Whether you're a father, a friend, a boss, teacher, coach or even a lowly servant by formal definition, you're always serving and you cannot effectively do so unless you win the hearts of the people you are trying to reach.
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During our life we fill many different roles. Regardless of which role, in every setting we deal with other people. In fact, a role is exactly about just that: "Who am I in relation to you"? (See also Wikipedia to further explore the meaning of a "role".)
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You've heard it before... the old adage "I don't care how much you know until I know how much you care" sums it up. And even though it's that basic, even though it's common sense, unfortunately it's not common practise. Too many of us are consumed by our own agenda. This time, decide to make that basic change. Don't just read this. Make it happen!
Passion
Well, here's a challenge you will appreciate, and I will turn it into a conditional promise: You cannot win another's heart until your own heart is right. And a heart that is right is open to the vibes of another.
Connection
And what does this mean in practical daily living? Next time you're with another person bring yourself to really look that person in the eye. Then ask yourself, what does this person really want? If you feel uncertain you may even want to ask them.
Intuition
Thoughts will come to your mind - ideas will flow. Then, it's time to act, to reap the fruits of inspiration: Do whatever it takes to give it to them. And remember, the higher the cost and personal sacrifice it requires, the better it feels - for both of you.
And it's not just smart. It's life!
Today I'll share with you what seems to become the introduction to 3E:
Every single one of us has capacities beyond what we are aware of. Even talent and power beyond our wildest dreams. We are living receivers, bearers and channels of enormous amounts of energy. Do you believe that’s relevant to individual and team performance? Is it relevant to quality of life? It certainly is. Energy makes all the difference.
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Sometimes we are placed in situations or circumstances in which we may get a glimpse of this energy. But most of our lives we hardly draw on any of those unique powers. I say hardly, but that's not entirely true. We actually make use of them all the time, but only in minor proportions to the amount of 0,1 % or much less. Yet, sometimes in brief moments we might experience pure magic.
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Maybe the most obvious moments are when we're under extreme pressure or have to fight for our life caused by sudden danger. It is well documented that almost everything we do can in fact be multiplied by a factor of hundreds, thousands or even hundreds of thousands when we must or when motivation is focused and channeled in the same and right direction.
This book is about that power which is built into our very system as human beings. It is about what some would refer to as "being in the zone". It is about how both we ourselves and the world around us instantly can change to dramatically perform at levels we normally perceive to be impossible.
I don't expect every reader to understand what I'm going to share, but I do know - from experience - that if you want to understand I can show you on a practical level what is required to seriously increase the frequency of what people perceive as coincidence. To some, success may seem like coincidence, but when you look behind what happened you’ll always find that special ingredient - energy.
Do you want to know what's missing when things don't quite work out as you'd like it to? There's probably a number of important issues, but in my experience, energy is always among them. And believe me, it sure doesn't hurt to have a little more of it.
"Time is money"! Says who? If it's just money, then time sure isn't worth much, is it!? That kind of thinking, such a poor paradigm, will not produce the results you have it inside you to deliver.
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Time is not only money. Time is the stuff that allows you to make a difference.
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The first principle of influence or selling is POSITION. I often summarize the principle of position with two words: "It's Thursday!" What's position..? It's Thursday! If you haven't heard me explain it during training, here's it is.
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Your position in any sale is where it all starts, pluss it's what affects everything else. Think of it as a question to a customer about what he or she thinks of you and your offer. If you skip all the beating around the bush, every customer always has a very clear opinion of both you as a person and your offer, at any given time. You better believe it. You may not get it out of them, but they have one. Their perception of you and your offer, that's your position with them. If you hypnotized them they'd give it to you, loud and clear. | |||||||||
To illustrate. If someone were to ask me what day it is, I'd be able to respond promptly: "It's Thursday". No discussion. End of story. It's finite. Accepted. Taken for granted.
Is it a fact, though? Sure, it's a fact; it's Thursday. A relative fact, maybe..? What?! Well, what if the majority of the world's populace just decided to make it Friday? Hypothetically speaking, it's possible... But highly unlikely, don't you think? That's how position works, how position appears. It easily seems as though nothing can be done about it.
