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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

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Put an end to the ‘Hard Sell’ and close your next buyer today:

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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

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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

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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

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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. 

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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

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Personal Branding and the New Working Order

Whilst operating as a personal brand in the modern, highly social world we’ve found ourselves in, there are a number of questions we can expect to be asked when on-lookers are curious about what life is like in such an intertwined mash-up of social and professional living.

“Aren’t you worried about people in business looking at your personal social media accounts?”

“How do you separate your private and professional lives? Wouldn’t that be near impossible?”

“What happens if people share things about you that you wouldn’t want your clients to see?”

And these are all valid questions, of course. It would be considered normal to keep one’s private and professional lives distinctly separate, with no major advantage in combining the two.

That is – at least, at first glance.

Upon digging deeper, we often find that the idea of operating as a personal brand – all whilst combining both the social and professional lives we lead – may not just be reserved for those wanting to start their own business. In fact, it is quickly becoming a pre-requisite for success for all business owners, freelancer and employees alike!

Consider the evolution of two major shifts in our modern society and the trend towards which they are actually heading:

The evolution of social media and our entire private lives becoming public:

Let's face it, the idea of a private life hasn’t been a reality for some years now, and our grip on any shred of privacy that is left is gradually slipping through our fingers as we post our every thought, location and good-looking meal on our social media accounts.

Employers can get a far more accurate depiction of who their potential job candidate is as a human being by scanning their Facebook page than scanning their resume and are doing so on a daily basis.

What used to be considered potentially unethical has now become the norm and life as we know it continues to roll on. This age-old concept is now evident in the new working world as much as anywhere else in history.

If you’re the type of worker, employee or business owner who doesn’t feel like being a personal brand is the avenue you want to take, please take a look again and realise being a social media user makes us a walking personal brand whether we like it or not. Act (and like, comment and share) accordingly.

The growth of technology and its threat to remove our jobs as we know them:

With less and less jobs as we know them remaining on the table, the modern working environment is highly unpredictable, unstable and undefined.

This means two things; the majority of employers are aware of this and are inclined to hire those that are able to demonstrate an ability to personally brand themselves well, and that many modern workers are starting to opt for the sole-trader/freelancer working lifestyle, which again requires them to represent themselves attractively as personal brand.

Please understand: When analysing the modern working world, it is becoming clearer and clearer that all of us are in the game of marketing ourselves as a personal brand.

Some individuals – regardless of their position within or outside of a company – have just cottoned on to this fact earlier than others and are getting started on building their profile when it matters most: today.

Those that are unaware or deliberately ignorant of this fact may be costing themselves more in the future than they can currently comprehend, and like the decay in a tooth that they hope will somehow miraculously fix itself, this is a problem that will only get worse until something is done about it.  

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

TPM Beginner's Guide

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Put an end to the ‘Hard Sell’ and close your next buyer today:

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Whilst operating as a personal brand in the modern, highly social world we’ve found ourselves in, there are a number of questions we can expect to be asked when on-lookers are curious about what life is like in such an intertwined mash-up of social and professional living. “Aren’t you worried about people in business looking at your personal social media accounts?” “How do you separate your private and professional lives? Wouldn’t that be near impossible?” “What happens if people share things about you that you wouldn’t want your clients to see?” And these are all valid questions, of course. It would be considered normal to keep one’s private and professional lives distinctly separate, with no major advantage in combining the two. That is – at least, at first glance. Upon digging deeper, we often find that the idea of operating as a personal brand – all whilst combining both the

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If You’re Not Going to Stand Out Whilst Doing it, Then Don’t Do it at All

Can you hear the crowd? It’s a noisy world out there.

The modern, technological and rapid world landscape we have found ourselves has allowed for businesses that previously would have taken significant money, time and energy to get started all with the resources found no further than the phone in one’s pocket.

And the marketplace has become extremely crowded because of it.

There’s no real such thing as an original idea anymore, and anytime we do find ourselves thinking we have one its highly likely a quick Google search will ensure that belief is thwarted.

And so if this is the case, how is it that a business stands out in such a noisy marketplace? If so many ideas are already taken and are already being implemented, what do we need to be in order to be different to our competitors?

The answer, as surprising as it may be… is to be different.

It should go without saying of course, but unfortunately, many business owners miss the blatant truth to such a straightforward equation.

