Minimizing Energy In Inductive Selling
By: Bob Picha
Imagine this… you are wearing a
pair of magical glasses which allow you to see a person’s energy
profile.It is easy to imagine glasses that can see the heat (energy)
given off by another body. Well, the magic glasses would actually
show the person’s energy profile… how energy is flowing through
If you are a Top Sales Professional
(TSP) wearing the magic glasses and looking in a mirror, you would be
amazed at what you could see. You would see four energy streams
flowing through your body. You would see one stream of high energy
caused by your direct aggressive action to get results. You would
see another high energy stream caused by actively pursuing
affiliation with others for the purpose of influencing them. You
would see a third high energy stream of impatience and anxiousness.
You would see a high energy stream striving for freedom from
These active energies combined are easily sensed by a prospect,
even without the magic glasses. These energies drive a person’s
behavior and are expressed verbally and/or non-verbally.
You cannot… not communicate these energies!
You cannot… not have an impact on another person with these
When these energies are released on contact with another
person, they can overwhelm them. This can destroy the bridge of
communication you want to establish. This is called the “Whoa”
Traditional transaction selling has utilized higher energy
levels in direct and influencing approaches. These energy levels are
natural to top sales performers. A top sales pro can become a True
Sales Professional by realigning their natural energies in the
contact and engagement phases with prospects.
Selling, by nature, involves contact and engagement. Inductive
Selling requires new approaches for contact and engagement. Both of
these changes can help build bridges of communication and develop
trust with prospects.
All sales pros have control of their contact energy by
adapting. They have less control over their spontaneous energy, but
need to be aware of their spontaneous energy profile. In an Inductive
Selling mode, Top Sales Professionals lower their contact energy to
successfully engage the prospect and lower the “Whoa” factor.
Most change requires energy… this one requires using less energy to accomplish more results.