HOW TO COMMAND, INFLUENCE, AND CONTROL PEOPLE

 

The Styles and M_6ethods 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 lifestyle 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 not need 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 may be 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 the 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 organization (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 powerfully.  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

weak 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

trend, 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 in 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 started 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 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

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 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,

play 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 but he can't seem to make up his

mind to 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, he's rotten and thoughtless, that he just wanted to

make a phony impression on his wife or girlfriend 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".  He may have been

entitled to this "extra" all along, but if you haven't 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 powers 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 willpower, 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.