lamp-2521654_960_720

If It Can’t Be Sold with Simplicity, It Can’t be Sold at All

As business owners, we like to consider ourselves as specialists, experts, or at the very least knowledgeable in our field of choice.

And admittedly (no hiding now…), we pride ourselves on any level of intelligence we have in that arena. Who could blame us? It feels great to feel smart, doesn’t it?

From the youngest of ages we are also encouraged to ‘be smart’. We quickly learn in life that an A+ is more impressive than a C- and go about achieving grades and ticking boxes accordingly.

But if closing an even higher rate of sales is your aim in 2018, then an uncomfortable discussion may need to be had here:

Because when it comes to ‘being smart’ in the modern education system, we are taught how to get good grades so we can get into university and get a good job.

We aren’t however taught how to ‘sell’. It’s simply not the purpose of modern education, despite selling being the number 1 driver of the economic system we enter. Go figure.

So if growing your business is critical for you in 2018, please understand: As much as we may think that ‘sounding smart’ is what our buyer will be impressed by, the reality is if we tend to this aim we can often leave them feeling confused, overwhelmed and uncertain.

We can prioritise being seen as smart over solving problems for our buyer and we can prioritise our own need to feel worthy over showing our buyer it’s their thinking that actually matters most.

Remember: our buyers want to feel at home when making a buying decision with us. They don’t necessarily appreciate industry jargon, complicated terms or intricate details that require a dictionary to understand.

Rather, they actually much prefer examples, stories and metaphors. They are the quickest shortcut to linking information between what they already know and what you – as the educator – want them to understand with ease.

If we can’t explain something simply, then we really can’t explain it at all. True intelligence, therefore, actually lies not in our ability to beat complication with greater complication, but to be able to take the complicated and make it easy to understand for anyone we speak to.

That is the essence of true selling.

It won’t necessarily get you the best grades, but it will significantly grow your sales numbers into the future.

And that’s a ‘report card’ well worth putting on the fridge at the end of the financial year.

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

As business owners, we like to consider ourselves as specialists, experts, or at the very least knowledgeable in our field of choice. And admittedly (no hiding now…), we pride ourselves on any level of intelligence we have in that arena. Who could blame us? It feels great to feel smart, doesn’t it? From the youngest of ages we are also encouraged to ‘be smart’. We quickly learn in life that an A+ is more impressive than a C- and go about achieving grades and ticking boxes accordingly. But if closing an even higher rate of sales is your aim in 2018, then an uncomfortable discussion may need to be had here: Because when it comes to ‘being smart’ in the modern education system, we are taught how to get good grades so we can get into university and get a good job. We aren’t however taught how to ‘sell’. It’s

Continue reading
24174230_1994293897514000_2280653067312156997_n

Thank You for a Phenomenal Year in Sales

12 months in business sure can fly, can’t it?

And when time flies, we can sometimes forget to look at the path that has been walked and remember all that has been achieved.

However, is there any better reminder to take a step back and do this than December? We here at the Tonal Persuasion Method for Sales choose to think not!

The results are in: 2017 has been a huge year of sales results, growth and expansion for the Tonal Persuasion Method for Sales community at large and for that, there is only one word to express the gratitude for such an experience, that cannot be over-expressed:

Thank you.

Thank you to the people who have worked behind the scenes to make the Tonal Persuasion Method for Sales brand what it is, in a way that has allowed for phenomenal reach to the business owners who need it most.

The content – both online and offline – continued to grow in a way that struck a chord with those who consumed it, applied it and grew their business with it. Without the people behind the scenes being masters of what they do, none of this could have been developed and made available.

Thank you to those who have helped with the live events. That means the crew members who have consistently made sure all our attendees were well taken care of in supporting their learning and it also means the venues that have served as phenomenal venues to deliver the gold within!

The TPM community again saw events in both Melbourne and Brisbane continually sell out, as well as the first ever TPM ‘Advanced Sales Persuasion’ live event launched and without the crew to do their incredible job, these events would hardly even get off the ground!

Thank you greatly to all of our attendees from this year’s events. They played full out in a way that their sales numbers will truly thank them for in the months and years to come, and we greatly look forward to seeing all of them again in another Tonal Persuasion Method for Sales room in 2018.

And thank you, of course, to all avid followers of the Tonal Persuasion Method for Sales brand, philosophy and value. Without you spreading its word, none of the sales growth for those it reaches would be possible.

