3E Terminology
"The 3 Energies Behind Sales Success (3E)" is the 4th generation of selling.
Most students of 3E find that it helps to delve into terms and terminology right from the start. The following is a listing of phraseology frequently applied when training to master 3E and become certified. The content of this matrix is very precise and condensed for definition purposes.
Terms |
Definitions and Explanations |
| Energy | Emotional waves of information hard to explain but observed and expressed in human interaction, growing in sync as they are shared. Energy is the basis and medium of all communication. It's both information and the driver of information itself. Energy is constantly flowing and penetrates depending on the sensitivity of the receiver. It is the information carrier which the mind is open and susceptible to, either consciously or subconsciously. Energy ultimately needs a receiver and translator to be effective. |
| Sensitivity | The filter through which we understand and relate to others and the world around us causing feelings and emotions. A relative controlled response to stimulus, perceiving the original intent with which the message was given and not as it poorly appears or may have been distorted. Sensitivity is about being aware of energy. In particular "inbound energy". It's about being a receiver of signals - the screening through which we pick up and perceive energy and how it contains information. |
| 3E | 3E is an abbreviation for "The 3 Energies", being 1) Passion, 2) Connection and 3) Intuition. The book "The 3 Energies Behind Sales Success" is the basis for 3E as a subject matter. |
| Energation (Sales Success) | Energized communication. Emotional interaction that bind and connect two entities in such a way that they become as one. Perception takes place as one, ruling out misunderstanding as non-existent. Energation is most likely reached while interacting closely through Passion, Connection and Intuition (3E) reaching commitment beyond natural ability. Thus, energation is the ultimate leadership and sales principle, reducing the need for follow up through increase ownership and accountability. |
| Paradigms and paradigm shifts | The way we frame and understand the world around us. Reality is subjective, meaning it's psychological and uniquely perceived by individuals, not so much logical and "the same". Typically, scientists build theories based on paradigms. When paradigms change (the world is perceived differently caused by discovery i.e. a paradigm shift) old theories are either greatly enriched or falsified. See also Wikipedia for a more specific definition. |
| Selling Product Pleasure (SPP) | Highlighting the value of product or service and the seller's need to present the offering (e.g. PUSH). Driven by outbound signals (energy) and needs to be in balance with Selling Buying Pleasure (SBP). When SPP overpowers SBP negative energy immediately surfaces and dialog malfunctions. This is evidenced by a lack of sensitivity. |
| Selling Buying Pleasure (SBP) | Highlighting the value of the buying experience and the customer's need to be in control (e.g. PULL). Driven by inbound signals (sensitivity) and needs to be in balance with Selling Product Pleasure (SPP). When SBP overpowers SPP negative energy immediately surfaces and dialog malfunctions. This is evidenced by a lack of energy. |
| Operational dialog | Centers around and seeks to answer the most basic question WHAT (provided WHY has been established). Narrowly defined as all communication related to strategy and positioning. Leads to identity and purpose. Causes a paradigm shift called "The Life Scenario" (ability to save lives), leading to inner conviction. |
| Opinional dialog | Centers around and seeks to answer the most basic question WHO. Narrowly defined as all communication related to network and relations. Leads to a selfless and observant state of mind. Causes a paradigm shift called "The Family Scenario" (ability to establish family ties), leading to shared conviction. |
| Optimal dialog | Centers around and seeks to answer the most basic question HOW. Narrowly defined as all communication related to persuasion and innovation. Causes a paradigm shift called "The Ecosystem Scenario" (ability to blend with surrounding forces), leading to discovered conviction. |
| Passion | Not merely the link between person and mission, but even more so a powerful craving for unstoppable action. A direct result of action on the first level, the Operational dialog (see above). Symbolized by 'a heart'. |
| Connection | Not merely the link between needs and solutions, but even more so the union of people. A direct result of action on the second level, the Opinional dialog (see above). Symbolized by 'a battery'. |
| Intuition | Not merely the link between desire and need, but even more so... A direct result of action on the third level, the Optimal dialog (see above). Symbolized by 'a bolt of lightning'. |
| Born Buying Desire (BBD) | The first energy of Passion is felt by the other party. This is the first step of growing response in others. Response consists of a balance between energy (outbound signals) and sensitivity (inbound signals). How? At this stage the other person senses your Passion and you begin to understand their identity and purpose. Born Buying Desire (BBD) is triggered by the first energy, Passion. When balanced correctly BBD will lead to Subjective Linkage (SL - see below). |
| Subjective Linkage (SL) | The second energy of Connection is shared with the other party. This is the second step of growing response in others. Response consists of a balance between energy (outbound signals) and sensitivity (inbound signals). How? At this stage the other person begins to feel connected by how you're both becoming more selfless and observant. Subjective Linkage (SL) is triggered by the second energy, Connection. When balanced correctly SL will lead to Emotional Commitment (EC - see below). |
| Emotional Commitment (EC) | The third energy of Intuition is discovered together with the other party. This is the third step of growing response in others. Response consists of a balance betwwen energy (outbound signals) and sensitivity (inbound signals). At this stage you begin to think alike by tapping into shared intuition and become highly creative. Emotional Commitment (EC) is triggered by the third energy, Intuition. When balanced correctly EC will lead to energation (see above). |
| Principal of Clean Influence (PCI) | A person able to perfectly balance energy (outbound signals) and sensitivity (inbound signals) through three levels or dialogs. P - C - I - are also the letters of each of the 3 energies, respectively Passion (P), Connection (C) and Intuition (I). |
To learn more about these subjects a separate 3E YouTube Channel with explanatory media clips is found here.