Influence is energy.   Influence is getting in early.   Influence is passing on enthusiasm.   Influence is remembering and being remembered.   Influence is passing on a legacy that inspires others to follow.

Influence is helping others discover both who they are and what they are able to do.

Influence is not persuasion, but rather the ability to trigger a desire to be persuaded by being included in self talk.

Influence is the art of wanting to help, but knowing help can mostly not be given - want to teach, but knowing education is mostly not ours to give.

Influence is changing the world of another person in such a way that actions follow, empowering them to have greater control over their lives.

Influence is stirring up thoughts, feelings and emotions causing either spontaneous reactions or carefully considered alternative courses of action.

Influence is being instrumental in the way someone perceives the world, leaving them more determined and motivated to execute around clearer paradigms and goals.

Influence is you. You just didn't know how much influence you have and can have.

			-- Rings of mutual commitment --						If we leave out "all else", what is selling about? If selling comes down to only one thing, what is it that remains as the single most important element?   Asking this question is a healthy exercise in that we become aware of what it is we're really trying to accomplish. A lot of different answers might come up; the essence of selling is... "problem solving, asking questions, satisfying needs, perseverance, process..." All these are good, but these and many more are still only secondary.

One way to make the paramount and ultimate focus stand out clearly could be by asking: What is the purpose of selling? Why are we doing what we do? The purpose of selling and the heart of the matter in one word is COMMITMENT. To be precise; reaching a mutually desired and binding commitment.

Thus, sales training should, if done well, ultimately only focus on how this objective can be achieved. Usually I'm quite flexible when it comes to discussing whatever there is to learn, but in this area I'm confident and fixed. Sales models, strategies, skills and all else - at the end of the day - are only tools and procedures to help build the commitment. (Notice I did not say "get the commitment". A commitment is an experience, a feeling, a determination and a risk that we share.)

That's why it's so important to understand that the most solid commitments are "mutual and emotional". The only path to such commitments is through shared feelings. Shared feelings are an exchange of energy. Here's yet another reason why the realization of how influence is energy is so crucial!

If you want to influence others, here's how basic influence is. Make sure you always:

1. believe in what you do - PASSION
2. establish strong relationships - CONNECTION
3. learn and grow in talent, but apply it your way - INTUITION

I believe each of these three categories is worth a lifetime of study, but they remain the essence of influence. It's the essence of selling; basic sales. They are "The 3 Energies Behind Sales Success". The ultimate summary on sales!

YouTube presentation about these three energies.

What's energation? Energation is the combination of energy and communication (, but also a lot more than that). Here's an experience I had with this highest level of communication just recently:

Yesterday I was part of a meeting with a lot of energy. Said one of the participants towards the end: "This has been a wonderful meeting. I've had to go to the toilet for a long time, and even now, I just don't want to leave the room".   What a great example to illustrate what energation is. There's more to such meetings than just the purpose of the meeting itself. Each time we reach energation, simply being together and experiencing the energy and communication bond with others is a reward alone. We feel heard, understood, validated and important. We've stretched and shared something personal. We open up - maybe we cried. We reach for something beyond the ordinary and trigger emotions and feelings that we experience together. We come alive and communicate the way communication should be.

Energation is life! There are three energies that make it happen: Passion - Connection - Intuition!

The greatest mystery of influence lies in how it increases and lasts only when applied unselfishly and altruistically.   Whereas it seems that manipulation, tricks and techniques, "politics", short term power fights and corruption all pay off, the paradigm of "seeds and fruits" always provides the same answer: Everything we do backfires. The recoil may not be instant as with a gun, but what we do always comes back at us eventually.   H. David Burton recently shared a beautiful quote, which really nails it:

Fireman helping old lady, Seminole USA.

Of course, nothing "disappears" - not even what we do "for ourselves", but the things we do for others seem to give added influential powers. My long time partner and friend, Bård Stranheim, lives by a wonderful principle, which he phrases like this:

In today's business environment there seems to be an increasing belief that "graciously caring for others" is not compatible with success. Our research clearly shows the opposite; that those individuals and companies who aim for both short term and long term success need the above stated value firmly rooted in their system, otherwise they'll always fail long term and quite frequently short term, too.