You see, so many business owners claim to want to stand out in their market (and who could blame them – it’s the ultimate way to gain attention and then convert that attention into sales). Yet, unfortunately, those very same business owners are also the ones who are spending their time doing the same thing as everyone else in their market.

They create content through Facebook live videos simply because that’s what they see everyone else in their field doing.

They use the same language as everyone else in their industry because the only people they network with are other people in their industry.

They stop marketing on a particular platform because everyone else has, without questioning why it’s even happening to begin with. The result? Becoming part of the very crowd they desire so much to stand out from.

Understand now: To market yourself as the same thing, in the same way, at the same time and to the same people as everyone else is marketing and sales suicide. Make no mistake about that fact.

The modern marketplace is one that demands new, different, better at almost every turn. The modern marketplace wants to align themselves with brands that are innovating to not just keep up to date with trends, but to create the tends that everyone else follows! The modern buyer knows that it’s a buyer’s world, and if we aren’t willing to be different from the rest then unfortunately we will become part of the rest (and we know the scary failure stats on that crowd).

Therefore, it’s fair enough to say that if you’re not willing to stand out as you do it, then it’s simply not worth doing at all. The good news is that the options for how to actually do this are plentiful and able to be accessed through as much creativity as we please!

One idea is to take a stock of all the industry norms in the market, and ask ‘how can we violate that norm? How can we do the opposite of that? How can we make that norm the ‘old way’ of doing things? Another idea is to embrace the power of being uniquely you. A brand identity won’t actually convey much brand identity without a unique approach to connecting with its market.

The ideas are practically endless, so long as they don’t adhere to what is already being done.

So how would you like to actively stand out moving forward?

Darcy J Smyth is the lead trainer of the Tonal Persuasion Method for Sales, the ultimate methodology for closing sales by solving problems with your buyers, instead of forcing solutions upon them.

TPM Beginner's Guide

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Can you hear the crowd? It’s a noisy world out there. The modern, technological and rapid world landscape we have found ourselves has allowed for businesses that previously would have taken significant money, time and energy to get started all with the resources found no further than the phone in one’s pocket. And the marketplace has become extremely crowded because of it. There’s no real such thing as an original idea anymore, and anytime we do find ourselves thinking we have one its highly likely a quick Google search will ensure that belief is thwarted. And so if this is the case, how is it that a business stands out in such a noisy marketplace? If so many ideas are already taken and are already being implemented, what do we need to be in order to be different to our competitors? The answer, as surprising as it may be… is

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The Fallacy of Modern Education (If You’re Born to Run a Business)

Ask any 24-30 year old Australian what they think of the new working world they have just entered as a driven, ‘contributing member of society’ and they’ll confidently and proudly tell you:

The real world – the world that we spend 75% of our lives roaming around in – is nothing like the world they prepare us for in school. 

That 75% - let’s call it the adult world – is vastly removed from what we are taught to believe in the first 25%, and what a shame that initial quarter of life is the most important in determining and solidifying our thinking patterns.

It may sound like a bold claim – and to many it will be – but it is for this reason that as far as modern education is concerned, the environment of life created in a traditional schooling environment creates far more problems for the people that come out the other side of it than it does solve them.

For a large majority, this may come as an uncomfortably rude awakening but let’s look at what’s really going on in the modern, traditional schooling environment:

We are required to study for exams that only test our ability to memorise as opposed to exercise our inner, subjective creativity.

We are required to compete against each other instead of creating value for each other. 

We are required to rehearse and regurgitate ‘what to think’ as opposed to being encouraged to learn ‘how to think’.

We are required to ‘do well’ so we can get a job, the product of which is the result of fuelling someone else’s lifestyle instead of our own. 

We then finish our 13 years of schooling in this manner only to discover that to achieve impacting and significant results for ourselves and others, we must:

Be able to think on the spot to creatively compose solutions to problems.

Be able to create value for those around us in order to actually have something worth selling.

Be able to think laterally and creatively about new paths forward that help us to stand out in an ever-crowded market.

Be able to build a lifestyle for ourselves and our family that is extremely difficult to achieve via the route of employment.

How can we be expected to add as much value to a world that we aren’t educated to enter? That’s metaphorically saying we should learn English for 13 years only to be required to speak Chinese for the next 75. 

