A problem rarely lies on one layer, there are usually multilayer causes. That is why it is important for self-development that a complete plan is drawn up. This is to achieve the development goals and to minimize or eliminate the barriers on all necessary layers.
Side note: Usually when people give you advice, then a solution is given to change something on only one layer. The Advice is usually ineffective because it is rejected on a deeper layer. It does not suit you (at that moment).
Back to Bas’s example. His problem was not solved by following the sales course. The sales course lies on the layer of competence. He has acquired new skills, but the problem is on several layers, of which he is not aware.
Bas formed patterns in his youth and these old patterns are triggered by customers. When a customer objects to his offer, Bas reacts very fiercely and chooses the attack. As a result, the customer loses confidence in Bas. In psychology, this behaviour is called a suspicious mask structure.
Bas beliefs: “Customers will come to you if you are good enough.” and “Customers must accept what the specialist says and offers.”
This mask structure in conjunction with the beliefs ensures that Bas does not believe in the sales course. Therefore he experiences the course as ineffective.
In addition, the focus of a group training / course is on the group and not on the individual. As a result, the pace of development is not personalized for Bas, making the course inefficient.