MergedAnalytics Tracking Image - NoScript
International Business Growth Radio Network
  • WELCOME
    • EXEC TEAM
    • CONTACT US
    • PRIVACY
  • RADIO
    • ON AIR NOW
    • LISTENER GUIDE
    • SHOWS ON DEMAND >
      • BUSINESS PODCASTING MADE EASY
      • ECONOMIC NEWS >
        • IBGR.News
      • EXIT STRATEGIES >
        • An Epic Business Exit
        • Catalytic Conversation$
        • Exitology
        • The CFO Perspective
        • The Entrepreneur's Edge
        • The Smart & Savvy Business Exit
      • FINANCE >
        • Business Econ for a Post Pandemic World
        • Economics For Owners
        • Employee Capitalism
        • Money Matters
        • Practical Solutions to Difficult Problems
        • TurboCharge Your Business
        • Your Money Machine
      • HR / PEOPLE SKILLS >
        • Business and Beyond
        • Business Processes & People Talk
        • Equipping Others
        • Staff It!
        • Success Can Be Fun - With Focus!
        • The People Side of Business
        • Women of Business Thriving
      • INTERVIEWS >
        • Get You Noticed!
        • The Referral Guy Interviews Your
        • The Magnetic Voice
      • LEADERSHIP >
        • Compassionate Leaders of Influence
        • Destiny Road
        • Engaging Your People For Success
        • Leadershift with Col Ajai Lal
        • Leadership Powered by Common Sense
        • Influencing for Global Impact
        • Talk Leadership with Cedrick on the Radio
        • Your Corporate Confidante
      • MARKETING >
        • Building A Multilevel Marketing Empire
        • Level-Up Your Marketing
        • No Nonsense Market Domination
        • Buying Customers
        • #Seriously Social
        • Results Oriented Marketing
      • MINDSET >
        • Building Success Habits
        • Building You to Build Your Business
        • Entrepreneurial Mindset
        • Peak Impact Mentorship
        • Guidance To Wealth
        • The Hero Within
      • OPERATIONS >
        • Build It!
        • Building In Front of You
        • Building In Front of Your 2
        • Lead Lean
        • Pencils & Pistons
        • Planning Out Loud
        • Processes Under Control
        • The Ralph Peterson Radio Show
      • SALES >
        • Beyond The Method Selling
        • Inside The Customer
        • Sell It!
        • Serving Up Sales
      • STARTUPS >
        • A Business Primer for Startups
        • A New Business Model For Startups
        • Adulting In My Purpose Business Edition
        • Building Startup Operations
        • Creating A Consulting (Improvement) Business
        • How To Start A Consulting Firm
        • Survival Mode
        • The Geriatric Entrepreneur
        • Your Business 2.0
        • Z Gen Entrepreneurship
      • STRATEGY >
        • #OwnrLife
        • Better Your 4 U
        • Build Your Core for Dynamic Partnerships
        • Grow It!
        • How to Avoid Becoming the 80%
        • How To Become the Top 5%
        • How to Move Beyond the 15%
        • Living the Life .. On YOUR Terms
        • Own It!
        • ReImagine Your Business
        • The Business Owner's Bookshelf
        • The Self Managing Organization
        • Tenacious Top of Mind Business Insights
    • MEET THE HOSTS >
      • Ben Gioia ("joya")
      • Bert Robinson
      • Chris Mayfield
      • Crystal Y. Davis
      • Donna Kunde
      • Doug Thorpe
      • Ellen McIlhenny
      • Glenda Thompson
      • Jason "Wally" Waldron
      • Jeremy Gray
      • Jörn "Joe" Menninger
      • Kevin Beers
      • Lisa Askwith
      • Londina Cruz
      • Mike King
      • Monique McDonald
      • Patty Lawrence
      • RJ Lewis
      • Sarita Johan
      • Steve Sweeney
      • William Eastman
    • JOIN THE TEAM >
      • BECOME A HOST
      • BE A SPONSOR
  • CONSULTING
    • HOST PACKAGES
    • ADVERTISING PACKAGES
    • BUSINESS MAKER PACKAGES
    • FRACTIONAL CONSULTANTS
  • NEWS
    • E-NEWSPAPER
    • NEWS BLOG
    • NEWS PODCASTS
  • RESOURCES
    • START HERE
    • SHOW NOTES
    • GROWTH APP
    • FACEBOOK COMMUNITY
    • LINKEDIN COMMUNITY
    • EVENTS
    • IBGR MERCHANDISE
IBGR.NETWORK

Show Notes

DOWNLOAD. LISTEN. ENGAGE.

