Control

Some things we can control, some we can influence, and some we can neither control nor influence. It’s important to understand the differences, and it’s vital to never cede control nor underestimate our abilities to control. Facing a prospect for the first time, what do you think you can control, influence, or affect neither? (Listen to the podcast to hear the examples.) Do you tend to surrender control because the prospect is powerful or wealthy? Do you sacrifice personal time, change important personal appointments, and inconvenience your family over client issues that the client could easily change? You can control where your kids go to school, what kind of insurance you carry, where to go on vacation, and how to deal with colleagues. You can certainly influence the boss, clients or prospects, or suppliers, a lot more than you think (or currently are). If nothing else, consider this: language controls discussion, discussion controls relationships, and relationships control business. The larger and more diverse our vocabulary, the more we can use metaphors, analogies, metonymy, hyperbole, and so forth, the more we can influence. When someone objects to my fees I point out that my fees are less than they pay to plow the parking lots, mist the plants, and compensate for spillage and spoilage. Where is the best ROI? You best ROI, of course, is listening to and heeding this free podcast!

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