The count-down has begun. On Thursday the 30th of Sep at 18.00 GMT+1 at Klosterøya in Skien you can sign up to attend what I believe will be the most exciting 45 min training session you've ever experienced + get a signed copy of the 3E book. If you'd like to participate online, this too is possible.

"The 3 Energies Behind Sales Success" has the following message on the back of its cover:

								Success a Bi-product of Excellence In one form or another we all want something in life. That something or someone is how we tend to define success. However, success or what we get is only a bi-product of excellence. In other words, whenever we succeed it was because we reached an excellent or superior position in relation to what we want. Something happened that attracted the desired outcome, and that something is excellence. Therefore, what we really want is excellence; a state of mind or condition that naturally turns every surrounding force or person into an ally. Excellence on Three Levels The essence of excellence is effective communication on three levels. These three levels or energies dramatically affects your influence. We can influence people and circumstances, but it is by how we change ourselves that our capacity to influence increases. This will help you become a better spouse, father, mother, friend and neighbor. In short, 3E will not only enhance your sales talent, but also make you a better leader.
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Networking has taken on a new dimension the past few years. That's why it's time to ask a couple of serious questions. WHY should you nurture and build the people in your network? WHAT is important to the people in your network? WHO is important to you? HOW can you tell whether or not a person in your network is worth your trust and effort?

Only five years ago it was a lot easier to spot a true networker. These days, everybody is somehow into it. With the exploding social media everyone is connecting with friends, family and business associates. This however, does not mean that we're all networking networkers. Far from it!

A "networker" is someone who is genuinely interested in building value for the people he or she interacts with. The most basic trait of a skilled networker is someone that completely abdicates self interest by constantly asking: "What can I do for this particular individual - right now". A networker thrives simply by giving, offering excellent service without pay and can keep going without expecting anything in return - ever. That does not mean a networker is not paid. All research indicates quite the opposite. However, if that someone - while seemingly giving - secretely harbors an objective or hidden agenda of getting more than giving, then that sought after reward will remain missing. There is something magical about true, sincere and honest intent!

Before Facebook, LinkedIn and all other networking solutions I kept my network of contacts in a spreadsheet with thousands of key people. For obvious reasons I no longer maintain contact information and current status updates manually like this. (And if you do, you're wasting time. Today's paradigm has moved towards "everyone updates their own information".)

WHY

So, why network? There are many reasons. The most obvious one is "because networking is a lifestyle, and it's the right thing to do". Right thing? Yes, people who care will find people who care. People who don't care will soon find themselves alone. To me that sounds like an irrefutable law to prove its validity and eternal principle. But there's another reason why sincere networking is so powerful: "Because it's smart". With a big network, you'll find that almost any task becomes much easier. There's always someone who knows someone that has what you need.

WHAT

The tricky part in networking is what. The reason being, offering people what they need is being flexible to take a time-out and help people as the need arises. That, as you know, is hard, simply because everybody has a hectic schedule. In my experience, the people who want to help are better at this than those who do, but don't want to. "Intent counts more than technique (Quote: Mahan Khalsa)."

Even more important, I'd say, is looking for opportunities. A good networker will respond to needs, reactively. On the other hand, an excellent networker proactively seeks to create opportunities to create value for others. He or she asks effective questions to uncover needs, connects people that overlap in purpose and effort, and maybe above all - follows up to make sure it went well. So many people create value, but when left without follow up, they miss reciprocity, which almost always appears in some form or another when you're seeking to finish what you started.

WHO

Who's important? That's easy. Everyone is. I'm serious! When interacting with humans you simply don't separate between important and unimportant. You may have a pressing need to speak with someone, but that doesn't make that single person more important or noteworthy than anyone else.