We look forward to another huge year of small business sales growth in 2018 with you, with even more live events, products and content in the pipeline to be delivered directly to you when the time is just right.

We trust you’ve had a phenomenal year in sales and we wish nothing less than for you to celebrate your year in sales in the best way you know how, with the people and team you love, to the absolute extent that you deserve as a business owner.

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

12 months in business sure can fly, can’t it? And when time flies, we can sometimes forget to look at the path that has been walked and remember all that has been achieved. However, is there any better reminder to take a step back and do this than December? We here at the Tonal Persuasion Method for Sales choose to think not! The results are in: 2017 has been a huge year of sales results, growth and expansion for the Tonal Persuasion Method for Sales community at large and for that, there is only one word to express the gratitude for such an experience, that cannot be over-expressed: Thank you. Thank you to the people who have worked behind the scenes to make the Tonal Persuasion Method for Sales brand what it is, in a way that has allowed for phenomenal reach to the business owners who need it most.

Continue reading
dominoes-1902622_960_720

Here’s the Underlying Reason Your Sales Results Have Stagnated

Have you ever had an experience in business where you’ve been on top of your sales game for a number of months in a row? Numbers are consistently growing, targets are consistently being exceeded and business is growing predictably?

Grand times, aren’t they?

But many that have experienced this form of ‘business bliss’ will also be able to clearly describe a time when – seemingly all of a sudden – those high-level result started to drop, stagnate or stop all together. And we are left to ask when everything can seem to be going so well one second, what is it that causes them to alarmingly go into reverse so quickly?

The answer is in understanding what happens when we achieve great results through establishing high standards, get comfortable with those results, then subsequently lower our standards through a form of laziness or arrogance.

At any one time, we will either be operating from a place of high standards (let the results roll in!) or low standards (this is tough, let's complain, blame and justify our results so we feel better about ourselves!) and understanding the difference is key:

The lowest standard is to sit back, wait and hope for the sales to land in our lap.

It’s the standard that suggests that we’ve already done enough for the result to be achieved, well before the result has actually been achieved.

It’s the standard that suggests we should receive the sale from our marketplace before we add the value their way first.

The highest standard, on the other hand, is doing whatever it takes to achieve the goal we set for ourselves as a matter of downright necessity.

It’s the standard that knows the job isn’t done until the target has not only been hit, but new goals have then already been put in place to be achieved moving forward as well.

It’s the standard that takes nothing for granted and remains grateful to continually add value to the marketplace that craves it.

With this in mind, standards become an intriguing concept because we often know when our standards have dropped. We all know the difference between high and low standards and we all know when we’re not operating at our highest efficiency because they’ve slipped.

We don’t need anyone to point it out to us, we can sense it within – and if we take even just a moment to assess what our lowered standards are having an impact on, its alarmingly easy to admit the answers to ourselves.

The key to flipping low standards back into gear?

Being honest with ourselves and understanding that the answer isn’t coming from outside of us. We must remember that in business, no one is coming to save us from ourselves and it is only up to us to start playing a bigger game again.

We must drop the blame, justification and complaining and replace it with responsibility, feedback and focused implementation.

We must appreciate that high standards aren’t for everyone – but for those that do implement them, the rewards on the other side are well worth the hard work. 

So where do you need to raise your standards right now? And what will the impact be on your sales numbers as soon as you do?

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

Have you ever had an experience in business where you’ve been on top of your sales game for a number of months in a row? Numbers are consistently growing, targets are consistently being exceeded and business is growing predictably? Grand times, aren’t they? But many that have experienced this form of ‘business bliss’ will also be able to clearly describe a time when – seemingly all of a sudden – those high-level result started to drop, stagnate or stop all together. And we are left to ask when everything can seem to be going so well one second, what is it that causes them to alarmingly go into reverse so quickly? The answer is in understanding what happens when we achieve great results through establishing high standards, get comfortable with those results, then subsequently lower our standards through a form of laziness or arrogance. At any one time, we will

Continue reading
boy-2099858_960_720

Time to Get Noticed? Then it’s Time to Get Bold

Do you remember the first time you said something that went against what everyone else was thinking? It may have been when you were quite young, or maybe it even took you a little while longer to ‘speak up for yourself’.

Either way, the majority of us have had a moment of taking a stance for what we believed in, even if it meant losing the respect of those around us in that very moment.

Do you remember how that felt?

Likely, although you know you stood up for what you believed in, the feeling that followed could have been one of regret or sorrow – indicative of a yearning to have the relationships back you just lost ten seconds ago.

