Matt Bacak is the best trainer and internet marketer I meet and seen on the internet. His model works great for real estate professional. This is one of the hundreds of article written by Matt. Hope you enjoy it. I have put link at bottom of this article so you can get more information on him.
By: Matt Bacak Republished by: Ralph Mark Maupin
Which Speaker Stance Do You Take? Did you know that the manner in which you speak has a profound effect your message is received? We all know that the tone and choice of words can hurt or help. Speakers generally take one of three different stances which include superior, equal, and inferior. Whenever you speak to someone you take one of these positions. You consciously and subconsciously take one of these positions.
Following are examples that demonstrate each stance.
Superior stance – “I’m the authority and you should listen to me.”
Inferior stance – “I’m just telling you what I know, you are the expert.”
Equal stance – “I’m glad to talk to you. We both have a lot to contribute to each other.”
The challenge is many speakers spend too much time in one of these positions. You have to know when and how to use these positions.
Superior Stance:
One example occurs when a speaker takes the superior position for too long. They may be this way because they want to prove a point and ensure that they are being listened to. Is this a good or bad thing to do? It depends on the context and tone. In certain situations it is critical to act superior. For example, people need to know why they should listen to you.
If you stay in the superior position too long then people will feel like you are preaching. They will wonder “who does this person think she is?”. This will prompt listeners to try and prove that you are not very good simply because they are annoyed.
Tip: When used appropriately, a superior stance gives you a power. On the other hand, if used too long then people want to take you down.
Inferior Stance:
Taking an inferior stance can help people feel good. For example, you can tell conference participants that they should pat themselves on the back for taking the time to learn and network at your conference. They have taken the time to improve their business while 99% of their competition doesn’t.
An inferior stance can be a great rapport builder. The compliments you give make people feel could and trust you more. People will have increased respect for you.
However, if you use the inferior stance too long then people won’t feel like they learn anything from you. For example, if they ask you a question and you only answer by saying that they are great then they will become frustrated. People will lose respect for you and your opinion. They may even think that you don’t know anything. They will feel that you are weak.
Equal Stance:
While the equal stance can be effective, many speakers tend to make the mistake of using the equal stance too much. They talk about how they are in the same boat. They may say, “We are working towards the same goal.” This is a great way to make people feel part of a team, but don’t use it too often.
Why? If you use the equal stance too much then there is no “order”. People are not as likely to buy your product or listen to you if they think that you are equals. They will wonder why your information is better than theirs.
However, you DO need to spend sometime in an equal stance otherwise people won’t feel like they can relate to you.
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