I've done a LOT of sales training since my last post, and (unfortunately) a lot of traveling. As always, it has been a fantastic experience. Remember how I said last time: A student only benefits from training programs when they include the heart in the learning process. A trainer can "pound" on the door of the heart, but to actually open it is left to each candidate individually. (Selling is ultimately the same way.)

These past weeks I've again contemplated the power of this principle, and I just want to point out; there are only two types of candidates attending training out there:

1. They who take it to heart and experience the first amplifier (heart explosion)
2. They who will not include emotions and feelings and never gain the slightest bit of learning (only superfluously)

Note! A student can only experience "heart explosion" if the trainer possesses the quality of bringing the message to the heart in the first place. My claim is - very few trainers do!

Last time I promised to share the next two amplifiers following the first. I'll keep it short - that's somehow the beauty of this:

Influence is energy. If we want to reach another person with our message, we need power, and that power is nothing but energy! What is the very core of how a message becomes powerful? Did you ever think about that? Here's what we've found is the answer to this important question: "It's when we run it through the three amplifiers most easily available in one-on-one communication":

• The first amplifier is the heart (Energy # 1: PASSION). I.e. when the message passes through the heart it explodes and immediately (yes, automatically) flows out to hands and feet. We see immediate action. Ask yourself whether or not you've caused the first amplifier in someone else. Here's an easy test to evaluate how it went: Did they act immediately on what you presented them with? Did they become unstoppable? If not, then your message never made it to the first amplification

The 3E symbol for PASSION is the heart.

• The second amplifier is from heart to heart (Energy # 2: CONNECTION). This amplifier is the need we have to share from the heart how the heart explosion felt and what mental images caused it to take place. This sounds almost religious, and I admit it almost is. However, just think of it this way: The best way to test whether or not something really has been learned is if we're able to teach others the same. When this is done, not only is the learning curve extended, but the subject and material becomes ours. Ours to keep forever.

The 3E symbol for CONNECTION is a battery.

• The third amplifier is when we include intuition (Energy # 3: INTUITION). When we begin to apply adopted material in our own way, i.e. we incorporate principles and adapt skills to our own style and individual talent. In doing so, we stay open to inside and outside impressions and promptings.

The 3E symbol for INTUITION is a bolt of lightning.

Once we deeply study these three amplifiers - each one a direct result from each of the respective "3 Energies" - we'll discover how our message both penetrates AND causes permanent change in others. THIS is what selling (and training) is all about.

Next time you attend (sales) training, try to keep in mind the following: Training very seldom has changing and lasting effect!

Coming from a trainer, this may sound disillusional. However, an effective trainer isn't truly familiar with how instruction works until he or she has seriously been engaged in evaluation of results. Every public speaker or instructor should be brought to witness his or her actual degree of influence. If this was done properly I believe the majority of us would be shocked and greatly disappointed. Research also indicates that most training not even remotely makes a significant difference in behavior over time. More importantly, a thorough understanding of better influence would lead to a) less monologue and entertainment and b) increase the level of interaction and dialog to reach involvement and effort.

Having been involved in training since 1992, I've at least learned two MAJOR lessons, summed up in one: 1) Learning takes place from the inside, and 2) energy is the primary source of change. A good mental picture to illustrate what happens when change takes place is this:

The above illustration serves to underscore how the heart is "the first amplifier of energy". We're looking at energy explosion! (In my next post I'll share more about the other two amplifiers following immediately after.)

Any principle can be understood intellectually, but still have little bearing on real life application. If a person is to be effectively educated reflection needs to pass through the heart of the individual. In the very moment the heart is included, it will automatically and instantly flow or "shoot" to the hands and feet. It is this spontaneous reaction that represents the first crucial step in changing behavior. For it to become a habit, consistent effort is also needed.

Acquiring skills in influencing others is enormously rewarding, but it does require the heart. The heart, though painful it may be, is not included unless someone or something triggers emotions and feelings. For this reason, the real question is how to generate, pass on and harness energy.

In this sense, training and selling are completely one and the same. This is why any teacher, speaker and instructor would benefit greatly from basic sales training. Yes, teaching is selling - both are aiming to influence. Influence is all about energy.

To see a webcast on this subject click here.