Position is the first principle of sales success. Position is perception of relative facts. "It's Thursday" is a relative fact. OK, it's an extreme example, but it's still relative. The principle of position as perception of relative facts teaches us a load of things. Maybe the first most obvious lesson is this:
(1) Your position will either work for or against you
So many times I do training and dig into specific business cases with sales people. Every time a sales team starts discussing real customer cases there's a number of recognizable characteristics in individuals that come to the surface. They reveal the differences between high and OK performers specifically related to the principle of position:
You can see how one quality leads to the other, as these traits are listed almost in successive order. A second lesson that follows the first is:
(2) Change the position itself or you adapt to it
"It's Thursday" as an example of POSITION also illustrates how positions in fact regularly change, we just need to be there when it happens. Either you change the position itself or you adapt to it. If you were to ask me again tomorrow, I'd say "it's Friday". Of course, you say. Well then, why don't you stay at it until you win that way. Almost always, I repeat, almost always, there are ways to change or improve your position, i.e. the way the customer perceives the facts about you and your offer. Typical positions we can influence are:
- a bad or malfunctioning product
- a poor brand or reputation
- a market in recession or tight budgets
- incompetent management, mine or yours
- a failed relationship with a customer or vendor
These are just examples. Now, today, consider your most important sale, right now. Ask yourself what your position is. If you're not sure you're in a better position than your competition (and competition is not just other companies, but every factor that competes with you getting the contract) then look closely at what can be done. You'll find there's always something.
I'm telling you, you can decide to be a high performer if you're willing to do what it takes to improve your position. You do this by either "working around the fact that it's Thursday or changing the relative fact that it's Thursday". Either way you can win!
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.
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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Management and their sales people measure success mostly in monetary value. Of course, this is the main driver behind corporate sales activity. However, getting the money alone is a misplaced focus and will inevitably represent long term failure if you don't keep in mind the other five measurements of sales success.
Keeping track of results is everything!
Why don't we say it again. Keeping track of progress and results is everything! Whatever we measure receives attention. So what are we to measure and keep track of?
Personally I'm a fan of several programs, among others The 4 Disciplines of Execution by Franklin Covey. It introduces you to how we facilitate execution in individuals and teams. However, in generic terms, what is it we seek to accomplish?
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There are many ways to measure success, but we've found the most effective perspectives to be individual and organizational. That's both to keep it simple and focused on daily and weekly measurables.
Individual success
The perspective of individual progress is based on The 3 Energies (3E) Passion, Connection and Intuition. Looking at each individual they become:
- Personal insight (mission statement and goals)
- Improved balance (planning and personal considerations)
- Sharpened skills (empirical data based on observation and recordings)
Organizational success
The perspective of organizational or team progress is also based on The 3 Energies (3E) Passion, Connection and Intuition. Considering results from an organizational view they become:
- A better position and reputation (Key Performance Indicators - KPI's)
- An improved relationship with key people (CRM and personal considerations)
- Sales numbers (budget compared to actual numbers)
Measuring results is crucial, but measuring poorly or ad-hoc tends to demotivate individuals and teams. It can in fact hurt more than do good. The first steps of sales success is deciding WHAT to measure, WHO to measure, HOW to measure and then stick to it.
Without moderation, I believe Marit Breivik may well be among the best coaches in the world. Her management has brought about outstanding results. She's widely known for creating a phenomenal team spirit. What are some of the distinctive principles behind her success?
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I was asked to speak at the same conference as Marit Breivik last week and had the opportunity to ask her a few questions about her tremendous success.
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One of the key factors she points out is the importance of supporting each player individually, making sure to highlight key strengths that fit into the whole. Teamwork is not only about bringing each player to flawless expertise, neither is it possible to create synergy by itself --unless-- each player and the entire team knows WHY and WHAT they are about.
Humble and teachable
I also appreciate Marit Breivik's humble approach. During her career she has stressed the importance of taking counsel from others and making sure the entire culture is one of constant learning. There are few world champions, but as a team we can create complimentary strengths that collectively come close to world class performance and passion. Being the best takes daily effort, and staying ahead of the game demands ongoing and intense attention.
Helping to ask WHY is key --ultimately the only way-- to seriously motivating people. When we help people ask WHY-questions they will inevitably be inspired to self driven action. But asking WHY can also hurt, in fact, if we're not careful WHY may be counterproductive and do a lot of damage.
| The natural tendency for any parent, spouse, manager, colleague or coach is to ask WHY when something goes wrong. The "WHY did you...? approach" can be counterproductive when coming from another person in retrospect. WHY seldom rectifies the wrong when filled with blame and guilt. We drive the other person into a defensive mode. Just think about it... When we make a mistake, most of the time it's hard to explain WHY we made a bad choice, and it certainly isn't fun to elaborate on stupid mistakes.
