In relationships, power is not distributed equally. There is almost always someone who has more power than the other person.
Primitive, survival-based instincts make us all want to grab power and use it to our own advantage – but is exerting power over another, really a useful influencing tactic?
The reality is that the more powerful person often has the greater opportunity for compromise and fairness.
The less powerful person invariably feels too at risk to trust enough for compromise.
The traditional view of selling is to take control, drive the sale and make the conversion.
In a new, more transparent world, is this use of power necessary, or even effective?
When people feel pushed, they push back.
Conversely, when people feel understood, they lean in.
In sales and leadership, there are not many scenarios where a win at all costs makes sense.
Additionally, in the real world the distribution of power always shifts.
In selling, the sales person initially holds the power, until it is time for the customer to make the buying decision.
Then the power shifts to the customer.
Using power fairly doesn’t necessarily ensure a fair response, but using power unfairly does guarantee a payback.
Make fair use of that power when you can.