Today I'll share with you what seems to become the introduction to 3E:

Every single one of us has capacities beyond what we are aware of. Even talent and power beyond our wildest dreams. We are living receivers, bearers and channels of enormous amounts of energy. Do you believe that’s relevant to individual and team performance? Is it relevant to quality of life? It certainly is. Energy makes all the difference.

Sometimes we are placed in situations or circumstances in which we may get a glimpse of this energy. But most of our lives we hardly draw on any of those unique powers. I say hardly, but that's not entirely true. We actually make use of them all the time, but only in minor proportions to the amount of 0,1 % or much less. Yet, sometimes in brief moments we might experience pure magic. You have experienced these special moments yourself. Maybe you weren't aware of it, but all people have. It may happen in your head, in your body, together with other people or even somehow come from the outside.

Maybe the most obvious moments are when we're under extreme pressure or have to fight for our life caused by sudden danger. It is well documented that almost everything we do can in fact be multiplied by a factor of hundreds, thousands or even hundreds of thousands when we must or when motivation is focused and channeled in the same and right direction.

This book is about that power which is built into our very system as human beings. It is about what some would refer to as "being in the zone". It is about how both we ourselves and the world around us instantly can change to dramatically perform at levels we normally perceive to be impossible.

I don't expect every reader to understand what I'm going to share, but I do know - from experience - that if you want to understand I can show you on a practical level what is required to seriously increase the frequency of what people perceive as coincidence. To some, success may seem like coincidence, but when you look behind what happened you’ll always find that special ingredient - energy.

Do you want to know what's missing when things don't quite work out as you'd like it to? There's probably a number of important issues, but in my experience, energy is always among them. And believe me, it sure doesn't hurt to have a little more of it.

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"Time is money"! Says who? If it's just money, then time sure isn't worth much, is it!? That kind of thinking, such a poor paradigm, will not produce the results you have it inside you to deliver.

					Time is not only money. Time is the stuff that allows you to make a difference. You will never ignite PASSION, seldom make a CONNECTION and rarely experience INTUITION unless you devote yourself to a higher purpose than what the moment calls for. Discover that purpose. Answer the WHY!

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Communication can be powerful if you do it the right way. The wonderful thing is that "the right way" varies with each individual. Our research indicates that as long as key principles are intact the style with which you apply them is completely up to you.

To help appreciate the power of The 3 Energies (Passion, Connection, Intuition) at this time we'll share with you three different scenarios. Feedback from 3E participants seems to suggest that these scenarios quite dramatically clarify the effect and breakthrough we can experience when 3E principles are applied correctly - i.e. in line with your own individual way and style:

Scenario # 1: LIFE

Imagine that you are visiting a new potential customer. You're in a comfortable office in the top floor of a prominent skyscraper. Everything is going very well and you're currently seated doing small-talk with the CEO of the company. She is approximately your age. The setting is very promising. As you move through the preliminaries of the meeting the conversation takes an unexpected turn. From what is being said you suddenly realize that the person on the other side of the table will die by the end of the day unless you help her with your product and service.

What is your immediate reaction? How does this affect you and your style? What happens inside of you? How does it show on the outside? What becomes your primary concern? Is there a shift in balance? How would you describe the feelings you have? What kind of energy are you experiencing?

Scenario # 2: FAMILY

We continue where we left off in "The LIFE Scenario". As your conversation becomes more intense another unexpected piece of information surfaces. You both discover you're family. This distinguished lady is in fact your twin sister. The two of you were separated at birth and you didn't know.

Now, what is your immediate reaction? How does this affect your interaction? What happens with your relationship? How does it show? What becomes your primary concern? Is there a shift in balance? How would you describe the feelings you have? What kind of energy are you experiencing?

Scenario #3: ECOSYSTEM

...but there's more to come. You've just had an incredible experience in "The FAMILY Scenario". While you are speaking yet another surprise hits both of you. The building starts shaking and you realize that you're in the middle of a serious earthquake. Even though the building does not collaps, you're both strikken with fear of a devastating catastrophe.

Again, what is your immediate reaction? What happens with your interaction? What do you do? What becomes your primary concern? Is there a shift in balance? How would you describe the feelings you have? What kind of energy are you experiencing?

