It appears that no one can offer a flexible list of international gurus on sales and influence. So we decided to collaborate online and make one together.
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Together with people across the globe we just launched the first step in an exciting project - building a shared online list of recommended sales literature. This list of literature may have several purposes, for instance:
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Once the literature list has become a substantial source of useful information we will use it to set up online events with these gurus. It will allow us to meet and interact with them based on supply and demand.
If you'd like to join this project or merely tag along, please feel free to do so. For updates on the project apply for membership in the LinkedIn group for Elite Sales Professionals together with thousands of others.
What is it you want, may be an enticing question. However, one way or the other, it is not the right place to start. Our intentions need a deeper source than merely aiming and gaining. "Intent" makes all the difference. Why? Because our agenda affects our entire style and demeanor. Ultimately intent decides who we will become.
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Most people are predominantly occupied with self interest. Thus, asking, "what is it you want", has an immediate appeal and most often easily triggers a response. But beware, the answer says a lot about who you are and what it is that dominates your agenda.
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Even though there's only one word that makes up the difference, that one word turns everything up-side-down: "Having" focuses on the external and short term gratification. It is driven by selfish purposes. "Becoming" focuses on the internal and long term. It usually drives a greater purpose.
Collecting
People with a mind set centered on "putting things into the box" (i.e. collecting) gain little from training. Their attention is focused on what it gives them in return for the time they spend sacrificing self interest. Attitude is poor. Results are even worse. How come? They are mainly exploring self interest by asking WHAT; "what's in it for me..?" and "what will I gain from this..?" seeing obstacles everywhere and becoming more and more blind to opportunity.
Sharing
People focused on "taking things out of the box" (i.e. sharing) gain more from training. Their efforts center around giving and less on immediate return. In the process their attitude is positive. Results take time, but they gradually undergo change. How come? They are mainly challenging deeper altruistic and societal purpose by asking WHY; "why are we involved in this..?" and "why shouldn't we..?" seeing less obstacles and constantly seeking new opportunities.
Influence is a desirable talent. It's that one thing that would pretty much solve every one of your current problems. It's your lack of influence that's the main reason for your biggest challenges - right now. You better believe it!
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You wonder why I'm so focused on influence as the single most important topic? Well, let's think about influence for a moment?
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For a moment, just lift your vision and view your own life in a bird's eye perspective. Consider every aspect of what you are trying to accomplish, as well as what you have tried to accomplish in the past and also what you will seek to accomplish in the future. Literally speaking, every problem, every project, every single endeavor small or great – the long and meaningful list of things you do and fill your life with... Does it not all begin and end with a relationship to at least one other person? It does, doesn't it? The relationship we have with the people around us is the very making or breaking of success – in every respect. You will have to agree!
Now consider every single important person in your life – see all of them in front of you – and ask yourself: Am I successfully reaching out in such a way that we are working towards mutual goals and objectives, giving me power to influence them? To the degree that you are influential, you'll be successful. To the degree that you are not, you will fail. It really is that black and white.
You may be thinking: “I may not be supremely influential, but I do have some influence on for instance my own daughter.” Well, then you'll succeed at least in part, but in no way will you be able to help her beyond the degree of your influence on her. Or you may say, I'm not yet interacting with and influencing the right or relevant people, but that's just another way of saying the same thing. Think about it. Be honest with yourself.
Success can have a wide array of definitions, but unless it somehow involves people or at least "someone else" it is has no real meaning, does it? What matters - long term - is the modeling influence you have on another person's life and actions. To learn more about influence, learn more about Passion, Connection and Intuition. which makes up the main ingredients or energies of Energation.
So what's this energy thing in communication? Well, it's everything. How can you communicate and not relate what you're doing to energy? Communication is energy. But there's more to energy in communication than you might think. Let's take a quick look at energy again, and maybe we'll catch a glimpse of it.
There are different energy levels in communication. You may have felt it. It's real. It matters. It's something every successful individual intuitively knows and effectively applies. Most of all, it's quantifiable, specific and something you can repeat - over and over again - that is, if you know how to.
Since the term "energy" may sound a bit blurry or hard to "practice in real life", why don't we bring some structure to it. Just for argument's sake, let's say there are three levels. The first level would be ME, myself. It's when I begin to resonate with a particular kind of message. The second level is US, you and me. It's when we begin to resonate with each other. The third level is IT, something out there. This would be when we begin to resonate with the environment, the higher and invisible forces we're surrounded by.
