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Is power different than influence?\xa0 Absolutely.\xa0 One can be influential without having a lot of power.\xa0 But as power increases, it gives you more ability to influence.\xa0 On this episode, Kurt and Steve discuss some examples of when power is used and what the long term implications are.\xa0 Many times as persuaders, parents, co-workers, we fall into the influence/power cycle.\xa0 We want somebody to do something and we first try with "carrot." But once somebody refuses or doesn't comply, we go to the stick. This is a mistake.

There is a difference between using power and using force.\xa0 When somebody uses power ethically, we are happy to be persuaded by them.\xa0 When somebody uses force, they jeopordize the long term relationship.\xa0 Is there ever an instance when using force doesn't ruin the relationshp over the long term?\xa0 Kurt relates this to the "emotional bank account" as first discussed by Dr Stephen R Covey.\xa0 If we ever have to use force, we must make sure that we buffer that with many more postiive interactions.\xa0

Kurt and Steve then discuss various examples and stories of when people have used force too early and too often. While force might be necessary sometimes in short term interactions, it never works when a relationshp needs to be preserved for the long term.\xa0

How do we create genuine power that will help supercharge our business?\xa0 "Authority" power is key.\xa0 Set the expectations (in a humble way) that you are in charge and are the boss.\xa0 "Expert" power is also important.\xa0 When people perceive you as the expert you automatically have more power due to your knowledge.\xa0 Tactfully letting your prospects know you are an expert (without vomiting features and benefits all over them) will give you expert power.\xa0 This is most effectively done when it's presented by third parties.\xa0 That's why companies with great online reviews through services like Yelp continue to grow.\xa0 Their expertise is projected to the public...but it's done by third parties so it doesn't come across as arrogant or condescending.\xa0

Finally, Kurt and Steve discuss instances when you want to fake like you don't have any power.\xa0 Kurt references the tv series "Columbo."\xa0 Playing dumb can sometimes give you the time you need to make a better decision.\xa0 It also reduces resistance.\xa0 In many persuasive encounteres, those who appear less powerful are much more effective.\xa0 You should decide on a case by case basis which is more effective: project a powerful presence?\xa0 Or go "Columbo?"