Status awareness and manipulation is one of those allusive attributes that people often think a great sales person is ‘born with’. Like most value sales skills, some come to them naturally and perform them in an unconsciously competent state of mind. Status awareness and manipulation, your own and how you use it to affect a situation, is a key ingredient in sales and leadership. We are constantly keeping track of our status relative to others. Status is also about pecking order, real or imagined. We hold a metal representation of our status in our minds during interactions and it affects our metal processes. If your target relationship with a client is as a trusted adviser and if your purpose is to obtain an insider position then observing and manipulating status is a critical success factor.READ»
