purpose.
Thanks for reading the Trustpointe eNewsletter!
Click Here to Sign-Up for our FREE Newsletter.
Trustpointe, Inc.
6666 East 75th Street, Suite 150
Indianapolis, IN 46250
Copyright ©2009 Trustpointe, Inc. All Rights Reserved.