And to some extent this would be acceptable – perhaps it has been acceptable up until now in economic conditions that have allowed for it – but in a modern world where things are changing so rapidly, with swift adaptation an undeniable prerequisite for success and fulfilment, this lack of true education simply won’t be enough to help us get the most of ourselves and our lives moving forward.

It’s a broken system and the unique brilliance laying within the majority of us that are forced through it is being broken as a result. 

Why dance around that fact any longer?

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

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Put an end to the ‘Hard Sell’ and close your next buyer today:

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Ask any 24-30 year old Australian what they think of the new working world they have just entered as a driven, ‘contributing member of society’ and they’ll confidently and proudly tell you: The real world – the world that we spend 75% of our lives roaming around in – is nothing like the world they prepare us for in school.  That 75% - let’s call it the adult world – is vastly removed from what we are taught to believe in the first 25%, and what a shame that initial quarter of life is the most important in determining and solidifying our thinking patterns. It may sound like a bold claim – and to many it will be – but it is for this reason that as far as modern education is concerned, the environment of life created in a traditional schooling environment creates far more problems for the people

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To Know Selling, is to Know What Makes Us Human

For those that haven’t heard the story of the Tonal Persuasion Method for Sales, you’ll have been uninformed until now of how the concept itself was initially formed, and how a simple BBC documentary on the workings of the human brain ultimately lead to its creation.

No one should have to go through such turmoil any longer than they have to, so allow me to fill you in…

As a young lad of no more than 10 years old, I found myself lazily channel surfing one Saturday morning with no more intent than to cure my boredom before the rain outside had stopped and life could resume.

At this stage I had about as much fascination with people and how they operate as any other young, social creature. My knowledge and vocabulary for what made humans tick spread as far and wide as what I knew to say to perturb my older brother to the point of an inevitable sibling rivalry, and a physical one at that.

But scrolling through the channels I found myself in an area of the channel numbers I’d never particularly ventured into before – away from the commercial, highly paid TV stations with their flashy advertising and HD quality picture – and into the depths of the previously unchartered public TV arena of the Australian Broadcasting Corporation (ABC).

Typically, a 10-year-old wouldn’t find much interest in such an average station as the ABC, being too old for the children’s cartoons the station prides itself in but not old enough to be interested in the educational programs typically reserved for sophisticated, curious adults.

One could say the ABC is where a 10 year old‘s entertainment factor goes to die.

That was until this one particular morning, where channel surfing through the ABC resulted in the image on screen of a digitally created, moving image of the human brain as a man’s voice explained to the viewer what was occurring in this imaginary setting.  

The image showed what appeared to be an energetic message, seemingly passing from one brain cell – as the narrator of the documentary defined it, a ‘neuron’ – to another brain cell without actually needing to touch each other in a process that apparently happens in brain cells all over the brain, an unimaginable times a second on their way to eventually creating our perspective on the world around us.

Pretty cool, hey?

I personally was gobsmacked, and sat up in my seat immediately. Something about the image – coupled with the cellular level process that was being explained – intrigued me to an extent I’d never experienced before. From that point forward, I had to know more about this ‘brain’ organ and how it operates.

And when I say ‘more’ – what I really mean is I had to know everything.

And so began a love affair with the human brain, the ‘mind’ which we tend to believe is created by it, the human behaviour that occurs as a result of its processes and how it ultimately creates our subjective experiences of reality that we so often take for granted.

From that day forward, the human brain became the most fascinating topic on the planet to this 10-year-old and became a focus of where I knew I wanted my life to go.

To make a long story short, this love for the human mind eventually lead me to study its astounding features at Swinburne University in Melbourne, Australia through a degree in psychological and psychophysiological sciences – long words that really meant the study of the brain and what the causes are behind human behaviour. 

I had full intentions of becoming a qualified psychologist – in which specific area I wasn’t sure yet, but I knew that my career was locked in to be in the field of psychology – as sure as the sun would rise tomorrow, I was destined to be committed to the human brain and all that is involved in its inner workings.

And for those that have followed the story of the Tonal Persuasion Method for Sales (or its concepts) you’ll obviously know – that 10-year-old eventually ended up becoming a sales trainer – but it was never planned to end up that way.

Before getting into sales, it was one of the last things I could ever imagine myself getting into. ‘Sales’ was still very much a dirty word, and the idea of money being the most important thing in the world was nothing short of a ludicrous ideal.