And for many – that feeling can be enough to ensure it is never done again.

You see, the pain of losing connection with those around us doesn’t sit well with us as human beings. Feeling as though we are no longer a part of the pack violates a core need at the centre of what it means to be a survival-driven organism.

And one of the quickest ways to lose that sense of connection is to go against the grain of what they all believe – that should just about do it… and do it quickly.

But when it comes to the marketing and selling of our services, to allow this fear of abandonment or disownment to hold us back from being bold is going to cost us far more than just the approval of others in the short term.

Because being part of the crowd when it comes to marketing and selling our services is nothing short of business suicide. However, if you can find your unique groove of being bold with your marketing and going against the grain of whatever everyone else around you is saying, you will find yourself in a marketing territory so many only ever dream of.

But if standing out from the crowd is your aim, it’s going to actually require you to stand out from the crowd – and that can be downright scary for the majority of business owners. 

In order to stand out from the noisy crowd, it’s going to require you to say something the rest aren’t willing to say.

It’s going to require you to give up the idea that talking louder or more often will get you noticed and replace it with the awareness that ‘different’ will trump ‘better’ every day of the business week.

It’s going to require you to language what people can sense for themselves currently, but are unable to verbalise for themselves yet.

Ultimately, it’s going to require you to be bold instead of repetitive.

And in doing so, it may require you to face a few things that would be far more comfortable to leave unattended to. It may be time for you to finally face the fact that you can’t please everyone, or it may be time for you to learn to be OK with criticism from those that own a keyboard and have access to the internet. Or maybe it’s even time to give up the need to be liked.

But if you’re in business for long enough, it’s only a matter of time before you realise this boldness strategy is essential for remaining top of mind in your respective marketplace.

So ask yourself now:

Where would you like to be bold?

Where does your opinion differ from the masses? 

And how can you educate them in a way that has them reconsider their beliefs, all the while holding you in memory as someone that encouraged them to think differently? 

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

Do you remember the first time you said something that went against what everyone else was thinking? It may have been when you were quite young, or maybe it even took you a little while longer to ‘speak up for yourself’. Either way, the majority of us have had a moment of taking a stance for what we believed in, even if it meant losing the respect of those around us in that very moment. Do you remember how that felt? Likely, although you know you stood up for what you believed in, the feeling that followed could have been one of regret or sorrow – indicative of a yearning to have the relationships back you just lost ten seconds ago. And for many – that feeling can be enough to ensure it is never done again. You see, the pain of losing connection with those around us doesn’t sit

Continue reading
brain-962589_960_720

What if Sales Actually Were a Dirty Word?

Ask enough people that have been in sales for an extended period of time and you’ll typically notice a trend in how they got to be where they are today. Often they’ll report something to the effect of: “I never thought I’d be in sales, I thought it was just a dirty word that involved manipulating people, but now… I love it and can see there’s nothing dirty about it!”

And this is typically a true experience – the further we get into sales the more we realise it’s an incredible way to help people make a decision they wouldn’t be able to make without us. To call it a ‘dirty word’ quickly becomes the last thing we would consider rational and we confidently stride forward knowing our cause is nobler than we previously assumed.

But what if sales were, in fact, a dirty word? It must get its reputation from somewhere, right? Well, to just say it how it is:

Sales is a dirty word when its used to sell to people that don’t know any better. We can all recount a buying experience we’ve had that we’ve regretted after getting home and doing a little extra research. 

It’s a dirty word when it’s used to force a product or service onto someone that clearly doesn’t need it. We’ve all been in a situation where we’ve felt pushed into a buying situation we’d rather not be in.

And it’s a dirty word when the person doing the selling is there purely for their own gain above anything else. We can all remember a salesperson that made it more about themselves than us – we may not have been able to put our finger on it but we could sense the selfish presence.

The unfortunate thing is, although the majority of sales interactions are actually generally pleasant ones – we as human beings tend to remember these painful ones with more accuracy so that we can remind ourselves to stay away from them next time. For this reason, sales professionals tend to be treated with more caution than calm, more more alarm than acceptance. It’s not right or wrong, nor good or bad, it simply just is.

But it’s not likely to stay that way forever.

The modern buyer is more educated, more up-to-date and more in-tune with their available options in this world and so the role of the sales professional has rapidly changed to be one more of an educator and problem solver than somewhat of a ‘hot shot deal closer’. With this trend only continuing to grow further, this dirtiness of selling will gradually begin to slip away from general society and not just those within the sales profession themselves.

