When used correctly, in a selling situation, there are 7 Factors that may influence an action.
Authority, Consistency, Rapport, Reciprocity, Social Evidence, Scarcity
My lectures have included examples of how Authority may be demonstrated through business card titles, or identifying brands and positions. A Manager influences a decision faster than a sales clerk title, a VP rises above an Associate.
But has this trend risen to a point of saturation? When every associate becomes a VP? And every sales person an Expert or Professional? Is it still possible to differentiate between a Designation vs. an assumed title?
And when do we draw the line? that is assuming there is a line? Yesterday I witnessed a peculiar exchange between two persons at a public event. They were both wearing 'Accreditation Tags' or backstage passes. Upon comparing roles, the "Media" accredited person noted the other was wearing a "Transportation" tag. "Ah" she laughed, in a most condescending manner "This is the Media, interviewing the Bus Driver"
Interesting, I thought, as I watched how the comment withered the Transportation Volunteer. They were both at the same function, both enjoying the same show, yet a Media tag was deemed 'better' than a 'Transportation Volunteer'.
As a member of the media for over 20 years, I was tempted to intervene, with my view that the Volunteer, had most likely spent longer periods of intimate time with the performers, as he conveyed them from the airport to the hotel, chauffeured them around town, picking up delegates, opening doors and most likely listening to conversations without interruptions, or his personal agenda.
In the end, the Media may rank higher, and exude more Authority - but I wonder who heard the real story?
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