Power vs. Force

 

 

I am re-reading Power vs. Force by David Hawkins. Although it is not a sales book, I find plenty of application to more effectively using your time and energy in sales communication. Some notable quotes from David...

“If we analyze the nature of FORCE, it becomes readily apparent why it must always succumb to POWER...Because force automatically creates counter-force.”

“FORCE always moves against something, whereas POWER doesn't move against anything at all. Because force has an insatiable appetite, it constantly consumes. Power, in contrast, energizes...and supports. Power gives life and energy—force takes these away. We notice that power is associated with compassion and makes us feel positively about ourselves. Force is associated with judgment and makes us feel poorly about ourselves.”

“One characteristic of FORCE is arrogance; power is characterized by humility. Force is pompous; it has all the answers. POWER is unassuming.

• Force is divisive.
• Force polarizes.
• Power attracts, whereas force repels.
• Power serves others, whereas force is self-serving.

FORCE needs to control others because it lacks POWER, just as vanity stems from a lack of self-esteem.”

How does this relate to selling? When you try to FORCE people to do what you want in order to get the outcome you are attached to, you are less likely to get what you’re after. When your thinking, language, and process come from forcefulness and attachment, you invite resistance (or counter-force). However, you are more attractive when you come from a place of POWER that is authentically confident, with high intent, and fully engaged and coupled with an appropriate level of detachment. People are drawn to you. Power attracts the right people, more ideal situations and outcomes. Over the next few weeks, consider how this may relate to your approach to selling.

Onward.

Tom

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