The Styles and Methods of Power
Power is the ability to get things done--your way. Sometimes it's
a direct order that you give, sometimes a suggestion you make, or
a request or the asking of a favor; but the result (if you have
power) is always that the other person acts and you derive a benefit
from the other person's actions.
One can have power in many different ways. You have it over your
employees because you pay their salaries. If you are an expert in
a special field, it's because you know the best way to handle
matters. In a legal dispute, it's because you have the law on your
side. If you have credit cards, it can be part of your life style
to go into a store, hotel or restaurant, in any city, and order
whatever you wish. In politics, it's because folks will give you
their votes, hoping that you'll work and succeed in getting the
government to serve them in their area. And there's the power
that derives from being talented, charming and capable; of being
up-to-the-minute and knowledgeable, so people know if they let
you handle things for them or listen to your advice, they'll
come out ahead.
One more aspect of power. This concerns competition. If all
the world were fair and equal, one would have no need for the
upper hand, for the advantage, for power. But, of course, the
world isn't. Which often means that in a competitive situation
you cannot merely settle for an equal chance. You must keep
your eyes and ears, and indeed all your faculties, open for
any clue or other tips that will move the balance in your
favor. Whenever possible, make sure you get more than an
equal chance.
You have to look the part
People are impressed by how a man looks. They are often not aware
of exactly why they treat one man like a VIP and another gets the
bum's rush. Their reactions maybe subliminal, below their
conscious awareness. But take it from me, if you're well
dressed, neatly groomed, hair trimmed, etc., and are driving a
snazzy car, you'll be well received; while a guy who's wearing
sloppy clothes, unshaven and unclean, and who's driving an old
heap, will hardly get any attention at all. Look as good as you
can; and back it up in other ways.
Add the other elements of power image too. Clothing--it's worth
investing some money to be well dressed. Buy suits on time
payments if you can (a credit card is very useful for this).
That way the clothes are helping to get power, and therefore
money, for you while you are paying for them. Don't forget about
the car you drive around in; if the one you have is not impressive
then rent one that is. Rental cars don't cost that much and
driving a good one pays dividends in the power sphere. Try to
join clubs and organizations (business, social, political) that
have important and influential members. If at first you can't
become a member, then maneuver a member into taking you as his
guest.
Money and power beget money and power; the more they think you
have, the more you'll get.
We must repeat that, for most people, those who belong to the
power elite are those that appear to belong to it. Unless
recognized personally, a millionaire will be turned away from
a class restaurant if he's not well dressed.
You have to consciously act the part of one who is used to
being in command.
There's another extremely important factor in appearing to
already have money and power beyond what I mentioned above
and that is your own manner of doing things. You must move,
speak and act power. Have you ever met the grandson of a man
who amassed a fortune and wondered how a grandfather who did
so much could have a grandson who seems like such a weakling?
It's true; that grandson could never get rich on his own; if
he hadn't inherited his family's money, he'd be poor because
he's week and incompetent. And it shows. The men who, like
yourself, are capable of making money now, are men who can act
in a strong style that almost seems to draw money like a magnet.
Language, and the way you speak, can say as much as the ideas
in your words. Equally important, however, is your body
language, that is the way you stand, walk, move and sit and
the gestures you make.
Be the man who's in demand
Power isn't just you being able to call someone and tell him
what to do; it's also other men calling you and asking for your
business or wanting to associate with you. If you're a man who
seems to possess a wide knowledge of the world, an awareness of
trends, if you're the early-bird who catches sight of
opportunities first, if you're the man who's capable of
handling many different kinds of situations, then people will
seek you out. They'll invite you to vacation at their country
homes, to meet their influential associates, to join their social
clubs and their business syndicates. And when they do, all of
these will enhance your image of power, and widen your power base
so you can zoom ahead even more.
