Non-surprisingly, I spend a lot of time around professional sales people and solo business owners as the word of the Tonal Persuasion Method for Sales spreads to new and exciting industries and businesses.

And there’s typically one theme that tends to run true throughout all these driven, motivated results makers:

“I never thought I’d find myself in sales… but now I love it!”

It seems that many people have a view of sales that is significantly different before they get into the field, than when they are achieving within it.

Its likely that this is largely due to the perception they have of sales that has been passed on through generations past – ideas and beliefs around sales that existed 20 years ago but have little standing in the modern business landscape

The world of buyers has moved on, but the perception of sales hasn’t.

The modern professional salesperson finds themselves in an environment where they are teaching their buyers how to make a great decision, as opposed to pitching an idea or offer.

They are more accustomed to asking highly effective questions – a product of careful listening – than they are aiming to say the right things in the right order and hope something sticks.

The best sales results belong now to the one who genuinely cares the most about their prospective buyer, as opposed to who can plain and simply get the most numbers through the door.

This is why so many people new to sales find themselves enjoying the very field they never believed they would enter.

They discover that the field they thought was all about ‘just making money’ is actually about helping people in an empowering and thought-provoking way.

The area of business they thought was all about cash flow, they discover was actually all about people.

The job they thought would be so limiting, they discover has endless opportunities and applications.

It is largely indicative of a buyer’s world that now understands that the power lies in their hands as the consumer more than ever before.

With the powers of the internet, social media, and self-driven research the buyer now gets to make their own decisions where it used to be the salesperson’s role.

It is because of this that buyers are now more looking toward the salesperson they resonate with over and above anyone else, as opposed to the one that can just get them the best deal.

The ‘Hard Sell’ has well and truly left the building in the modern business environment.

So whether you’re new to sales or you’re a seasoned veteran, it is essential more now than ever that you make your sales career all about one person: them.

That’s how you empower your buyers.

That’s how you truly contribute to the people around you.

That’s how you win.

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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