So what does sales mean to you? Does it still have the dirty connotation you may have assumed before you got into business? Or have you come to see sales in a more positive and empowering light?

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

Ask enough people that have been in sales for an extended period of time and you’ll typically notice a trend in how they got to be where they are today. Often they’ll report something to the effect of: “I never thought I’d be in sales, I thought it was just a dirty word that involved manipulating people, but now… I love it and can see there’s nothing dirty about it!” And this is typically a true experience – the further we get into sales the more we realise it’s an incredible way to help people make a decision they wouldn’t be able to make without us. To call it a ‘dirty word’ quickly becomes the last thing we would consider rational and we confidently stride forward knowing our cause is nobler than we previously assumed. But what if sales were, in fact, a dirty word? It must get its reputation

Continue reading
dice-643639_960_720

What if There Were No Second Chances for Business Success?

If your business isn’t achieving the results you want it to be – or the high-inducing results being achieved contain so much inconsistency that the wins aren’t even worth the anxiety of the lows, then it’s time to do something:

It’s time to take a long, hard look in the mirror and ask yourself how seriously you truly want to take this thing called ‘business’.

Please understand a highly common factor among people in relation the 2017 human condition:

So many people are walking around like they get a second chance at life and with that comes an attitude that suggests they get a second chance at so many of the things within life.

When it comes to the context of modern business, this plays out most evidently in people believing they will get a second chance at making their current business a success.

It’s the attitude that causes them to go into the battle of business with 80% focus, 70% passion and 60% tenacity. It’s the approach that suggests if this business fails, then it’s all going to be OK because something, from somewhere, will come along and save them anyway. It’s the excuse that allows them to prepare for their imminent failure by knowing they can say ‘It’s all good because I never truly wanted it any way…’.

And is this true? Do a large number of business owners actually get a second chance at creating business success?

Could the possibility of being saved by someone or something external be real? Could having the excuse of not really caring lead to a more comfortable existence at the end of the day?

Well, perhaps they do… and perhaps it could.

But the goal right here – in this context – is business success.

And if you and I can find one business owner who has had long-lasting, fulfilling success building their venture by going into the marketplace at half pace because they know they can just ‘pack up and try something else if it doesn’t work’ then we’d the first of our kind to uncover such a miracle.

Those that win at the game of business operate within it like their life depends on it’s success.

They create value for their marketplace as if their ability to eat at the end of the day depends on it.

They sell their services with the type of passion that turns heads where ever they go.

They take the opportunities to learn from the masters that have gone before them like they’re not going to be there tomorrow. 

That is the mindset that is critical for modern business success. 

Because whether or not we actually do end up getting a second chance at this thing called business (or even this thing called life, for that matter…) is irrelevant. By acting as though this is our only shot at making it work, we’ll be far more likely to seek out and capitalise on the opportunities that come our way as a result.

Time to get to it.

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

If your business isn’t achieving the results you want it to be – or the high-inducing results being achieved contain so much inconsistency that the wins aren’t even worth the anxiety of the lows, then it’s time to do something: It’s time to take a long, hard look in the mirror and ask yourself how seriously you truly want to take this thing called ‘business’. Please understand a highly common factor among people in relation the 2017 human condition: So many people are walking around like they get a second chance at life and with that comes an attitude that suggests they get a second chance at so many of the things within life. When it comes to the context of modern business, this plays out most evidently in people believing they will get a second chance at making their current business a success. It’s the attitude that causes them

Continue reading
counting-154152_960_720

The 3 Uncomfortable Truths to Face When Making Sales in Your Own Business

As a business owner, the world requires us to get pretty real about what we’re here to do. ‘The market’ doesn’t overly care for our excuses, our blaming or our justifications for not delivering value – they just act accordingly by spending their money somewhere (and with someone) else.

So when it comes to selling our services, the more real we can get about what we’re actually here to do as business owners, the better.

But many aren’t willing to face the core truths that the successful tapped into – and have been leveraging – since long ago.

They’d rather keep their focus on what keeps them comfortable – which is totally fine, we’ve all been there – just so long as they realise that the business world isn’t waiting for them to catch up whilst they remain there.

And when it comes to selling, there are three core truths that must be appreciated and respected for what they are: the truth!

These truths are what we are left with when we strip away all the glitz and glamour of business, and draw back the curtain to reveal what business truly means by definition.