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(The third level doesn't need to be any more mystical than e.g. two individuals having a long distance conversation by the use of a cell phone. Are you able to explain the force or channel through which they're interacting? Unless you've studied it in school, you're probably not. But there's no immediate need to understand or explain how a cell phone works, only the fact that it does). | |||||||||||||||||||
That third level
Most people can easily relate to the first two energy levels (i.e. ME and US). But to some, the third energy level (i.e. IT) sounds too mystical. That's OK, if you feel it that way. Just remember though, whatever the message you behave will be understood differently on each level (yes, "behave" is the appropriate word for it). You see, each level gives more information, because behavior takes on different and more meaning the higher up you communicate. When all the others around you are perceiving the world on "the third level", you'll be missing out on quite a bit if you're still only communicating on "the second level". Why don't you just go in faith for once and test yourself. You may discover there's more to communication than you originally thought. Quite frankly, what have you got to lose?
Even though level one (ME) and level two (US) are understood, most people seldom experience them for real in a professional setting. How sad this is! What's more, because there's no resonating ME, WE don't resonate either (i.e. US). Why? Because there's a natural principle based sequence to this. We can't resonate unless there's first individual resonance. And that's also why so few people understand the third level, which in turn is dependent on both ME and US. You get it?
Let's illustrate with an example to make sure I didn't lose you: Now that there's such a stir around Michael Jackson's passing away, why don't we consider him for a moment?
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First, do you think Michael Jackson ever went on stage without reaching some kind of "resonating ME"? Do you think his best concerts were without a burning desire to share his best self? Of course not. Did he like the songs he was singing? Indeed, we may suppose he did. Second, do you think his resonating with the crowds was significant to their musical experience or his performance on stage? I'd say, probably... Third, do you think his wildest fans might refer to something bigger than just music and dance while experiencing him first hand during a concert? Does their ecstatic behavior make sense to us? Maybe not. Does it make sense to them? In some inexplicable way, most likely. If in doubt, take a look at Michael Jackson for yourself. | |||||||||
It begins with the individual, spreads to those around and then becomes something intangible, but real. At this point, I'll quickly point out that effective communication seldom is a "performance", but rather a shared experience. It can be quietly done without any extravagance or even technique. The absolute minimum that it takes is sincerity (outbound energy) and sensitivity (inbound energy).
Practical and doable
To help understand each level, a long time ago, I put together three scenarios visualising what essentially takes place every time there's a shift in energy. The three scenarios explain each level more precisely. If you haven't heard them explained during a training session or read them I suggest you do so now, before reading the conclusion of this article.
What's the big deal? Well, my message and claim is simple: YOU CAN, it you want to, communicate in a much more exciting way than you're currently doing. It's possible to trigger enormous amounts of energy on three levels. First of all inside yourself. Secondly, in others. And third, and most of all, in unison by the use of power in your environment. And to what purpose? To get a much deeper commitment in yourself and others. If you're in selling, knowing about this is simply a must.
So how do we apply it? Here's how to put it into action. Always stay focused on three areas (one for each level respectively):
Position + Trust + Behavior = Message
Each of these is very concrete and measurable. We dive deeply into each of these areas in my book The 3 Energies Behind Sales Success, but if you'd like some other examples (and they're merely examples) of books written on each topic, you may consider the one's listed below. Note! These authors don't necessarily explain how to unleash the energies, but they tap into the do's and don'ts:
- Level 1: Position - Strategic Selling, Miller Heiman
- Level 2: Trust - The Speed of Trust, Stephen M.R. Covey
- Level 3: Behavior - SPIN® Selling, Neil Rackham
Conclusion
To trigger energy - the stuff that adds real power - and makes communication become really powerful, you'll have to work on answering the WHAT (position), WHO (trust) and HOW (behavior) questions. This is the secret to energy in your communication. There's no shortcut, but hard work. However, once the energy's there, it sure feels like a shortcut.
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.
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To help appreciate the power of The 3 Energies (Passion, Connection, Intuition) at this time we'll share with you three different scenarios.
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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.
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.
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...and that's just it!
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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?