Simply put, influence increases when we apply it to make the world "a better place" and decreases when what we do is centered around our own selfish interests. You may call it religious. I call it a durable principle and indisputable fact. If we apply it, then it works in our favor - if we don't it works against us. Such is the true source and nature of real influence.

We looked at why sales training mostly fails to deliver promised results. Here's a webcast that explains it in plain words:

We say "influence is energy". What does that mean?

Just think about it. What is influence?

Is it what you say to another person? Is it what the other person hears you say - or thinks you say?

Of course that's influence, but are words all?

I'd agree if you responded: "No, influence is not words alone. There's much more."

Then what else is influence? Body language, smell, sound, temperature - everything that our senses pick up..? Yes, all of that. Is there more?

Operational Influence

Oh yes, there is a lot more that influences us! MUCH more. What about internal conditions such as our self esteem and our heart? Self esteem and self worth is a powerful source of influence. Some claim thee most powerful. I don't know, but definitely crucial!

We could, however, flip the coin and consider external conditions such as myths, trends, cultures, family traditions and the laws and regulations of both our local community and national government as a whole? What about yesterday's events, the experiences and history we carry with us? Also, how important are predictions about the future and the authority of experts - or make believe capacities - to predict, prioritize and decide what's important and less important? What about physical limitations, the environment in which we live or the mind set of the people around us? What about the individual appetite or the collective craving for basic needs, or even fame and fortune for that matter? What about supply and demand, rumors, the media, branding, market positions, money, the financial market, "information" or everything the computer screen tells us in general? Do all these elements have an impact on our degree of influence?

They certainly do. All of these are highly influential factors. What we've listed so far is what we call Operational influence. Operational influence is the sum of all ramifications and circumstances in place, time and human mind set.

Everything we believe and perceive makes us "tick" a certain way. We act or react, but in total it's how we see ourselves (IDENTITY) in relation to the world (PURPOSE) that drives us. This passionate driving power therefore is what operates us and the world in which we live. It's everything around us, including ourselves and all that we have inside.

You say: Wow, that's pretty big! Yes, I'd say so too. But that's only one third of what influence is all about. There are two more important categories we need to be aware of. Together, these three form separate types of dialog.

Opinional Influence

What about the relative positions and power we have or think we may have, the knowledge we possess or wisdom we claim? Does our relationship with other people affect influence? Sure it does.

What about how others see us, our reputation and social expectations? Is there a connection between influence and how we behave in a social setting? Does our public record, informal or formal determine our power among others? How does the size of our network influence influence? What if we know some "important people in high places"? Does this leverage increased opportunity, and just how does it affect our execution of ideas and decisions? Does the way we execute in turn influence our degree of long term influence. We know it does. Our social behavior is critical to influential powers.

Let's turn it around: How do you think someone's prejudice, hurt, pain or simply bad mood affects our influence on them? And what about happiness, for that matter? All interaction is basically the exchange of opinions. Hence, this group of influence is called Opinional. Opinional influence is the sum of all feelings and emotions based on how we see ourselves, other people and the relationship we have with them. It is when heads are connected in such a way that we care more for others (SELFLESS) and the greatest value is found in simply listening (OBSERVANT).

These elements, too, are influence or sources to influence. Some people believe people are the ultimate source of influence. They're right about people being absolutely essential. What they forget, is that this is still only the second one third of what influence is all about. This type of influence deals with the human minds and how we are connected, how we exchange information and share lives and feelings. It's about experiences and retaining them as precious memories. It's about all those emotions that create a bond so foundational to how we pick up signals from each other.

Optimal Influence

What about the way we phrase a message? Is that relevant to influence? Or, what about the way we behave a message? Is behavior influence? I guess most of us have heard the statistics about how much more important body language is than words.

What about skills in asking questions? Does a talent in diplomatic ability help? What is the signal between the lines? Is there a message between the lines? If there is, how important is that message and what is it that brings it across? What place does enthusiasm have in persuasion? Is there a link between for instance the attitude with which something is communicated and the subconscious mind of the listener - how it is received, perceived and processed?

Are minor details and technicalities important to the final outcome of someone's decision? Can we exercise effective influence without doing things correctly in the eyes of another?

How does another person gain ownership to what we present them with? Should they be allowed the freedom to comment, critique or change our original proposals? What does this have to do with influence, anyway? If freedom is important, does that mean there's an element of innovation in selling? Should we allow ourselves to be vulnerable and humble in approaching another person? Why would this be significant when influencing others? What if the other person discovered we don't have all the answers? Is that influence, too, and is it smart?