Uncomfortable Truth 1: Businesses exist to do one thing and one thing only: make money.

Business do incredible things, and the owners that create them are often equally incredible people. They are the catalyst for innovation, for moving their community and economy forward and for having an impact on the world that many could only ever dream of

But none of that means anything unless the business is making money. Without money, none of the above can be possible. That’s just the plain truth and the sooner we understand that truth for what it is, the sooner we can get on with growing the business with volition. 

Does this mean we have to be all about the money when it comes to business? Absolutely not. Only that we need to appreciate its critical use as the fuel that helps to move our business forward.

Uncomfortable Truth 2: Businesses make money by doing one thing and one thing only: selling.

It’s extremely difficult to move money from one location to another without some form of influence, persuasion or selling occurring. Any time a business has made money, it’s been because they have sold an idea, a concept, a product or a service to someone who needed it and received a profit accordingly. Without the ability to sell, the business cannot make money and will not survive any further than the backup savings it has access to.

Uncomfortable Truth 3: Sales are made by doing one thing and one thing only: solving problems.

On some level - whether the buyer is aware of it or not – they are making a purchasing decision because it is solving a problem for them right now. Many people are deterred by this truth because they don’t like to actually face the problems that make them uncomfortable. The most successful business owners seek out these problems and sell products and services that solve them!

Most business owners will feel some level of deterrence from at least one of these truths, but upon facing them and appreciating them for what they are, they often find the possibilities on the other side of the truth ironically liberating.

Which of these truths – if any – ultimately stood out as ‘uncomfortable’ for you? And which – if any – are you more than comfortable to face and utilise?

The key, of course, is self-awareness first, followed by education and experience second to turn the uncomfortable into comfortable… and then the comfortable into leverage-able.

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

As a business owner, the world requires us to get pretty real about what we’re here to do. ‘The market’ doesn’t overly care for our excuses, our blaming or our justifications for not delivering value – they just act accordingly by spending their money somewhere (and with someone) else. So when it comes to selling our services, the more real we can get about what we’re actually here to do as business owners, the better. But many aren’t willing to face the core truths that the successful tapped into – and have been leveraging – since long ago. They’d rather keep their focus on what keeps them comfortable – which is totally fine, we’ve all been there – just so long as they realise that the business world isn’t waiting for them to catch up whilst they remain there. And when it comes to selling, there are three core truths

Continue reading
26938112844_71091401af_b

Awareness, Curiosity and Conversion: A Potent Sales Mix Like No Other

In the modern marketing and sales world, there are a plethora of available mediums through which to showcase our brand, show off our capabilities and convert our audience into buyers.

The power of social media means we can get in front of our ideal buyer with highly specific, targeted ads that reach the core of who we are wanting to impact. There is a smorgasbord of offline networking events, workshops and meetings for those that prefer the belly-to-belly approach and online stores make it easier than ever to receive money without ever having step foot behind an actual shopfront counter. 

Fascinating time to be alive as a business owner, isn’t it?

But this modern marketing and sales playing field comes with it an unexpected difficulty, one that we really should be grateful to have, but one that can be confusing nonetheless. 

And that is the danger of having too many options for the marketing and selling of our service.

We can fall into the trap of seeing in front of us such a large plethora of avenues to reach our ideal buyer, that we struggle to know if we’re taking the right approach – and whether the approach is achieving the desired outcome upon use.

Marketing and sales strategies can be applied without knowing where exactly they sit in the big scheme of things, and what their overall purpose is… other than just to ‘help us with our marketing and sales’.

So let’s clear this one up and put it into a clean, three step system for sales and marketing success: 

Step 1: Building Awareness:

Most business owners are great at building 'awareness’ about their brand. It’s one of the easiest steps because it doesn’t necessarily require the business owner to generate a tangible, measurable result yet. Instead, the ultimate goal of this stage is to have people walk away knowing one thing and one thing only: That we exist, and our business does (insert the main function of the business here). For example: “I’ve heard of Jenny Smith, she’s a Chiropractor”, or “I’ve heard of John Taylor, he’s a consultant”.

That’s all – it doesn’t need to be any more flashy than that, in any way. We only need people to be aware that we exist, and to have some basic idea of what it is we do, the outcome we help people to achieve, or the problem we help people to solve. If that is being achieved, then the Awareness stage of the process is being taken care of and will continue to be taken care of as long as our strategies are being implemented consistently.