In many ways, we're almost like a battery. What happens to a battery that is put to active use?
| Active use means regular charging and constant employ. This helps retain the capacity of the battery. Strangely enough, "saving" a battery by only sporadically charging and discharging it is equal to poor maintenance.
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No matter what we do, every single activity will either boost our energy or drain us. I once listed some examples of activities that either increase or decrease our energy levels. Here are the examples I listed - and I emphasize - they're only examples that are generally true:
| Energizers (balance) | Drainers (imbalance) |
| Getting exercise | Excessive TV and entertainment |
| Taking a power nap | Sleeping in |
| Listening attentively to someone | Talking too much |
| Giving a family member a back rub | Surfing the web with no purpose |
| Playing an instrument and/or sing | Working too hard and/or too long |
| Reading a good book | Staying up late |
| Go for a brisk walk | Overeating |
| Writing a blog post | Reading gossip and lies in a magazine |
Remember, it's not about rest or recreation per se. The key is to steer away from activities that have the appearance of "rest", but that produce results contrary to what we want: More energy, motivation and stamina!
In many ways, we're almost like a battery. What happens to a battery that is put to active use?
| Active use means regular charging and constant employ. This helps retain the capacity of the battery. Strangely enough, "saving" a battery by only sporadically charging and discharging it is equal to poor maintenance.
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No matter what we do, every single activity will either boost our energy or drain us. I once listed some examples of activities that either increase or decrease our energy levels. Here are the examples I listed - and I emphasize - they're only examples that are generally true:
| Energizers (balance) | Drainers (imbalance) |
| Getting exercise | Excessive TV and entertainment |
| Taking a power nap | Sleeping in |
| Listening attentively to someone | Talking too much |
| Giving a family member a back rub | Surfing the web with no purpose |
| Playing an instrument and/or sing | Working too hard and/or too long |
| Reading a good book | Staying up late |
| Go for a brisk walk | Overeating |
| Writing a blog post | Reading gossip and lies in a magazine |
Remember, it's not about rest or recreation per se. The key is to steer away from activities that have the appearance of "rest", but that produce results contrary to what we want: More energy, motivation and stamina!
In June this year we began organizing what is now known as a worldwide group of Elite Sales Professionals. Today we are more than 1.000 high performers and a powerful group of competent people. LinkedIn serves as the initial connection and meeting point, but it will soon be complimented by smart online solutions. These solutions will allow members three basic privileges:
- An evolutionary collaboration model for tipping-point results
- A network of quality people to visualize business opportunities
- An online framework to innovate new money generation activities
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The current group definition reads: "High performing sales people with experience in strategy and positioning, network and relations as well as pure skills and customer centric concepts such as innovation and product development. Trustworthy and competent professionals able to create value balancing people with business and money."
Once we've reached critical mass and the beta versions of the online solutions are in place, the Expert Panel behind this group will introduce a second round of qualification. This is when we'll experience the long planned "explosion" of the quality network we're only witnessing the small beginnings of today. Let me assure you; the Expert Panel is not without ambition with this worldwide undertaking! (And yes, the Expert Panel is yet to be formally introduced.)
We can control our subconscious mind to become more influential. Here's a brief blog post about how you can make the subconscious mind work for you. It can both influence you and then others without manipulation.
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Thoughts precede actionsI've long been a fan of James Allen's small book "As a Man Thinketh". The subject matter is that thoughts precede our actions - always. We are what we think. However, there is a deeper level. Thoughts, too, are merely the result of deeper choices we've already made. |
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Scientific background
Benjamin Libet's groundbreaking scientific research indicated that while we believe our actions are conscious decisions, the subconscious has already guided us in how we respond. This may seem to be in contradiction with Stephen Covey's maintaining there's a "gap between stimulus and response", meaning we can decide for ourselves and be proactive. How do these seemingly opposing views add up?
Sales people, in particular, have ample reason to pay special attention to how we apply the subconscious mind in this respect. If, for instance, we simply want the money and the sales bonus, but don't care much about the product or service we offer, then it will shine through. Our desires affect our thoughts, our thoughts affect our behavior - and this is the key point - our behavior is read by the subconscious mind of the customer (Their mind will read: "insincerity" and "you don't really care, as long as you get your bonus and money".)
The customer may think he or she makes conscious decisions about you and your offering, whereas what really takes place is the projecting of your deepest desires onto them.
Decide NOW what you want! You're already getting what you didn't know you already want.
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