Did you ever witness a passionate person in action? Passion tends to automatically reveal someone's true and unique personality. In fact, it's so powerful, we almost need not worry about differentiation at all if only we're passionate about what we do. Passion also brings out the best in us, sometimes "lubricating" weaknesses and shortcomings we may normally be suffering from.

Instead of only circling around "how we get passion", this time I'd like to also emphasize the need for balance in communication:

You see, passion is only the beginning! Not only is it but a fraction of success... passion alone may even be destructive if not balanced well. Just think about it: Passion is mainly geared towards "sending out energy". Balance is about also "receiving energy" or being susceptible to it. In short, both giving and receiving. Therefore, there are two more -- cardinal -- energies that make passion work as it should. The 3 Energies are Passion - Connection - Intuition!

The switch that triggers energy

Passion involves reflection: Did you ever make a private and personal discovery that had such a powerful effect on you that it became physically visible?

Connection involves interaction: Did you ever have a conversation with someone you really connected with? What happened to your level of excitement?

Intuition involves innovation: Did you ever have this "mysterious" experience of collaborating with others in such a way that it almost felt like revelation? How did this affect your feelings and dedication?

Why limit ourselves to only utilizing one of these energies when all three are constantly available AND more powerful when combined in one?!

These three combined are what exceptional communication is all about. If you'd like to learn more about them you can turn to a brief webcast about 3E or to the 3E glossary now available on our pages.

Why make success complicated? Although any success is clearly demanding and challenging in itself, our research reveals what it takes to be successful!   Success and the key to persuasive talent is found in 3 Energies:

In short, success is any individual "unstoppable in succeeding skillfully with others by applying Passion , Connection and Intuition". That's it! Everything else is an extension to further explain what success means and how it is achieved.

These 3 Energies are 3E. It's -- Passion, Connection and Intuition -- that makes the difference. They're capitalized because to us (and everyone) these 3 energies are what makes or breaks success - in every aspect of our lives; family, personal, work, society... as well as every dimension; physical, social / emotional, spiritual and mental. It's what makes everyone, but more specifically, a sales person complete in his profession.

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!

We've looked at "when a message has power" as well as "when training works". Suppose you've got them both in place. Now the question remains: How can we increase or maintain our power of influence?

Influence was never static. It's always fluctuating - up or down. If we're not taking action to increase our degree of influence, then it automatically decreases. Here's the fact: Most people give little thought to whether what they are doing increases or decreases their level of influence with others. Had they been trained in basic principles of influence, they would have experienced dramatic improvement in being able to reach and convince others.

A good example of such principles is found for instance in Dr Stephen R. Covey's instructions where among other things he talks about "The Emotional Bank Account". The principles are simple and above all practical and easy to apply on a day-to-day basis (listed here). Influence is action. It is doing! This is at the heart of the matter - we either add or subtract influential power - through every single action we take in relation to others. Action is where it's found. Good action increases influence. Poor action or no action decreases influence.

The 3 Energies behind every form of influence are Passion, Connection and Intuition. These three cover the entire spectrum of influence. Whereas Dr Covey's example only covers one of them with the concept of the Emotional Bank Account, all influence stems from these 3 Energies.

From a birds eye view and higher perspective influence is energy. Therefore, the more energy we pass on the greater the influence we will have. Being an energy carrier and energy transmitter makes all the difference. Energy and influence travels upward in a spiral staircase through three basic questions - so basic it's almost hard to grasp:

• What am I trying to achieve?

• Who can help me accomplish it?

• How will I stimulate them to pull the load with me?

These three - and in this order - WHAT, WHO and HOW and our ability to answer them are what decides our persuasive abilities.

1. WHAT relates to our identity. It reveals who we are and what we are about. For instance, research shows how every successful company on average takes seven years to answer this first question.
2. The question of WHO guides us in which people that matter most. Everyone is unique and has equal value, but when seeking to accomplish specific goals and objectives some people are worth spending more time and effort with than others.
3. Asking HOW confronts us with the need to become specific as well as accept that others may know more than we do.

The WHAT, WHO and HOW apply to every aspect of life; personal, organizational, family, politics etc. Only people who know WHAT can be truly effective in answering WHO. Only people who know WHO can be truly effective in answering HOW. Only people who know HOW revisit WHAT with real insight. Constantly working up the spiral in this way is the essence of influence. All else is a subspecies or lesser variety thereof.