When the fight for power gets harder
Everything we've said so far will be useful in just about every
situation; but when the struggle for power gets more intense,
some other methods are needed. When the person(s) you're
talking to has been open-minded and your powers of persuasion
have been working from the moment you first stated talking, the
usual techniques can be used. But what if you're dealing with
someone whose mind is closed to your ideas and influence
from the start, or who feels he is in direct competition with
you? Then things must be handled somewhat differently.
Most important, be in control of the situation at all times.
If you feel your control is slipping, do something to regain
it. You could do something vividly dramatic and totally
bewildering to the other person, like suddenly shouting or
pounding on your desk. Or you could press a secret buzzer
to have someone rush in and interrupt when the other side is
coming on too strong.
Never ever get into a power struggle when you're at any kind
of a disadvantage; if you're tired or if the discussion turns
to a subject in which the other guy is an expert. Always
focus your own mental energy and project your thoughts into
his mind. Look him in the eyes, try to gain his confidence.
Always have a picture in your mind of a victory over this
person bigger than the victory you need to achieve your aims.
And whatever you do don't lose; that is, if you realize that
you can't beat him, then leave. It's better not to have a
victory than to have a defeat.
Say Whatever does the Trick
Making a lot of money is largely a process of convincing
people, of selling yourself, your service, your product. And
the trick is to tell them what they want to hear. The problem
is to find out what they want to hear. So you'll start out by
giving them basic information about what you're selling. You
then continue with your sales approach, always watching their
reactions carefully. When you see their eyes light up and they
then lean forward with interest, then continue on the topic that
aroused that interest, no matter how odd it may seem to you.
And do the opposite when you reach any of the usual parts of
your presentation, if the prospect shows less than the normal
amount of interest; that is, shorten that part and go on to
the next.
From start to finish
You start out by telling them what the product or service is or
does. The kinds of benefits people get from using it and some
examples of ways, both usual and unusual, that other folks have
used it. It often helps to mention that "Mr. Anderson, you know,
the big shot, just bought two of them for his own use," or that
"the XYZ Corporation recently bought seven of them for their
executives." Or if you're selling a more heavy duty item, that
"Smith's Construction Company has been using them for years."
If it's almost a custom made item tell them they're one of the
select few who will even get a chance to buy it. If you have an
opportunity to talk to his wife or a friend of his, plan along
with that other person and have them unknowingly hinting to the
customer that "it certainly sounds like a good deal." If his
kids are with him, get them to needle him into buying it. Use
any method that works.
Suppose the guy seems convinced buy he can't seem to make up his
mind to actually hand over the money or sign the contract to make
the purchase. Sometimes it helps to imply that he really can't
afford it. He might buy it just to show you he isn't poor or a
cheapskate. Another great strategy that sometimes works in
desperation to close a sale is to make him feel guilty if he
doesn't buy. Imply that he deliberately wasted your time and
energy, that he's rotten and thoughtless, that he just wanted to
make a phony impression on his wife or girl friend or anyone who
is there with him. You might want to say all this very loudly,
almost yelling, so that a crowd gathers and you shame him into
buying. Or you can try another method to clinch the sale, offer
him a "special bonus." Say you'll give him a longer time to pay,
or a contract for "free" servicing or that you'll add on a bonus
of another item "free". Actually he may have been entitled to
this "extra" all along, but if you haven't yet mentioned it, then
now's the time. Try to keep one or two things in reserve as your
last pieces of ammunition.
To sum it up
Prepare in advance so you know the other man's point of view; if
you're able to benefit him, he'll practically jump at the chance
to let you make money off him. Tell him what he wants to hear.
And above all, keep eyes and ears open for any information, clues
or tip-offs, favorable or unfavorable, that will give you the
power to persuade him.
In the power battle called life, victory will go to those who find
the right weapons and use them. So keep your weapons handy; get a
head start and don't lose it. Be alert for clues you can use to
your advantage. Present yourself with confidence; broadcast your
will power, speak and move with assurance, and, to make sure they
get the message, have the clothes car, office and the other outer
appearances of power and money. People tend to believe what they
see, and if you look like you've got it made, then you will have
it made.
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