Money is Energy.
Sales is the creation of results through directed energy.
Every euro you spend is a piece of your energy.
The moment money is spent – expectations appear. And that is natural.
“Because money is nothing more than condensed human energy.”
• You invested time.
• You invested knowledge.
• You invested effort.
Naturally, you expect something in return.
But here is the real question:
Do we really know how to invest your energy?
The same rule applies in sales.
A customer does not call you randomly. They call you because they expect something.
Most entrepreneurs want the same things:
• stable business
• good customers
• predictable sales
• the feeling that work produces real results
Salespeople want confidence.
Customers want clarity.
Simple.
But reality often looks different.
Many salespeople talk about products and strategies.
“Very few know how to create the energy that leads to a decision.”
So what do we see?
• Many conversations.
• Many presentations.
• Many activities.
…but very few closed deals.
And then we hear the usual explanations:
• The market is difficult.
• The prices are too high.
• Customers don’t have money.
But that is rarely the real reason.
The real issue is something else.
Lack of havingness.
“If a salesperson cannot create space, understanding and energy in the conversation, the product immediately loses its value.”
Customers feel it instantly:
· uncertainty
· Pressure
· doubt
And they step back.
The solution is not another script.
“The solution is to understand how sales energy is created.”
This is where the model comes in:
BE • DO • HAVE
• First you BE.
• Then you DO.
• Only then you HAVE.
In sales it means:
BE – understand the value
DO – communicate and create space
HAVE – the result is the sale
Customers do not buy because they are convinced.
“They buy because the decision makes sense to them.”
And this is the difference between:
· a salesperson, and
· a creator of sales energy.
So, the real question for every entrepreneur is:
Does my sales team just talk about products?
or
Do they know how to create havingness in the customer?
Sales are not coincidence.
Sales is the alignment of:
· company
· sales teams
· customers
And when that alignment exists, results follow.
Dragan Šibanc
Sales & HR Strategist
BE • DO • HAVE