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I see people doing this all the time. Let's be clear. It doesn't work.
Lesson # 1: How we tend to fail
When someone is to blame we tend to "ask WHY and tell WHAT".
Lesson # 2: How we can succeed
To inspire others to change we should "ask WHAT and discuss WHY".
By making a fairly simple switch from the ineffective "asking WHY and telling WHAT" to the effective "asking WHAT and discussing WHY" we make a meaningful difference in the lives of others. We get rid of blaming and fighting. Instead we introduce fruitful discussion. Just try it out. You'll quickly discover the positive effect it has!
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Asking WHAT means we establish objectively the things that went wrong. Once we've agreed what went wrong, then discussing WHY will be an opportunity to appreciate new and mutual learning. Suddenly asking WHY becomes positive and has meaning. It becomes a solution to problems to prevent them from happening again. It points the way to a brighter future and instills hope - it makes passion grow - makes mission become clear. WHY is the beginning of everything! | |||||||||
Few sales people are aware of the sales pulse and how it is the ultimate tool to measure whether you're headed for failure or success. Just like physical health, pulse indicates if you are leading a balanced effort in sales. Sales success doesn't come by chance. Consistent sales success largely depends on how you measure your sales pulse and whether or not you apply your findings to develop Passion, Connection and Intuition.
To explain the consept of "sales pulse" I usually share an eye opening experience of when I acquired a rather sophisticated pulse watch to keep track of my regular exercise. This watch helps me monitor my heart rate. If applied the right way, it also encourages me to balance the workout, specifically with the heart rate in mind. To make effective use of the watch it requires some basic information input, such as age, weight, resting heart rate (RHR) and maximum heart rate (MHR). This is to adapt all feedback to my actual physical state and condition.
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Before I start the timer it encourages me to select a so-called "heart rate training zone". My choice, of course, depends on the objectives of the workout.
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Slow down to increase performance
A balanced effort is not about going slower. It's quite the opposite. A balanced effort is going as fast as possible, but keeping the long term perspective in mind. We want high performance, always, not just haphazardly off and on. Just like me, replacing "too intense training" with slower running for an extended period of time, balance provided me the necessary oxygen I needed to gain a greater appreciation for aerobic exercise. In addition, slowing down improved my balance helping me perform better also in the Anaerobic Zone. In sum, it made me run a lot faster, but also, and this is the point, over longer distances I spent less strength to finish the race faster.
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In much the same way as no--body-- is able to run at maximum speed all the time physically, so it is with mental and social performance and capacity. To deliver both short term and long term results we need to vary our speed as circumstance requires - at different time intervals. Even though occasional sprinting is needed, most of the time a steady pace is what gets you the results you're aiming for.
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The sales equivalent of the physical heart, body and mind lies in Passion, Connection and Intuition.
The sales pulse
Just like it takes extra effort to keep track of your physical pulse (you have to measure it), so it is with the sales pulse. There are ways to measure your sales pulse to determine your current condition and what's needed to increase your capacity. Let me illustrate with an experience I had when I was brand new in sales:
I was a telesales rep in Oracle. Our team did extremely well and we sold licenses for millions of dollars. However, in spite of all the success we had, one of my colleagues clearly stood out. This made no sense to me. I would look at the call stats and find that his time on the phone was way below that of the others, especially mine. I was always leading the way when it came to putting in hard hours of work. It didn't seem fair to me that he should sell twice as much as me with "half the time and effort".
Having gone through this painful realization for several months, I finally decided to humbly ask him why this was the case: "Why are you selling so much more than me, putting in so few hours?" His advice, which I won't elaborate on at this time, caused me serious reflection. I realized that his pace was slow, that whatever he did was well thought through and that his focus was on quality, rather than quantity. This WHY question triggered an amazing chain of events which led me to asking WHAT questions, WHO questions and HOW. The results were staggering.
Why? I resolved to make deep and profound changes because someone helped me measure my sales pulse and pointed me in a better direction. Believe it or not, this type of fine tuning is constantly needed, regardless of how successful you are. Any good athlete keeps track of the condition of his or her heart.
How to measure the sales pulse
Slowing down represents the ability to pause and ask effective questions to increase self reflection about basic belief systems.
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The sales pulse is mainly measured by asking WHY and WHAT questions. Action oriented corrections are usually made by asking WHO and HOW questions. (And in case you're wondering, WHEN is part of HOW.)
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If you want to know more about the subject, you may want to read The key to motivation as well as other related articles.
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