We may not always be able to directly measure the Return on Investment of our Awareness building efforts – and this is why so many people actually stop after getting the ball rolling for a month or two, if only they knew the power of awareness marketing and what it allowed business owners to leverage into the future!

If you’re wanting to build awareness of your brand then consider the following options, keeping in mind we always want to build awareness in the places our market is hanging out:

- Posting content on a Facebook business page
- Writing a blog - Recording and sharing videos
- Recording and sharing interviews with ‘Influencers’
- Starting and harnessing relationships on social media messaging platforms such as Linkedin and Facebook
- Posting to Instagram to share content and tell your story
- Billboard marketing

The next stage, which can naturally be a little more difficult to achieve for business owners, is giving the opportunity to their now-highly-aware audience to engage and buy from them, which takes us to step 2…

Step 2: Turning Awareness into Curiosity

This next stage requires a little more, shall we say… finesse.

After we have built a strong level of awareness with our market, our next goal is to engage those who are even more curious about how they could potentially work with us. We want to take them beyond the stage of “That’s Jenny Smith and she’s a Chiropractor” further towards “That’s Jenny Smith, she’s a chiropractor and I’d like to talk to connect with for help with my back pain… I like her style!” or in the case of our consultant friend, our buyer would be moved from “That’s John Taylor and he’s a consultant” further towards “That’s John Taylor, he’s a consultant and I think he might be the one to help us with our marketing strategy next quarter, given by the content he’s been putting into the Facebook news feed its clear he knows what he’s talking about!”

And ultimately, when our potential buyer is thinking this about us, we want to give them the opportunity to connect further with us in a way that doesn’t require them to fully commit to paying us right now, but allows them to take a step closer towards us if that interests them. It should be mentioned that at this stage, the clarity of the ROI of our efforts will start to emerge at this step and we will be able to measure more directly the impact of our efforts, what’s working and what’s not.

Examples of marketing and sales strategies we can implement to encourage and invite curiosity in our ideal buyers are:

- Landing pages with opt-ins or ‘lead magnets’
- Product giveaways (e-books, videos) in exchange for details
- Webinars to attend
- Workshops or events
- Free trials of products or services
- Books for sale
- ‘Tripwire’ strategy give away (low cost, high value item purchased by the buyer initially, to build trust)

Upon curiosity being taken care of, our buyer will be at the point then of knowing whether or not they are a match for us and our services. This then moves us to the final stage of the marketing and sales timeline, where the rubber really hits the road…

Step 3: Turning Curiosity into Conversion

Although this stage is ultimately the most important when it comes to practically and pragmatically building revenue for our business – something it critically requires for survival – it is actually the most straightforward part of the entire process.

When it comes to converting our ideal buyer into a paying client, we want two things to be present as a minimum: a compelling opportunity to connect with us to have a sales conversation, and a sales process that we can follow to move our buyer from highly curious to converted.

The first will usually come at the end of the practice or offer that allowed our buyer to adhere to their curiosity needs and desires! Examples would include: - A pitch at the end of a webinar to speak personally with us about additional services and products on offer to solve their problem.

- A pitch at the end of an event or workshop to sign up for additional services and products on offer that would extend their journey with us
- An offer at the end of a free trial to continue receiving the value they are already enjoying for free
- A page at the end of a book that invites them to speak further with us about additional products and services on offer
- A persuasive, long form sales letter selling a high-end product

By giving our buyer these opportunities, those that have received significant value upon serving their previous curiosity needs will be eager to speak further about how they can continue their business relationship further with us.

This is the point at which we want to know we have a sound sales process that we can follow. A credible, consistent and predictable system that allows us to conversationally take our buyer from Point A where they haven’t bought yet, all the way to Point B where they are a happy buyer, eager to get started working with us.

If you don’t have a system that helps you achieve this, please feel free to tap straight into the Cognitive Dissonance for Sales model taught to the room at the TPM ‘Code of Selling’ Masterclass available right here on YouTube:

https://www.youtube.com/watch?v=JcDyzwsJ0CA&t=14s

And there we have it – we’ve taken our buyer from aware that you exist, to curious about how they could potentially work with you, to then being a converted buyer that is eager to get started working together.

Ensure you are taking care of all three steps of this process and the likelihood of a steady, consistent flow of clients coming your way can only rise. Of course, if there is any extra information you’re looking for when it comes to this model or the TPM ‘Code of Selling’ Masterclass in the video above, just say the word and we’ll make sure you’re taken care of.

Happy selling!

