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