But shortly after completing this university course, I was the offered a job working for a company that lead me to my first sales role – selling personal and professional development courses to small business owners looking to take their careers to a new level, and lo and behold, after initially feeling ‘forced’ into make a few sales here and there… I started to like it.

Really like it.

Something clicked for me (or, with me) about the field of sales and I found myself getting deeper and deeper into what it ultimately meant to be ‘in sales’. But it wasn’t just the fact that hitting targets felt great and working in a motivated team challenged me to become better each and every day, it was the fact that I realised something underneath the surface about sales.

I realised it was the ultimate reflection of human decision making and what causes us to behave the way we do.

I came to learn that sales was about so much more than ‘getting money’ from people and came to realise it was one of the cleanest forms of energy exchange for adding value to other people. And on top of that, I learned that ‘adding value’ really meant adhering to the pleasures of the human mind better than any other sales professional or company could.

I essentially came to realise that to know selling, is to know what makes us human.

My love of psychology had lead me not necessarily to become a psychologist – but to a field that was even closer to the bone of the human condition than any other field, and that was selling.

From there, the rest as they say is history. It was after leaving this specific job that the Tonal Persuasion Method for Sales was created as way to help business owners close sales without the dreaded ‘Hard Sell’ not just because I knew how to teach others the art of sales success, but because I knew it was such an undeniable reflection of human behaviour, the human mind, and the processes that were no different to those two brain cells communicating with each other seen on the ABC all those years ago.

I often wonder what might have happened if it weren’t raining outside on that Saturday morning, or if I’d had waited just 5 more seconds before changing the channel and missing the most powerful episode of anything on TV I’d ever see.

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 any buyers away in the modern business landscape.

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For those that haven’t heard the story of the Tonal Persuasion Method for Sales, you’ll have been uninformed until now of how the concept itself was initially formed, and how a simple BBC documentary on the workings of the human brain ultimately lead to its creation. No one should have to go through such turmoil any longer than they have to, so allow me to fill you in… As a young lad of no more than 10 years old, I found myself lazily channel surfing one Saturday morning with no more intent than to cure my boredom before the rain outside had stopped and life could resume. At this stage I had about as much fascination with people and how they operate as any other young, social creature. My knowledge and vocabulary for what made humans tick spread as far and wide as what I knew to say to perturb

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Small Business Owners: You’re Not Just Paid for ‘Making the Sale’

Small business ownership; an often-stressful experience designed to somewhat model the world’s fastest, most unpredictable and dangerous rollercoaster.

A rollercoaster that, for some reason, we strangely and ironically enjoy the anxiety-inducing thrill of. A rollercoaster that although we know how dangerously unpredictable it is, we somehow can’t get enough of.

It’s a journey seems ludicrous from the outside – a commitment scary enough to ensure any mother will lose sleep at the thought of the inability to protect their loved ones from its potential harm.

But in all of the heartache, the distress, the inevitable downs that can come on at a pace which should be considered illegal, sits an understanding and appreciation for the work that goes into achieving a result in running our own business – and with that appreciation comes a realisation about what we are paid for as small business owners.

Because in business, you see, you are not simply paid for each time you ‘close a sale’. You are in fact paid for everything that has lead up to the moment the money changes hands, which is the final action in an enormous amount of action that must have occurred before it.

You’re paid for all the times your sale gets rejected.

For the all times you were told you weren’t good enough to make it happen.

And for all the times you kept going after your mind told you it would be so much easier just to give up now.

You’re paid for the guts it takes to trade in your comfortable 9 to 5 for a world of ever-increasing uncertainty.

For the guts it takes to back yourself and your own ideas.

And for the guts it takes to face yourself in the mirror and have your weaknesses staring back at you.

You’re paid for all the times you decided to invest in yourself when so many others would have invested in elegant distractions.

For the times you decided to invest in your own education when so many others would have invested in their favourite TV shows.

And for the times you decided to invest in your own future when so many others remain invested in the obstacles of their past.

You’re paid for the value you have added to people you may never meet.

For the problems you have solved for people you may never sell to.

And for the ripple effects you’ve created that you’ll never be able to measure.

Those – and so many more – are the nuts, bolts, screws, turns and loop-the-loops that make up the rollercoaster that is small business, and each of them contribute to create the experience that ultimately makes small business ownership so internally rewarding.