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

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

In the modern marketing and sales world, there are a plethora of available mediums through which to showcase our brand, show off our capabilities and convert our audience into buyers. The power of social media means we can get in front of our ideal buyer with highly specific, targeted ads that reach the core of who we are wanting to impact. There is a smorgasbord of offline networking events, workshops and meetings for those that prefer the belly-to-belly approach and online stores make it easier than ever to receive money without ever having step foot behind an actual shopfront counter.  Fascinating time to be alive as a business owner, isn’t it? But this modern marketing and sales playing field comes with it an unexpected difficulty, one that we really should be grateful to have, but one that can be confusing nonetheless.  And that is the danger of having too many

Continue reading
21284631_1435843626464545_555265944_o

A New TPM ‘Advanced Sales Persuasion’ Live Event is Coming to the TPM Community!

A New TPM ‘Advanced Sales Persuasion’ Live Event Has Officially Been Announced!

As business owners, life requires us to wear so many hats all within the same day; service delivery, sales, marketing, admin, finance, content creator, HR, the list goes on… and the list can be tough to handle.

Business success is hard enough as it is, let alone throwing the demands of everyday life thrown on top of it.

But one thing is for sure, when we know how to make sales and the results are presenting themselves, wearing those hats becomes a whole lot easier, with the motivation to do so tending to take care of itself as the sales roll in.

There’s no doubt about it: sales truly are the lifeblood of any successful business and a lack of education in how to bring them in means imminent business failure.

That’s why – for over two years now – official live Tonal Persuasion Method for Sales (TPM) events have been launched and run to small business owners and sales professionals all over Australia, helping them to overcome their most pressing sales challenges and subsequently sending their sales numbers through the roof.

With existing TPM members not only welcome but highly encouraged to get back in the event room and top up their sales skills whenever they feel the need, the TPM community has continued to enjoy ongoing and consistent support in their journey towards consultative sales mastery.

Now, another level of support and growth in sales ability (and results…) awaits the TPM community as the announcement of an Advanced Sales Persuasion live event has become official!

The announcement was made in public at the most recent TPM ‘Code of Selling’ Masterclass in Brisbane, Australia and numbers have started to fill the capped room already.

They learned that the new Advanced Sales Persuasion live event would take the TPM”s cornerstone ‘problem-solving’ approach to sales to a whole new level and have the attendees walk away with a particular, jaw-dropping sales skill: The ability not only to discover and diagnose the problems their buyers need to have solved on the surface level of life (for example, increasing their business revenue from $10K to $100K per month, or from being single to being in a loving, long-term relationship) but to also take it one step further and uncover the problems their buyers need to have solved underneath the surface level on a deep psychological plane (for example, altering their buyer’s thinking from only seeing challenges to abundantly seeing opportunities all in the space of just one question, or show their buyer that the belief ‘they have everything they need’ is the exact reason why they need to buy more). This is all done, of course, in a highly congruent manner that has the buyer convincing themselves to the business owner as opposed to the other way around, such is the tradition in the TPM training room – a quality that has allowed it to receive reviews and results that speak for themselves.

The Advanced Sales Persuasion training itself will cover eight modules over two days:

The Triangle of Conviction    
How to have your buyers make decisions that are congruent with them, that align perfectly with what your business offers. Seemlessly align the conversation in their head with what your business sells.

Triangle of Increasing Returns          
How to have your buyers know they are receiving infinitely more value than what they are paying you.

What’s in it for me?
How to language your services in a way that has the phone calling you instead of the other way around.

External Evidence of Internal Change           
Uncover and predict the immeasurable reasons our buyers actually buy anything. Apply to one’s own training and development in business to turn ‘intellectual education’ into practical, applicable change leading to greater results.

Assumptions of Reality
How to destroy all chance of saying ‘the wrong thing’ to a potential buyer

Tonal Anchoring         
Have complete control over the direction of any sales conversation you are currently in – bring the conversation back to any topic you please.

Implicit/Explicit Selling 
Seed the idea of buying your service in the mind of your buyers without directly asking for any sale.

The Ego Balancing Act           
Create and drive neediness in your buyer by adhering to the pulls of the human ego, without expressing ego yourself.

It’s problem-solving on steroids.

It’s sales in a way the market has never seen before.

And it must be used with responsibility, such is life when given the power to truly persuade in the sales space.

With this announcement, the TPM community will have the opportunity to join the upcoming November and February training at a special rate as a way of saying a significant thank you to them for their ongoing commitment to massive sales growth, and their commitment to the success of those around them at large.