Damian Johnson - “SERVING UP SALES” - Episode 9 - Selling With STYLE!

10/3/2021

0 Comments

 
Picture
Damian Johnson - “SERVING UP SALES” - Episode 9 - Selling With STYLE!

IBGR.Network - PROFIT Radio. Everything a business owner needs to start, grow or exit a business. GROW WITH US.

INTRODUCTION

​If your goal is to add value to ANYONE in an influential way, you must learn the art of selling.  This art begins first by understanding your OWN selling style, then learning the buying styles of your customers, and matching the two styles together
for maximum sales benefit.


People have different personalities, and they think, do and BUY uniquely based on those personalities!  This is like a KEY to unlock the CASTLE door once you master it! And you CAN master it!

Show Objectives - The Why

Here are 3 reasons why you should listen to today’s show:
  1. You will understand YOUR selling style – for SURE you’ll learn new things about yourself!
  2. You’ll Understand your BUYER’S buying style
  3. And with these two pieces of information, you can consistently sell more efficiently and effectively – you WILL get more sales!

By doing this here’s a few of the benefits:
  • Increase Your Awareness
  • Advance Your Personal Development
  • Increase Your Confidence
  • Increase Your Satisfaction
  • Increase Your Value to Customers 


Key Issues - Owner Perspective:
Leadership expert, John Maxwell has written over 100 books on leadership, and the foundation of his teaching is built on 4 Principles of Leadership, the first being “Everything in life rises and falls on leadership.”  Not some things, not many things, but everything.  Not just in the big things….in our personal life, our professional life, everywhere, and in all things life rises and falls on leadership, and the same thing applies to selling.

Everything in selling yourself, your products, and your services requires leadership.
In fact, you are gifted with talents and skills as sales people that you could help lead, influence, and develop in others.

Learning more about your selling style and the buying styles of others is going to raise your level of sales leadership.  


What You Need to Know - The What
What we’re talking about, right out of the gates is getting the focus off of yourself and learning how to best communicate with those you are working to sell.  In order to do that we have to be self aware of how we communicate during the sales process.

This process starts with understanding the different selling and buying styles and how to identify those prior to, and during the sales process.

There are several personality assessments available today.  One of the most effective models for sales impact is the DISC model of behavior. Today – DISC usage has been expanded into a variety of interesting business focuses such as communication, leadership, and sales. 

The DISC model proposes that the behavioral expression of emotions could be categorized into four primary types, stemming from the person's perceptions of self in relationship to his or her environment. These four types were labeled as Dominance (D), Influencing (I), Steadiness (S), and Compliant (C).


What You Need to Do - The How

D - Extroverted & Direct Buyers are generally disinterested in "how" the job is done, they like change, and taking risks. 

Common Characteristics of “D’s” include
  • Fast-paced; to-the-point
  • Decisive
  • Competitive
  • Individualistic
  • High ego strength
  • Confident

They make buying decisions based on expert reviews, product quality, results, and they want to do it
NOW!


Selling Tips for D’s

Do:
  • Be direct and to the point
  • Focus on results and benefits
  • Be confident and assertive

Don’t:
  • Over promise
  • Joke around
  • Mislead with a claim

BIG IDEA: Use a “Bottom Line” strategy
Let’s do this NOW! Be brief, Be bright, Be gone…

I - Extroverted & Friendly Buyers are positive, outgoing, and talkative and have a greater need for the salesperson to interact with them.  

Common Characteristics of “I’s” include:
  • Responsive & Charismatic
  • Optimistic and Spontaneous
  • Sociable and Dynamic
  • Enjoys Small Talk
  • Emphasizes Having Fun
  • Extroverted Feelings
  • People Focused

They make buying decisions based on impulse, word of mouth, aesthetics, and how you make them
FEEL!