I often encounter people who obviously are too much occupied with title, rank and/or position. Over the years I've learned an important lesson. Hear it from me: First of all, people are of equal value and if you don't really believe it, you'll act accordingly and sooner or later it'll catch up with you. Secondly, but that's only nice to remember, you never know who's who in a few years from now. One quick example:

I once spent several hours helping a young man who was working for a small insignificant company. They had no budget and nothing to offer, it seemed. Because I was responsible for our companies' policies and because I did care, he received all the help he needed. One year later he contacted me again, this time as the CTO of a major corporation. As a result of my previous investment in time and effort we now partnered up and did BIG business.

HOW

How do we know if someone is worth our trust and effort? First, like I said, everyone's worth an effort. What about trust? Do you really want to know who you can trust? The answer is obvious. Whoever does and lives by the above mentioned characteristics:

• People who care because they care - without any thought of reward (WHY)
• People who offer to help when it's not convenient (WHAT)
• People who treat all people alike (WHO)

Be a networker, but make sure to rise above the crowd. It used to be like that. It still is!

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Of all self defeating behaviors, the worst stain must be the illusion of change - the fact that most of us remain in old and ingrown patterns and either don't know it or don't believe we do. Real change is slow, rarely found and a tough, honest and soul searching process when it occurs.

					Many years ago I studied the work of Robert E. Hardy on Self Defeating Behaviors (SDBs). Simply put, we tend to establish and maintain patterns, even those patterns that are self destructive. To begin with, that particular pattern or behavior served to help or protect us (which is why we established it), but when circumstances change and people mature, and because our approach is not principle based, it now hurts us, bars our way and keeps us from reaching new goals and higher levels of achievement. In other words, we hang on to patterns of behavior even though they don't treat us well.

Here's the bad news: We're all deeply entrenched in many self defeating behaviors. Most of them are hard to recognize. Many of them are difficult to admit to. Some are obvious and we hate to face them for what they really are. The good news is: We can eliminate SDBs, if we're willing to face them and deal with them.

Can you think of a self defeating behavior you're suffering from? How would you like to get rid of it?

						Well, there certainly is no quick and easy answer to such a big and important question. However, for the sake of briefly introducing you to what matters most and how you can make it happen for real, here's what you should be looking into: Change begins and lives with PASSION. Nothing else will last. You will succeed only together with others. Establish a CONNECTION with the right people. The most important answers are found inside yourself, so search your INTUITION.

These three; Passion, Connection and Intuition represent a proven process for change, improvement and greater influence in the lives of the people around us, just to name a few benefits. You want this. You may not know it yet. However, sooner or later you'll find that success in any area inevitably will bring you to visit each of these three areas. Why not apply simple wisdom and humility by learning more, right now?

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"If you tell me WHAT to do, I may do it for you. If you help me understand WHY I should do it, I'll want to do it and get it done, much better". The WHY makes all the difference. Why then, if WHY is so important, do leaders tend to forget its importance?

Every time I do training, coaching or any kind of work to improve a company's performance I see the same crucial principle at work: Unless individuals see and understand the WHY, no lasting improvement ever takes place. However, when WHY is clear, dramatic change can occur, sometimes even instantly and without resistance. WHY seems to be the redeeming element of effective training - the ultimate source of motivation.

A repeated flaw in leadership is forgetting to focus on individual perspective. When leaders try to make a significant difference, they mostly make their appeal to the masses. Thus, they forget that lasting change of habits and patterns is highly personal. We don't change groups of people as much as we change individual behavior. Help one person see the picture and you're well on your way to actually improve an entire organization.

I witness both types of leaders every day and it's fairly easy to spot the difference between them. When leaders are personal and stick to individual follow up they are able to move large corporations. When they don't, they fail and fail miserably. Stay personal. Work one-on-one as well as with the larger group. Inspire change in that one individual. When you win the heart of the one, it gradually opens the door to everyone else.

Make a Big Difference So if you want to make a big difference, at least three energies are indispensable to getting results. Each energy has a principle attached that guides our efforts in becoming a change agent among people:

(1) Ask WHY / WHAT

Action: Ignite Passion by going one-on-one => inner conviction.

Passion is the energy that makes a person unstoppable. It lights up when WHY and WHAT becomes clear. Ask yourself the simple but tough questions: "Why am I doing what I do?" and "What am I about?"