The first energy, PASSION, comes from answering the first question of WHAT. The second energy, CONNECTION, comes from answering WHO. The third energy, INTUITION, is triggered by HOW. Energy and influence comes through interactive reflection on the most basic questions we can ask. This is why basic is and always will remain most powerful.

Summing up: Influence is hard work, but most of the influential powers we have are generated much earlier in the process than what people may think. When you call someone, speak with someone or write something 80% or more of the influence you have in the moment comes from preliminary effort - not what causes your current perspiration. Work today to influence tomorrow!

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.

Check out my previous post where I've included an illustration of what an emotional commitment is about and how it is reached. Today I want to point out what I believe should be the ultimate objective in EVERY sales call.

Our main goal is not to trigger an interest only, neither to only tie the customer's needs to the product or service - our goal is not even to connect with subjective needs. We can do more and we should do more than that. We need to reach the point of emotion that exceeds the mere fulfillment of a personal need, but also a personal emotional desire. We need to reach the feelings of others - to touch values - the emotional level. This is what triggers energy. Let me illustrate with an experience - this time not directly sales related, but which explains what I mean:

Some time ago management was discussing opening a new office in another continent - other side of the globe - far away. I challenged one of my colleagues to be responsible for opening this office and region. It involved a major change and a lot of work - no easy commitment. As we discussed some of the details of how we should proceed passion became the essence of the discussion. Once I felt we were on the same wavelength I took the conversation to the next level by seeking to establish a connection between personal objectives and the job at hand. Not really hard to do (you know the drill). When everything was pretty much in place, I began digging for emotions: "How do you feel about leaving your colleagues and be on your own like this..?" (A potential concern I sensed was there.) The dialog dramatically changed. The questions themselves were not magical, but the previous build up of the conversation made them powerful. We now began sharing personal stuff - heart aches, feelings, frustrations and over time new ideas. A few tears were shed on both sides and our commitment to actually do this and succeed tripled, and then some.

This is emotional commitment. In short: Every effort made in sales should aim to move closer to an emotional commitment. Mostly it takes time, but it's the most powerful kind of dialog. It doesn't need to involve crying, but everyone knows when feelings and the emotional level is reached. THIS is when we release maximum energy in both parties - you and me.

The ability to shed a tear in behalf of someone else is growing rare these days, but probably among the key characteristics of true greatness. The degree to which we maintain or increase our sensitivity is a deciding factor to real influence.

Every so often all of us encounter people who appear arrogant and somehow insensitive. Without exception we also find they have limited positive energy. Positive energy can only grow if we grow in our ability to feel for others. Please consider the illustration below. Influence comes with energy, but energy is irrevocably linked to the degree of sensitivity. If we're unable to sense the feelings of others, we'll never reach higher than the first level of energy. Unfortunately we find a lot of professionals able to excite others, but it very seldom goes beyond that point. Why? Because they are consumed with self.

If we want to reach other people we need to exert strength and attention beyond our own world of concern. In other words, we need to put ourselves in the shoes of others. The popular term for it is empathy, but empathy is limited by the word itself. In the diagram we can see how empathy ("others") is but half way. If we want to reach energation and really strong commitment in others we need to move beyond empathy and become one with the shared reality around us - "external perception". This is when we tune in to outside impressions that allows us to become emotionally involved and mutually affected.

What do we do if the other person has feelings and has gone through hardships beyond what we ourselves have experienced? Is it possible to understand and empathize, when this is the case? The answer is "YES". If we do what is required to reach higher energy levels, we'll also be able to understand pain we didn't suffer ourselves. It's true! and it makes life richer to live. However, most of us are unwilling to do so because it causes us to share the distress of others. It hurts.

So what does this have to do with selling? Everything! Most sales people make their sales on the first level (see diagram). They'll get commitments and sign contracts based on passionate behavior, but the sale doesn't mean anything to them more than getting their paycheck and bonus. Just take one minute - think through all the contracts you signed with clients. Which ones do you remember? Which of them leaves you with positive feelings? If there are any, it will be those where you engaged yourself on the personal side and received reciprocally - the same feelings were exchanged. You built a relationship. You reached stronger commitments and harnessed greater value.

When we consider the balance between energy and sensitivity a lot of questions are answered and the sale becomes easier and more enjoyable. We practice SBP = SPP ;-)

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