6.1. Personal power
A useful starting point for understanding the dynamics of seller–buyer interactions is an understanding of something we refer to as personal power. On the positive side, people take comfort and draw strength from their personal power. Unfortunately it can also play a big part in blocking a person’s ability to understand others.
Personal power derives from a combination of three factors, as shown in Figure 6.1.
Figure 6.1. Personal power
Presence
Presence is almost physical. You can improve your presence but to a large extent, you are born with it. People with ‘presence’ get their comfort from attraction.
Many influential ...
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