These three scenarios each illustrate the essence of what The 3 Energies are about, respectively Passion, Connection and Intuition. Next time I'll comment on each and how they enable energation. Energation is the setting - the atmosphere - where all three paradigm shifts are taking place.

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Successful selling is about three breakthroughs that each unleash a specific type of energy. What are these energies and how do we unleash them?

When we consider the tree illustration from last week it should be easy to see that successful selling consists of three major breakthroughs (read: paradigm shifts). Every seed breaks out: from underground to fresh air from sprouting to reaching for the sky from growing up to fruit-bearing

We call them root route fruit, being respectively 1) the root structure and then 2) the route to 3) the fruit. Each one of these is most successful when going one-on-one. Root, route and fruit each deserve separate training and attention, but at this time, let's cut to the chase and extract the essence only - a summary so short it's almost impossible to explain with fewer words.

Root Our number one mission is strategic positioning, which figuratively speaking is "growing the root structure". That sounds great, but what does it mean? It means answering the WHAT questions. When we breakthrough with answers to WHAT we create context and experience inner conviction that unleashes the first energy we call Passion. Passion represents gasping for air and getting it (see bullet # 1 listed above) and maybe most of all clear and solid identity.

Route Mission leads to strategy. Our number one strategy is a network of trusting relationships, which figuratively speaking is "branching out like a tree". That sounds great, but what does it mean? It means seriously asking the WHO questions. When we breakthrough with answers to WHO we stir feelings and experience shared conviction that unleashes the second energy we call Connection. Connection represents reaching your highest potential (see bullet # 2 listed above). Potential is directly linked to your success with other people.

Fruit Strategy leads to network. Our number one way to network is consistently practicing technique and tactics, which figuratively speaking is "maturing and becoming fruitful". That sounds great, however, again what does it mean? It means working with the HOW questions. When we breakthrough with answers to HOW we identify technique and experience discovered conviction that unleashes the third energy we call Intuition. Intuition represents seeing the ultimate fruits of your effort (see bullet # 3 listed above), but more than that individual talent will surface.

A generic model for every perspective

Root, route and fruit is an allegory to explain 3E, which can be applied in every single setting. 3E is easily applied in both macro and micro perspectives, that is e.g. sales management (macro) or daily selling activities (micro). We can also apply 3E for internal or external activities. 3E also effectively enhances both organizational and personal improvement programs.

And here comes my personal highlight: After two long years we're finally ready to publish my next blogpost. Coming up next are the three scenarios that clarify the exceptional power of the methodical 3E approach to energy based selling. It will become clear what this really is all about. Yes, you may expect some of the best stuff you ever saw when it comes to sales theory!

Here's an overview of what we just covered in a simple matrix:

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Are you in a world where people say "yes"? Are you surrounded by positive people? Or just maybe... do you ever find that whoever is in a position to ignore or deny your humble petition in fact responds with a clear and unmistakable "NO"?

The world of only "yes" doesn't exist. I'm sorry to be the one that has to break the bad news to you. The world needs "no", even though being in sales it can hurt - BAD! But you know what? Being in a world that doesn't care isn't quite so tough if you're positive and - over time - seek out likeminded people.

Can you see the flower?

...and that's just it! Inevitably, during all my years in sales, I believe the greatest comfort I've experienced is the ability to fall back on the good people around me. If you're going to be good at sales, of course you'll fail, and if you're going to be VERY good you'll fail even more. I don't believe any of us are super heros, but I do believe that those who stick around and succeed have family and friends that are there to support them when they need it.

Maybe you didn't know, but the best sales people have a sales strategy inside the sales strategy. The inside strategy outlines how you deal with failure (as well as success, for that matter). The inside sales strategy is almost like selling yourself to your own peers, but it's not what we tend to think of as being traditional selling. This kind of selling can be compared to "sincere goodwill".

You want to know more about that - have more of that..? Well, stick around this blog, and you've begun a journey that will lead you to understanding how to attract positive people that will say "yes" when you desparately need it and a network of people that will pick you up when you get too many "no's". Better yet, why not become the "yes person" the "no people" intuitively turn to when they themselves are rejected?