Stay tuned for announcements to come…

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

Photo credit: Jo Westaway Photography

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

A New TPM ‘Advanced Sales Persuasion’ Live Event Has Officially Been Announced! As business owners, life requires us to wear so many hats all within the same day; service delivery, sales, marketing, admin, finance, content creator, HR, the list goes on… and the list can be tough to handle. Business success is hard enough as it is, let alone throwing the demands of everyday life thrown on top of it. But one thing is for sure, when we know how to make sales and the results are presenting themselves, wearing those hats becomes a whole lot easier, with the motivation to do so tending to take care of itself as the sales roll in. There’s no doubt about it: sales truly are the lifeblood of any successful business and a lack of education in how to bring them in means imminent business failure. That’s why – for over two years

Continue reading
5167599294_5d5e29265b_b

Could Major Universities Go the Way of the Taxi Industry?

It is highly evident that we are experiencing a shift in the modern working and professional landscape. Major industries are being ‘disrupted’ by the year, business ownership and entrepreneurship statistics are rising by the month and systemised office desks are turning into ‘remote offices from anywhere in the world’ by the day.

It seems like only yesterday that the stronghold of the taxi industry was completely overhauled and disrupted by the rideshare economy (made famous by companies such as Uber and Lyft) and at the same time it feels like even that economy itself could be brought down by self-driving cars as soon as tomorrow.

Pizza delivery is brought to us now with the flick of a thumb on our phone, TV shows brought to us on demand with the click of a button and virtual reality ensures we can now visit anywhere in the world from the comfort of our own bedroom. 

Industries everywhere are being redefined, reshaped and reimagined, but is there a particular industry that may feel the pinch more than the others? Perhaps an industry that has been the backbone of our society for, well… as long as we can remember?

Assuming you’ve read the title of this article, you’re likely clued in to what this writer’s prediction in this context is:

With the world moving as fast as it is, one of the industries most significantly impacted will be education.

And to add to that, it can be predicted that some of the greatest names in our history of education, the “Harvard University’s” of the world will soon be a distant memory of a time in which their presence was considered of value.

How can a prediction like this be said with such confidence?

Purely by tracking the trends and feedback of the market. It’s an economic equation more than anything else.

It is now believed that the majority of what is learned in the first year of a university degree is obsolete by the time the third year is completed. The world - and the information within it - is moving at such a rapid pace that even people completing university degrees (designed to help them get jobs) often aren't equipped to keep up with the industries they are applying for jobs in. 

Employers are becoming dissatisfied with the candidates being sent their way from universities and colleges that are still teaching using textbooks that were outdated 6 months after they were released.

The modern world moves so quickly that employers are more desperate than ever to employ someone that knows ‘how to think’ as a problem solver instead of ‘what to think’ as a test passer or memory repeater.

And so something must change.

The model of education encouraged by the traditional schooling system has been challenged by a quiet few since the day of its conception, but those quiet few have become louder and larger in recent decades. They’ve had an opinion that was unpopular previously, but now market demands and the pure direction of the western working world is confirming their position and their point will be proven accordingly.

A ‘University Education’ is becoming less and less valuable simply because it isn’t solving a problem for the masses like it used to.

And the big names in the education industry are not safe from the disruption that will inevitably happen in this space. The question is whether or not what is contained in their textbooks will be enough to teach them how to keep up with the times.

Darcy J Smyth is the lead trainer and creator of the Tonal Persuasion Method for Sales, the methodology designed to ensure you're closing sales without the squeamish 'Hard Sell' that turns so many buyers away in the modern business landscape. 

TPM Beginner's Guide

Receive FREE access to the TPM Beginner’s Guide
Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

It is highly evident that we are experiencing a shift in the modern working and professional landscape. Major industries are being ‘disrupted’ by the year, business ownership and entrepreneurship statistics are rising by the month and systemised office desks are turning into ‘remote offices from anywhere in the world’ by the day. It seems like only yesterday that the stronghold of the taxi industry was completely overhauled and disrupted by the rideshare economy (made famous by companies such as Uber and Lyft) and at the same time it feels like even that economy itself could be brought down by self-driving cars as soon as tomorrow. Pizza delivery is brought to us now with the flick of a thumb on our phone, TV shows brought to us on demand with the click of a button and virtual reality ensures we can now visit anywhere in the world from the comfort of

Continue reading