Selling Tips for I’s:

Do:
  • •Allow them to talk
  • •Listen to their stories
  • •Tell them the benefits

Don’t:
  • •Give them too many details
  • •Disregard their concerns
  • •Be short in your responses

BIG IDEA: Use a “Conversational” strategy
Let’s do this together - Involve me…


S - Introverted & Cooperative Buyers ask more questions, and make less statements. They have a greater need for security from the salesperson. 

Common Characteristics of “S’s” include:
  • Friendly, Relaxed, Agreeable
  • Cooperative, Encouraging
  • Patient & Caring
  • Resist Change & Taking Risks
  • Relaxed
  • Empathetic
  • Introverted Feelings
  • People Focused

They make buying decisions based on practicality, simplicity, and your ability to make them feel more
SECURE!


Selling Tips for “S’s” 

Do:
  • Show sincere interest in them
  • Give them facts
  • Ask questions and let them talk

Don’t:
  • Be aggressive
  • Be fast paced
  • Not provide assurances

BIG IDEA: Use a “Personal” strategy
Let’s do this in a caring way. Show me you care…


C - Introverted & Analytical buyers are independent, formal, and precise.  The higher the “C” the more the need for details and compliance (correctness) from the salesperson.  

Common Characteristics of “C’s” include:
  • Less Responsive
  • Less Expressive
  • Seem Reserved
  • Cautious & Controlled
  • Questioning
  • Task & Quality Oriented

They make buying decisions based on proven ability, product warrantees, comparisons, and your ability to provide them with
INFORMATION!


Selling Tips for “C’s”

​Do:
  • Allow them to ask questions
  • Be accurate with responses
  • Provide facts and details

Don’t:
  • Pressure them to decide now
  • Ask personal questions
  • Overstate the facts

BIG IDEA: Use an “Evidence & Confirmation” strategy
Let’s do this right...Give me the details…

 
Damian Johnson 
Having over two decades in a successful sales career in the mortgage sector, Damian continues to pursue his passion in sales and people development.


Damian is also the Owner of Mandeville Ingleside LLC, whose mission is to develop and equip leaders, professionals, business owners and individuals who are able to build stronger teams that deliver demonstrated optimal performance and results.

Damian is passionate about equipping leaders and helping people to take action that will maximize their potential. His success and experience has allowed him to advance his reach, influence and impact by working with international organizations and teams who want to leverage their sales teams potential through in-person and virtual training programs across the Caribbean Islands (Trinidad, Barbados, Jamaica), Europe (U.K.), Africa (Liberia), and South America (Costa Rica). In a strategic pivot to expand his reach internationally, he is also a Radio Talent with the International Business Growth Network.  You can connect with Damian on Facebook and Instagram via his handle @iamdamianjohnson

​
0 Comments



Leave a Reply.

    new choice for BUSINESS SEARCH

    Archives

    January 2023
    December 2022
    November 2022
    October 2022
    September 2022
    August 2022
    July 2022
    June 2022
    May 2022
    April 2022
    March 2022
    February 2022
    January 2022
    December 2021
    November 2021
    October 2021
    September 2021
    August 2021
    July 2021
    June 2021
    May 2021
    April 2021
    March 2021
    February 2021
    January 2021
    December 2020
    November 2020
    October 2020
    September 2020
    August 2020
    July 2020
    June 2020
    May 2020
    April 2020
    March 2020

