The Likeability Guy

Power Struggle: Do you want it….Do you know it?

March 31st, 2008 Posted in Creating Success, How To Sell Homes, Curt's Articles

At what lengths will you go to in an effort to gain a moment of power?  Do you even realize it?  This is the question that has been on my mind.

Is power simply having a fleeting moment of control during a quick passage with another person?  My curiosity is peeked by the simple actions we take.

Everyone has someone to answer to.  All employees answer to a manager, managers answer to a higher level manager, CEO’s answer to a board of directors.  Children answer to parents, students to teachers, spouses to each other.

In the sales arena, I often see the struggle for control and power between the sales person and the prospect take precedence over providing value and assistance.  It is common to see the sales person try and size up their prey in advance like a hungry lion stalking its next meal. 

People are territorial by nature, so it is only fitting that the sales person feels the internal pride to be the leader of their turf and try and establish the control and power in each encounter.  I see this often in sales environments.  This happens everywhere from new homes to cars to furniture to insurance to financial planners.  The list goes on and on.

Sales Professionals are told that confidence leads to more sales, which is very true.  However, confidence is often mistaken for arrogance in the effort to quickly establish your knowledge and credibility.  This happens when sales people come on too strong before building the relationship.  Credibility isn’t earned by being abrasive, loud, overly talkative, or throwing out random statistics. 

These are the actions that fit into the arsenal of the dominant and arrogant sale person who overcompensate their lack of providing value by being “Over-the-top” in an effort to establish some level of superiority. 

I have been known to visit random sales locations and act as though I am “just looking” so that I can listen to the interactions between sales people and customers.  I can always feel the tension of awkwardness in the room as the sales person tries to establish control and the customer tries to act disinterested.

It’s comical because in 9 out of 10 encounters they both want the same thing…they just play this little subliminal “power” game.  The two reasons that a customer walks into any sales environment are to gain information and to learn how something will benefit them.  That’s it.

At the moment that the customer’s perceived value is greater than the price, a sale is made. 

This is why the “power” game is so fascinating.  Why do people play it?  Can it be prevented? 

The answer to the second question is a resounding YES!  The answer to the first question is a bit more complicated.

In most instances, people do not recognize that this “power” game is even being played.  Sales people typically think their customers are not really buying, not very interested, not a nice enough person to spend time with, or any other myriad of reasons.

Customers generally have a strong dislike for sales people because they are too pushy, non-caring, too aggressive, or too evasive and tricky.
The funny thing is that all of these opinions are typically formed in the few seconds prior to even speaking with each other or the two minutes that start the conversation. These first couple of minutes are so pivotal to the sales and customer interaction that it can be very difficult for a sales person to overcome the customer’s pre-formed opinion.

My theory to overcoming this pre-established barrier of the sales encounter and not falling into the “sales guy power trip” role is simple.

1. NEVER discuss any business before the correct buying motives are discovered.

2. Speak with your client as you would a friend.  DO NOT pester them with facts and stats before establishing that they are important to that client.  The same stuff is not important to everyone.  This is called throwing darts and hoping something sticks.

3. Find out the details that have brought them to this new buying decision.  These details will provide you with the information that is needed to correctly assist their needs.  Without it, you are guessing.

4. Be friendly, but not silly.  Be professional, but not a boring robot.

5. Remember that you are not there to establish dominance.  You are there to show benefits and value to your customer.

6. Gain a firm and clear understanding of what is important to the customer.  Find out why it is important.

So tell me this…Do you crave power?

And…………Do you know it?

Let me hear your stories.