We shouldn’t aim to avoid these factors, but rather understand they’re all simply part of the journey – parts that all the greatest business owners have been subject to on their path to business success.

Enjoy the journey ahead accordingly.

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

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Put an end to the ‘Hard Sell’ and close your next buyer today:

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Small business ownership; an often-stressful experience designed to somewhat model the world’s fastest, most unpredictable and dangerous rollercoaster. A rollercoaster that, for some reason, we strangely and ironically enjoy the anxiety-inducing thrill of. A rollercoaster that although we know how dangerously unpredictable it is, we somehow can’t get enough of. It’s a journey seems ludicrous from the outside – a commitment scary enough to ensure any mother will lose sleep at the thought of the inability to protect their loved ones from its potential harm. But in all of the heartache, the distress, the inevitable downs that can come on at a pace which should be considered illegal, sits an understanding and appreciation for the work that goes into achieving a result in running our own business – and with that appreciation comes a realisation about what we are paid for as small business owners. Because in business, you see,

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Why the Human Mind is a Booming Industry Right Now

Can we just admit something to ourselves right now? That underlying, unsaid truth that has grown from a niggling suspicion to an undeniably over-bearing burden on the modern social world we live in needs to be realised….

It’s time to be straight with ourselves as we look into the mirror and be honest with what we’ve come to find, and that is:

In a modern world where technology has allowed us to be more connected with each other than ever, at speeds as fast as the click of a button and from locations previously thought uninhabited, we can’t help but feel as though socially we have never really been more disconnected from what is actually real and meaningful.

At a time when we can have so much at our fingertips, it’s frightening how little we actually feel content with what is available to us.

We have dinner with other human beings (real, tangible friends and family) and can’t help but feel the pull of the vibration in our pocket that lets us know there could be something more interesting in the message that we know could easily wait an hour.

We scroll through news feeds on a screen we voluntarily shove in front of our own faces to see what intriguing and magnificent ventures our friends are up to, whilst the world all around the screen can be as intriguing as magnificent as we choose it to be.

We can wait for months just to attend a music or sporting spectacle only to find it’s view significantly interrupted by camera lenses (often including our own) so we can re-experience the experience we failed to experience when the original experience was designed to be experienced.

This truthful reality is now realised and recognised by the large majority of society, and anyone who doesn’t fully believe it yet only needs to lift their head and look around at the masses of people staring at their device right now, or realise that they themselves are doing exactly that right now, too. 

This reality isn’t necessarily a problem, however.

At its core, devoid of all subjective belief and values, its merely a reflection of the human race and where we are currently at – no right nor wrong, simply what is. We as a race are the ones that collectively asked for this and we wouldn’t have created it for ourselves if we hadn’t wanted to use it in the first place.

What is a problem that evidently needs solving however, is the gaping hole of emotional dissonance it has left in its wake as the connection with each other we once had has been replaced by a concocted and carefully constructed version of digital, convenient association with one another.

How do we know this is a problem to be solved?

Because humans are taking it upon themselves to solve it, made clear by how and where we are spending our money compared to where we were just 10 to 20 years ago…

Think fashion and jewellery 20 years ago compared to travel and experiences now. Think fad-diets and get-rich quick schemes compared to health retreats and personal development courses.

We as the western human race – either consciously or unconsciously, directly or indirectly – have become aware of this disconnection from true human connection and we intuitively know that we need to achieve this basic core human need in some form or another – it’s an integral part of our make-up, our DNA, our core way of existing.

And so this is why the human mind – and the things that cause it to feel truly fulfilled – is a booming industry right now.

Statistics continually show that we as a human race are much preferring to spend money on experiences now more than things, and it’s not because health retreats, travel experiences or personal development and meditation courses are ‘great value for money right now’ – it’s because our collective human minds are screaming out for something real again.

The human mind is a booming industry right now because the human mind is experiencing a problem that it wants solved, and solved quickly.

The average human mind has been taken so far out of its natural environment in such rapid fashion that it has been shocked into needing to do something far different to what it has needed to do before, and experiences that put us back into connection with ourselves, with others and what’s truly important (yes, there are things that are far more important than the amount of Instagram followers we have…) solve that problem for us in a highly comforting way.

