With an entrepreneurial mind, the tendency can be to aim to find patterns between cause and effect, practice and skills, behaviour and result.

So it goes without saying, that as business owners we are often highly interested in the common traits between the most successful business owners the world is currently producing.

Where do the most successful business owners focus their time and energy in order to achieve their results? How do they educate themselves? What do the top earners do in order to achieve the results that continue to cause us to turn our heads.

Fortunately, the answer can be found in asking one of the men who has made their living through working face-to-face with these types of business owners day in, day out.

Dan Kennedy – one of the world’s most successful marketers, sales professionals, copywriters and business mentors the world has ever had the pleasure of learning from – was asked what he believed one of the most common behavioural traits were between all of the most successful business owners he had worked with.

After it being well established that Dan had worked with thousands of business owners, generating multi-millions in revenue growth over his career in mentoring, he delivered his answer in the classic ‘matter-of-fact’, straightforward manner that Dan is so well known for:

One of the most common traits between the most successful business owners is that they have made their money early on in their career through one thing more than anything else:


When assessing the pattern of results in the majority of business owners Dan had worked with, he explained that university degrees, MBA’s, traineeships and apprenticeships were all fine to help people create a good job for the business owners themselves, but the business owners whom had created sustainable business that continued to grow beyond themselves, those business owners had all made their way through the ranks via selling in a way that helped them learn the psychology of what makes people buy one thing over another.

Dan made it clear:

Those that know how to sell in a way that results in a win-win for both themselves and the buyer have an extremely unfair advantage when it comes to growing a successful business.

And it isn’t just because they can make the sales when they are there to be made, it’s because they understand that successful business is all about know the psychology of their buyers, and ultimately how they make a buying decision.

They know what leads a human to say ‘YES’ both in the moment as an individual and collectively as a species at large, and they implement the strategies that are simply going to produce more of that.

So what des that mean for us as business owners moving forward?

Simple: Learning how to sell – along with the psychology that composes it as a skill – again rises to the top as the undeniable skill we must learn if we are to grow the most successful business we can.

The more we know what causes our buyers to buy, the more we can help them to buy, and that is something that will never change.

Darcy J Smyth is the lead trainer and creator of the Tonal Persuasion Method for Sales – a methodology designed to ensure you are closing sales without the dreaded ‘Hard Sell’ that turns so many buyers away in the modern business landscape.

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