If there is any field in which a constant cycle of never-ending learning, growth and education is required for success, its sales.

And because of that there is not shortage of available live training courses, ‘lead-magnet’ opt ins, books, YouTube videos and Instagram quote pictures available to extend our knowledge further and further on our path to sustainable sales success.

But with so much available out there, how do we know where to look for the highest-impact courses that will give us the exact solution we need?

How do we know who to trust? Who to ignore? What works and what doesn’t?

Because after all, we can end up spending a lot of time and money on these educational paths and if we can’t see a reasonable Return on Investment then its been both a waste of time for the teacher and the student.

Well the answer may not necessarily be in what we need to learn in order to close any loose sales that may have been slipping through the cracks.

In fact, sales and personal development trainings are often most effective when we focus on who we need to be in order to ensure those same sales are closed.

In other words – the most effective sales training you can invest in is the one that teaches you about one person: yourself.

Commitment to the never-ending journey of learning more about yourself is the most critical education you can invest in as a successful sales professional.

After that comes generalised knowledge of human nature as a whole, followed by specificities outlining various ‘personality and behavioural types’ in order of importance, but both are useless without the knowledge of oneself first to support it.

This is largely due to the fact that knowledge of yourself gives you an incredibly powerful value in the modern sales world:


Where knowledge of others gives you an idea about the chance of you have of knowing what someone else is thinking, knowledge of yourself takes it even further.

Knowledge of yourself gives you absolute certainty in what, why and how you are analysing a particular sales conversation in order to help you respond with relevance as opposed to react and hope for the best.

Knowledge of yourself assures that you’ll know when you’ve got it right.

Knowledge of yourself assures that you’ll know when you need to change something.

Knowledge of yourself assures you’ll know the best way in which you can help your buyer.

And then you can watch as your prospective client buys into the certainty you convey whilst you are with them – the very same certainty they wish they could convey within themselves.

So next time you’re wondering where to invest your time and money into the next upgrade for your sales ability, simply ask yourself:

What is going to help me understand more about myself in order to deliver more certainty to my buyer?

Then go for it.

Darcy J Smyth is the creator and lead trainer of the Tonal Persuasion Method for Sales – a methodology designed to help you close sales without having to revert back to the Hard Sell that turns so many away in the modern business landscape – and become a persuasion master instead.


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