(2) Ask WHO

Action: Make the Connection by executing plans together => shared conviction.

Connection is the energy that bonds us and causes us to succeed together. It brings a spark to every meaningful relationship when it becomes clear WHO matters most to us. Ask yourself the simple but tough questions: "Who is most important to me?" or "Who will give their all to the same mission as I have?".

(3) Ask HOW

Action: Stimulate Intuition by allowing individual freedom => discovered conviction.

Intuition is the energy that brings out the best in us. It shows the way in much the same way as our conscience. Individual answers will come to each of us as we deeply ask ourselves "How should I do this?" or "How can I best apply my talents and my style to solve these challenges?".

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Regardless of what project you're in and no matter what your purpose or task might be, sooner or later we always end up asking ourselves: "Things are not going too well... what can I do to improve?"

I believe there are at least three basic questions we can always come back to and greatly benefit from. In my experience, every time I explore these three areas I reach new levels of understanding and conviction.

Get past that first hurdle yourself!								1) Am I passionate? What is my purpose? Do I believe in my own "mission"? Am I driven by pure desire? If I'm not, then what can I do or even adjust to reach such emotions? No passion, no change!
It takes two to tango!								2) Do I connect with others? Who among all are my key contacts and what's important to them? Does the way I interact with the people around me trigger their passion? What will it take to turn the lights on in my peers? No connection, no results!
What does your inner compass tell you?								3) What does my intuition tell me? What is the one and single most important action I could take today that would make an immediate and/or long term difference? What does my heart tell me? How can I apply my talents and my abilities to have a spreading effect? If I were to just be my best self, how would I go about making a serious difference? No intuition, no value creation!

So what?

Passion, Connection and Intuition each lead to three distinct levels of conviction. Passion leads to inner conviction. Connection leads to shared conviction and Intuition leads to discovered conviction. Here are three suggestions to how this can be applied - right now - today:

1. Increase passion by thinking
   • read inspiring literature - discover WHAT
   • then... take time to reflect and explore
   • then... take notes
   • then... make commitments and execute
2. Strengthen connection by interacting
   • spend time with inspiring people - discover WHO
   • then... take time to listen
   • then... take notes
   • then... make commitments and execute
3. Follow intuition by leaving your comfort zone
   • seek inspiring challenges and environments - discover HOW
   • then... look for opportunities
   • then... be flexible and accept the speed of the moment

And the best thing is, pick whichever area you'd like to start with. There is, however, a principle based order to these energies, as you've probably noticed: 1) ignite yourself, 2) ignite others and 3) ignite your surroundings. Try to cheat the order of this and you'll find you're up against a headwind. If you apply yourself to the process, you'll see, wind will start blowing your way.

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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.

			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".) On a daily basis, during training and coaching, I find that people are dealing with deep frustrations in the different roles they have. Why? Because they are trying to influence others without first having won their hearts.

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!

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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.

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. You have experienced these special moments yourself. Maybe you weren't aware of it, but all people have. It may happen in your head, in your body, together with other people or even somehow come from the outside.

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.

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"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.

					Time is not only money. Time is the stuff that allows you to make a difference. You will never ignite PASSION, seldom make a CONNECTION and rarely experience INTUITION unless you devote yourself to a higher purpose than what the moment calls for. Discover that purpose. Answer the WHY!

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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.

To help appreciate the power of The 3 Energies (Passion, Connection, Intuition) at this time we'll share with you three different scenarios. Feedback from 3E participants seems to suggest that these scenarios quite dramatically clarify the effect and breakthrough we can experience when 3E principles are applied correctly - i.e. in line with your own individual way and style:

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.

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

When we consider the tree illustration from last week it should be easy to see that successful selling consists of three major breakthroughs (read: paradigm shifts). Every seed breaks out: from underground to fresh air from sprouting to reaching for the sky from growing up to fruit-bearing

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.

Root Our 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.

Route Mission 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.

Fruit Strategy 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.

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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