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Management and their sales people measure success mostly in monetary value. Of course, this is the main driver behind corporate sales activity. However, getting the money alone is a misplaced focus and will inevitably represent long term failure if you don't keep in mind the other five measurements of sales success.

Keeping track of results is everything!

Why don't we say it again. Keeping track of progress and results is everything! Whatever we measure receives attention. So what are we to measure and keep track of?

Personally I'm a fan of several programs, among others The 4 Disciplines of Execution by Franklin Covey. It introduces you to how we facilitate execution in individuals and teams. However, in generic terms, what is it we seek to accomplish?

There are many ways to measure success, but we've found the most effective perspectives to be individual and organizational. That's both to keep it simple and focused on daily and weekly measurables.

Individual success

The perspective of individual progress is based on The 3 Energies (3E) Passion, Connection and Intuition. Looking at each individual they become:

• Personal insight (mission statement and goals)

• Improved balance (planning and personal considerations)

• Sharpened skills (empirical data based on observation and recordings)

Organizational success

The perspective of organizational or team progress is also based on The 3 Energies (3E) Passion, Connection and Intuition. Considering results from an organizational view they become:

• A better position and reputation (Key Performance Indicators - KPI's)

• An improved relationship with key people (CRM and personal considerations)

• Sales numbers (budget compared to actual numbers)

Measuring results is crucial, but measuring poorly or ad-hoc tends to demotivate individuals and teams. It can in fact hurt more than do good. The first steps of sales success is deciding WHAT to measure, WHO to measure, HOW to measure and then stick to it.

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Few sales people are aware of the sales pulse and how it is the ultimate tool to measure whether you're headed for failure or success. Just like physical health, pulse indicates if you are leading a balanced effort in sales. Sales success doesn't come by chance. Consistent sales success largely depends on how you measure your sales pulse and whether or not you apply your findings to develop Passion, Connection and Intuition.

To explain the consept of "sales pulse" I usually share an eye opening experience of when I acquired a rather sophisticated pulse watch to keep track of my regular exercise. This watch helps me monitor my heart rate. If applied the right way, it also encourages me to balance the workout, specifically with the heart rate in mind. To make effective use of the watch it requires some basic information input, such as age, weight, resting heart rate (RHR) and maximum heart rate (MHR). This is to adapt all feedback to my actual physical state and condition.

A pulse watch guides you in making a balanced effort.

Before I start the timer it encourages me to select a so-called "heart rate training zone". My choice, of course, depends on the objectives of the workout. The first time I chose the Aerobic Zone I made an interesting discovery. As the watch beeps whenever BPM (Beats Per Minute) is too high or too low, with me it would not stop beeping. At first I thought something had to be wrong. Surely I had put in the appropriate and correct data!? I was running like I always did. There was nothing wrong with the data nor the watch. I just had to slow down. Up until then I had always maintained an intensity much too high for this type of exercise. What I thought was normal and right was not only ineffective - it kept me from reaching my long term objectives and goals.

Slow down to increase performance

A balanced effort is not about going slower. It's quite the opposite. A balanced effort is going as fast as possible, but keeping the long term perspective in mind. We want high performance, always, not just haphazardly off and on. Just like me, replacing "too intense training" with slower running for an extended period of time, balance provided me the necessary oxygen I needed to gain a greater appreciation for aerobic exercise. In addition, slowing down improved my balance helping me perform better also in the Anaerobic Zone. In sum, it made me run a lot faster, but also, and this is the point, over longer distances I spent less strength to finish the race faster.

A healthy heart affects all else.

In much the same way as no--body-- is able to run at maximum speed all the time physically, so it is with mental and social performance and capacity. To deliver both short term and long term results we need to vary our speed as circumstance requires - at different time intervals. Even though occasional sprinting is needed, most of the time a steady pace is what gets you the results you're aiming for. The long term objective of physical exercise is a more healthy heart, body and mind - increased stamina, strength and flexibility to deliver remarkable results, and oftentimes specifically to outperform competition.

The sales equivalent of the physical heart, body and mind lies in Passion, Connection and Intuition.