And what’s most interesting about this boom, is that it is only going to become a larger and and more profitable industry as the inevitable rise of technology continues to take us away from what is human, and into what is convenient. The problems we have to solve for ourselves as a race moving forward extend far beyond any solution that can be ordered off an app.

It seems this boom is only just getting started. 

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

TPM Beginner's Guide

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Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

Can we just admit something to ourselves right now? That underlying, unsaid truth that has grown from a niggling suspicion to an undeniably over-bearing burden on the modern social world we live in needs to be realised…. It’s time to be straight with ourselves as we look into the mirror and be honest with what we’ve come to find, and that is: In a modern world where technology has allowed us to be more connected with each other than ever, at speeds as fast as the click of a button and from locations previously thought uninhabited, we can’t help but feel as though socially we have never really been more disconnected from what is actually real and meaningful. At a time when we can have so much at our fingertips, it’s frightening how little we actually feel content with what is available to us. We have dinner with other human

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The Single Biggest Learning from the June 2017 ‘Code of Selling’ Masterclass

On June 3rd and 4th, 2017, a room of passionate, determined and committed small business owners and sales professionals stepped foot into what was to be a weekend of immense and intense growth in sales ability.

Little did they know it, but the way they saw ‘selling’ in the modern business world was about to change forever and their revenue numbers were about to change right along with it.

Over two in-depth days, the attendees entered a new world of knowledge where they began to understand the raw psychological reasons behind why their buyers were truly buying their product or service. They grasped the difference between ‘problem solving’ and ‘solution selling’ for their buyers (there’s a big difference, by the way…) and were able to implement this powerful concept directly into their sales conversations moving forward.

They learned how to have their buyer convince themselves to buy, as opposed to having to do all the heavy lifting in the sales conversation themselves - a practice that can leave so small business owners many tired, defeated and ultimately without revenue.

They left the room knowing exactly where to take the conversation with their potential buyer from the first second they start talking, in order to take them from realising the problem that needs solving, all the way to being a converted buyer that is truly thankful for the service coming their way.

But as powerful as these learnings were, there seemed to be one major realisation that served as the icing on the cake to the rest of the selling abilities acquired over the weekend…

You see, the attendees realised the true power of what ‘knowing how to sell’ now gave them:

It wasn't just that they could now close sales in their small business, and it wasn't just that their revenue was about to grow significantly, or that they were now on the path to being as ‘persuasive as possible’...

It was that 'selling' used to be such a gut-wrenching, nausea-inducing and downright frightening ordeal for the majority of them, and now that they had learned a new way to sell... a weight had been lifted that they hadn't even known was weighing them down for so long.

And now that the way they saw sales had changed forever, what do you think now became possible in their mind moving forward?

Their entire perspective on what it meant to be in business – and ultimately what they could achieve through its success as a vehicle – had opened up now to whatever it was they wanted it to be. That in itself was one of the most impacting and life changing experiences for the attendees of June’s ‘Code of Selling’ Masterclass.

So many small business owners hold them back from going after what is most important to them – which requires being vulnerable and putting themselves out there – because they know that at some stage if they are to make money from it, they are going to need to sell.

And that’s a terrifying thought for so many small business owners, but once the way they saw ‘selling’ for what it truly is as a way of helping other people make effective decisions that they aren’t able to make for themselves, that entire restriction had been lifted.

And now ‘possibility’ – not just in sales and business – but in their life at large had taken its place. 

Where their business goes from here is based on a trajectory that is fuelled by a confidence they've never experienced before, and with that comes a level of certainty that so many can spend their entire professional careers chasing.

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 marketplace.

TPM Beginner's Guide

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Put an end to the ‘Hard Sell’ and close your next buyer today:

Please leave this field empty.

On June 3rd and 4th, 2017, a room of passionate, determined and committed small business owners and sales professionals stepped foot into what was to be a weekend of immense and intense growth in sales ability. Little did they know it, but the way they saw ‘selling’ in the modern business world was about to change forever and their revenue numbers were about to change right along with it. Over two in-depth days, the attendees entered a new world of knowledge where they began to understand the raw psychological reasons behind why their buyers were truly buying their product or service. They grasped the difference between ‘problem solving’ and ‘solution selling’ for their buyers (there’s a big difference, by the way…) and were able to implement this powerful concept directly into their sales conversations moving forward. They learned how to have their buyer convince themselves to buy, as opposed to

Continue reading