A lot of the questions in this text are obviously leading and not a good example of how questions should be used in an Optimal dialog. However, I've written them to illustrate how questions quickly can become a manipulative tool. What does manipulation do with us, for that matter? Do we appreciate it? Does manipulation affect the power balance and influence? Research provides some brilliant answers and insight into this subject, but which we won't discuss here.

Perfecting our language, tactics and skills is the third and final group of elements behind influence. Since they are about optimizing our behavior and "appearance" through close interaction, this category is called Optimal. Optimal influence is the sum of all signals that peaks in desired action through another person based on discovery and conviction. It is when both parties totally abdicate their ego (OBJECTIVE) and render themselves open to intuitively discover what's better (SEEKING).

One Word to Summarize All

Each of these groups of influence builds on each other, as the diagram above illustrates. However, one is more important and foundational than the other. First comes Operational. Once the Operational influence or dialog is in place Opinional influence begins to have a powerful effect. Without the Operational dialog in place, the Opininal dialog is less effective, but still has some power. When Operational and Opinional are working as they should then Optimal influence and dialog begins to work as it should. This leads to energation.

Now, let me give you a challenge: If you were to pick one word only to describe all of this, what would it be?

Energy?!

That's what we chose! Read again and I believe you'll see why...

That's why we say "influence is energy". Yes, I believe influence is ALL about energy!

Like most people, you too have probably experienced moments of bliss when communication was just perfect. You felt at one with life and everything around you!

The past seven years we've been searching for what it is that makes such a "fusion" occur, especially within sales and in a business setting. We wanted to reach higher - for something much better than what we see in the business world today.

However short these glimpses of insight may be, they're real and filled with such good and powerful feelings that there are hundreds of descriptions to be found about them: Some describe it as "butterflies of joy", "ecstatic and rare excitement", "a magical flow of ideas", "pure conviction" and others simply as "quiet moments of tranquility and peace". Over the years our research team has chosen a descriptive term that embraces and captures the entire scope of it: Energation!

“To closely interact through passion, connection and intuition, reaching understanding and commitment beyond natural ability.”

There's a lot to be said about energation. In fact, it's such a huge topic I wrote a book about it. The common denominator, however, is dialog. Whether it be internal dialog through self reflection during a private moment or an excellent conversation with another person, there is always some kind of interaction and thinking activity that precedes energation. In all simplicity we've found that it's a process of exchanging energy in combination with communication. If we merge "energy" with "communication" we get "energation".

That said, energation is a shared state of mind and a mutual experience that is sometimes hard to describe. Thus we get all the differing explanations and descriptions of feelings and sensations. Still, when it occurs both parties can instantly recognize it. It's in the air. Our research has revealed three layers of energy. In our experience, energation occurs most often when all three are flowing: PASSION - CONNECTION - INTUITION (and in this sequence).

One Energy per Dialog

Each of these energies is a direct result of a specific type of dialog. PASSION grows out of the Operational dialog. CONNECTION grows out of the Opinional dialog and INTUITION grows out of the Optimal dialog. During the next few weeks I'll be sharing what each dialog is about. Stay tuned for more ;-)

Key Principles of Energation

Three key principles characterize energation.

# 1 - AVAILABLE TO ALL

Maybe the most exciting characteristic of energation is how it's completely independent from physical condition and social state. We may be rich or poor, male or female, old or young, in prison or out in the free, in war or in peace, hungry or filled up, cold or hot, sick or healthy. Regardless of circumstances, it's seems to be equally available to all. Energation is pretty much synonymous with happiness, but not the kind of shallow happiness we think of "on a daily basis". Energation is the perfect balance of outbound and inbound energy.

# 2 - PROACTIVE STEPS MAY INCREASE FREQUENCY

By engaging ourselves in Operational, Opinional and Optimal dialogs we begin to balance the 3 Energies behind effective communication - PASSION - CONNECTION - INTUITION. These dialogs are so closely linked to their respective energies, our focus should not be on the energy itself, but rather on mastering the dialogs - then energy follows as a direct result. Energation may occur, but not per se.