The sales pulse

Just like it takes extra effort to keep track of your physical pulse (you have to measure it), so it is with the sales pulse. There are ways to measure your sales pulse to determine your current condition and what's needed to increase your capacity. Let me illustrate with an experience I had when I was brand new in sales:

I was a telesales rep in Oracle. Our team did extremely well and we sold licenses for millions of dollars. However, in spite of all the success we had, one of my colleagues clearly stood out. This made no sense to me. I would look at the call stats and find that his time on the phone was way below that of the others, especially mine. I was always leading the way when it came to putting in hard hours of work. It didn't seem fair to me that he should sell twice as much as me with "half the time and effort".

Having gone through this painful realization for several months, I finally decided to humbly ask him why this was the case: "Why are you selling so much more than me, putting in so few hours?" His advice, which I won't elaborate on at this time, caused me serious reflection. I realized that his pace was slow, that whatever he did was well thought through and that his focus was on quality, rather than quantity. This WHY question triggered an amazing chain of events which led me to asking WHAT questions, WHO questions and HOW. The results were staggering.

Why? I resolved to make deep and profound changes because someone helped me measure my sales pulse and pointed me in a better direction. Believe it or not, this type of fine tuning is constantly needed, regardless of how successful you are. Any good athlete keeps track of the condition of his or her heart.

How to measure the sales pulse

Slowing down represents the ability to pause and ask effective questions to increase self reflection about basic belief systems.

			Checking pulse to assess progress.							The sales pulse is mainly measured by asking WHY and WHAT questions. Action oriented corrections are usually made by asking WHO and HOW questions. (And in case you're wondering, WHEN is part of HOW.) Just as physical pulse variations are natural, so are also sales pulse variations always present. The physical heart rate varies depending on factors such as heat and humidity, dehydration and altitude. Also, biological variation hits in, causing heart rate variations on a daily basis between 2-4 beats per minute. Sales pulse variations are similar. We'll look into those next time, as well as how we measure the sales pulse specifically.

If you want to know more about the subject, you may want to read The key to motivation as well as other related articles.

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Said a famous philosopher: "Tell me WHY and I'll move heaven and earth to do it". WHY is the key to peak performance. Given this, you may be wondering: Is it possible to produce outstanding improvement through simple things?

									I have great news... Yes it is possible to harness dramatic change by simple means. In fact, keeping it simple is key to phenomenal improvement. Simply start by asking WHY and then listen. If you're asking yourself, listen to what thoughts come to mind. If you're asking a team member, pause and don't interrupt. Regardless, the right WHY questions will work wonders, I guarantee. As we've looked at these questions from different angles now, let's summarize the WHY, WHAT, WHO and HOW questions with a business example, just to illustrate how it can be applied in every day life:

We are about to switch to a new employer. The most effective question could be as simple as...

• WHY should I work here?

If the answers qualify for an overlap in mission and purpose, the first question you'll be looking into as a new-hire is also pretty self evident...

• WHAT is it that we offer?

Once we know our value to society or the market place, it's wise to clarify as best we can...

• WHO will care and want to collaborate?

Then, finally, the question that really brings every other question to full fruition is...

• HOW should we go about it?

Let's review each question category and look more closely at what their fruits are.

MISSION

primarily comes from asking WHY

Do you believe knowing WHY will make a difference in your job? I mean, really knowing why?! Most people, even when they leave a job in favour of another, never fully understood why they were there... and that's in fact partly why they switch to another company and/or position. When anyone comes even close to performing on the job, this someone has a serious WHY burning inside them. They're usually more loyal and stay on for a longer time. Check it out, if you will.

PASSION

primarily comes from asking WHAT

Some sales managers frequently are afraid of investing "product knowledge" in their team members, simply because they've experienced how a little knowledge easily makes sales people less inclined to being open and listen to client needs. Of course the tendency is there, but that's because they only get irregular and/or insufficient training.

It is my experience that the best sales people also know best WHAT they have to offer. If they're passionate about it, because they know WHAT they have, then that's a perfect foundation. But note this; if they're passionate and at the same time know little about the offering, it is very much likely that the sales rep is biased and you'd better be careful, both as an employer and as a client. A biased sales rep often has characterics such as dishonesty, hidden agendas, fictitious and fluctuating motivation and maybe most importantly little or no ownership to what is being delivered.

CONNECTION

primarily comes from asking WHO

So often I meet with sales people that have a fantastic product and/or service offering, but somehow they're unable to seriously produce results. On almost every occasion it's due to their not having done the simple exercise of finding out who they should be speaking with. Even when they are speaking with the right people, they know little about why the solution or offering matters to them.

INTUITION

primarily comes from asking HOW

Most sales training jumps straight into HOW, and because of that it is less effective. That's why most training, I'd even claim almost all training, only has short term results.

If, however, people also are becoming highly skilled in HOW, invariably something magical happens to them. Something inside them begins to glow. Some call it self esteem. Regardless of what it is, when skills become natural "the real person" seems to come out and uniquely influences the situation. This is when we begin to see intuition in action.

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If you ever had the ambition of becoming an expert in sales or any area of persuasive communication you will need to help your team or organization address the most basic questions.

...and most of all, you need to ask these questions yourself.

The questions you need to ask yourself as well as instill in others are WHY, WHAT, WHO and HOW - and in that order. They in turn, give us the structure of the entire subject of sales or selling activity. No more do you need to look for a complete overview of what selling is all about.

It's not really a big secret. I've seen people work a lot harder for a little recognition than for bonuses and money. And get this, money doesn't always motivate, but recognition - when given the right way - is a sure winner. On a scale from 1 to 10, recognition may not be a 10, but it clearly scores higher and more accurately than monetary rewards. Where does that leave us?

Last week I asked: Is recognition from others important? The poll quickly returned 43 responses, giving us the following statistics:

The outcome was in fact highly predictable. In round numbers, only 13% believe it's "not critical" and 4% believe it's "not important". However, I was anxious to know more about the group of people who believe recognition does matter. What I wanted to test was: How many are maybe "cynically" inclined to consider recognition as merely a tool to increase performance, getting what they want from others..? as opposed to, how many actually acknowledge our deep need for recognition as humans?

Recognition is not just what you say

Recognition only comes across when it's sincere - everybody knows that - quite intuitively so. When trust is low, talk's cheap. What you say has no real power. However, what logically follows, most people tend to forget; recognition is not so much what you say, but ten times doubly more so what you behave. And what messages do we pass on through our behavior? You're right again - it's emotional - what we truly feel inside is what comes across. What does this mean?

Recognition is not how they feel, but how you feel

It means, when we feel good about someone, we automatically behave in such a way that those positive feelings are conveyed to that other person. Whatever you decide to call it - body language, atmosphere, chemistry... The question isn't "how can I help that other person feel good about him or herself". It's completely the other way around: "How can I feel good about that person, in such a way that I will communicate on the subliminal level messages that support what that person already perceives about him or herself; that he or she is a valuable person with great talents and abilities"? In short, how can I work with my own feelings to be filled with postive emotions toward that particular person?

Recognition strikes when it underscores a positive self image

To obtain such a required change (and really - it's the only way), we need to be sensitive to how the other person perceives him or herself - to see and understand their world. It's not logical, it's psychological. We need to interpret people more correctly, i.e. see their behavior and performance from their point of view.

You see, that's what recognition is. Recognition is not you telling them something they didn't know. No, recognition is finding in others what they long before recognized about themselves already. That need to be recognized by someone else for who they believe they are and what they are truly capable of is the reassurance they seek in others to prove to themselves that they were right about "the I am" all along. All people have kind of an internal struggle and conversation going on inside, saying "I'm good, I'm great, I can do this..." When their surroundings agree with what they believe about themselves, then it must be true... and behavior to prove it follows. That's when recognition hits home; when people not only pick up your positive message, but when they actually believe in it themselves.

We need to help answer the deepest questions that are most important to people: Whether they matter, whether or not they are important and give them reassurance that they are valuable, that they have purpose and that they can make a difference. If you do that, then people will love and respect you. That's when you release energy in such a way that performance outperforms what the critics thought was impossible.

My hope is that managers and leaders of businesses will not only artificially supply their employees and colleagues with insincere compliments, but that they will understand the deep needs that they can fulfill in others. Recognition is not just a compliment - recognition not only can make a big difference in performance. Recognition can make a difference for life!