# 3 - REMAINS OUTSIDE PERSONAL CONTROL

Even though much can be done to stimulate energation, it remains out of our direct control. Whereas it will not occur without our consistent effort, it cannot be forced or manipulated. This does not mean it cannot be facilitated, rather it means we only have indirect control. Skilled communicators know how to create the atmosphere needed for energation to enter the scene.

Even though energation does not always work the way we would like it to, communication is always at its best when we tap into Passion, Connection and Intuition.

Why do we seek this unique kind of shared experience? Because energation is the ultimate way to foster enduring commitment in others. Energation has a lasting effect beyond any other way we know of. It motivates unlike any other element in human interaction. Energation is influence in the keenest sense of the word. It helps the people around us become self powered - gives them perspective - it ignites their character!

Being on the same wavelength is what energation is truly all about.

Let me assure you: Skilled communicators tap into energation all the time. It just hasn't been explained like this before. Not only does it help win the business. Energation makes selling a worthwhile and mutually uplifting experience. This is what you've been looking for. This is what you want!

(Read more about energation in the 3E members area - a sneak peak before release end of Oct 2008.)

In almost all sales literature you'll find clever advice about sales processes, techniques, models, structures, systems, programs and blueprints. The remainder of sales literature aims at human traits such as PMA (Positive Mental Attitude), enthusiasm, networking, values, politics, win-win and the like. Thus, in short, we find two categories:

1. Methods and
2. what I like to call "Effort and Talent"

As important as these two categories may be, the key to leveraging great performance - I mean SERIOUSLY outstanding and UNSTOPPABLE performance - lies in reality elsewhere. Where do you think unbelievable results come from?

Beyond Method, Talent and Effort

Introducing the subject in this way also reveals a most interesting aspect; each one of us intuitively and instinctively already knows, but it seems hard to put into words, and even harder to implement in the corporate world. Deep inside we know it's not method - methods are important, but not the ultimate and deciding factor. We even know it's not effort and talent, because they too are often waisted and held back. It's something else. What would you say it is?

Just think about it... Of course we need method - method is crucial. We also need effort and talent. Effort and talent are not only necessary, they're foundational. But... and this is my point; there's something way more important and significant lying underneath that determines whether or not someone succeeds beyond normal..! (Remember, we're not just talking about success. We're discussing unusual and remarkable success.)

Before I give you this pearl - this diamond of unique and simple value - I need to emphasize one crucial point, to help understand why this is so valuable, not only in today's business world, but also in every other setting; marriage, family, politics and every type of human interaction. What we see is this:

Whether a book or training event focuses on method, effort or talent, in reality it makes no real difference on performance. Good stuff finds good people anyway. In the end, real improvement in "average people" stems from another source altogether!

Influence is Energy

The One-on-One slogan "Influence is Energy" summarizes all there is to say about what really makes the difference. I've seen people be trained in the most extensive and excellent research-based programs and models, supported by management, economic as well as human resources, enticed by incentive programs and backed by values and follow up coaching. Does it ring a bell? Regardless of how much method, effort and talent an organization has or puts in, no TIPPING-POINT RESULTS will come unless something triggers individual energy.

Amazing success is born - first and foremost - when you IGNITE CHARACTER. A truly dedicated individual is not able to not influence others. Therefore, there simply is no such thing as the one and only perfect salesperson, because every one of us has the built-in capacity to influence others in our own unique way. We each have peak performance when intuition permeates our burning desire and every-day actions. That does not mean that methods, effort and talents are without effect. They are indeed the muscles and tools of success, but even muscles and tools are no good without a beating heart and the blood to provide the needed oxygen.

Apply individual energy to method, effort and talent and you've got a combination that works. Energy, however, is too often missing - in fact, almost always missing - and it's only haphazardly found even among high performers.

• Why do methods not work on a stand-alone basis? Because without unleashing individual power, methods tend to restrain rather than free influential ability.

• Why does effort and talent not work on a stand-alone basis? Because without the engine itself to wake them up, effort and even talent merely remain "mis employed tools" without purpose.

First release energy, then apply method, effort and talent!

During the past 7 years we've discovered a set of principles that trigger energy in individuals and organizations making them influential through empowering character. It's not quick fix, but it's a LOT quicker than "quick fix", because quick fix only has a short term effect and no real bearing on true and lasting success!