    Categories

    All
    Aaron Lee
    Ajai Lal
    Ally Nitschke
    Angela Chaney
    Angela Hooper Menifield
    Arthie-moore
    Ben Gioia ("joya")
    Bert Robinson
    Bijay Kumar Khandal
    Bill Kelly
    Bishop Cummings
    Bob DiGiacomo
    Brandon Souba
    Building Success Habits
    Business Podcasting Made Easy
    Cedrick Lafleur
    Celia Powell
    Charles George
    Crystal Y Davis
    Damian Johnson
    David Wilson
    Donna Kunde
    Ellen Mcilhenny
    Fady-g-bader
    Florin Lungu
    Gaby Awad
    James Bryant
    Jan Robberts
    Jeremy Gray
    Johanna Rincon
    John-richards
    Kasfia Rashid
    Kevin Beers
    Laura Bell
    Lisa Askwith
    Londina Cruz
    Monique McDonald
    News
    Nicole Rankine
    Patty Lawrence
    Prerona Roy
    Raj Kapur
    Ramdas Shenoyy
    Ravin Papiah
    Rick Carter
    RJ Lewis
    Russell Colbourne
    Sadika Kebbi
    Sarita Johan
    Scott Geller
    Season 10 Executive
    Season 10 Finance
    Season 10 Operations
    Season 10 People
    Season 11 Executive
    Season 11 Finance
    Season 11 Operations
    Season 11 - Operations
    Season 11 People
    Season 12 Customers
    Season 12 Finance
    Season 12 Operations
    Season 1 Coaching
    Season 1 Consulting
    Season 1 Customers
    Season 1 Executive
    Season 1 Finance
    Season 1 Operations
    Season 1 People
    Season 1 Strategy
    Season 2 Customers
    Season 2 Executive
    Season 2 Finance
    Season 2 Operations
    Season 2 People
    Season 3 Consulting
    Season 3 Customers
    Season 3 Executive
    Season 3 Finance
    Season 3 Operations
    Season 3 People
    Season 4 Customers
    Season 4 Executive
    Season 4 Finance
    Season 4 Operations
    Season 4 People
    Season 5 Customers
    Season 5 Executive
    Season 5 Finance
    Season 5 Operations
    Season 5 People
    Season 6 Consulting
    Season 6 Customers
    Season 6 Executive
    Season 6 Finance
    Season 6 Operations
    Season 6 People
    Season 7 Customers
    Season 7 Executive
    Season 7 Finance
    Season 7 Operations
    Season 7 People
    Season 8 Finance
    Season 8 Operations
    Season 8 People
    Season 9 Customers
    Season 9 Executive
    Season 9 Finance
    Season 9 Operations
    Season 9 People
    Simone Douglas
    START HERE
    Steve Sweeney
    Teena Ogbugoh
    Tracie Hines Lashley
    Vicki Abraham
    Wendy Dickinson
    William Eastman

    RSS Feed

Radio

Become a Host
Get the Listener Guide
Contact Us​

SOCIAL MEDIA

Join our Facebook Group
​Connect on LinkedIn
BTS on YouTube

365 Business Maker

Grow Your Business
Apply to Work With Us
Network and CONNECT

free resources

Download the Growth App
Download the Checklist
Download the Podcasts

Listen Live ON THE FOLLOWING APPS & NETWORKS

Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture

Search IBGR On These Podcast Platforms

Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture
Picture

SPONSORS & AFFILIATES

Picture
Southern Virginia Regional Chamber
Picture
Picture
Influence With A Heart
Picture
Picture
Book Design and More
Picture
Picture
Startup Raven
Picture
Picture
Coach Accountable
Picture
Black Links Global
Picture
Click Funnels
Picture
Picture
Airmeet
Picture
SCHEDULE A NO-RISK, NO OBLIGATION CONSULTATION WITH THE IBGR TEAM
866.4ME.IBGR (866.463.4247)
IBGR.Network is Veteran owned and operated. 
Site powered by Weebly. Managed by Radio.co, Designed by gWORX Media.
  • WELCOME
    • EXEC TEAM
    • CONTACT US
    • PRIVACY
  • RADIO
    • ON AIR NOW
    • LISTENER GUIDE
    • SHOWS ON DEMAND >
      • BUSINESS PODCASTING MADE EASY
      • ECONOMIC NEWS >
        • IBGR.News
      • EXIT STRATEGIES >
        • An Epic Business Exit
        • Catalytic Conversation$
        • Exitology
        • The CFO Perspective
        • The Entrepreneur's Edge
        • The Smart & Savvy Business Exit
      • FINANCE >
        • Business Econ for a Post Pandemic World
        • Economics For Owners
        • Employee Capitalism
        • Money Matters
        • Practical Solutions to Difficult Problems
        • TurboCharge Your Business
        • Your Money Machine
      • HR / PEOPLE SKILLS >
        • Business and Beyond
        • Business Processes & People Talk
        • Equipping Others
        • Staff It!
        • Success Can Be Fun - With Focus!
        • The People Side of Business
        • Women of Business Thriving
      • INTERVIEWS >
        • Get You Noticed!
        • The Referral Guy Interviews Your
        • The Magnetic Voice
      • LEADERSHIP >
        • Compassionate Leaders of Influence
        • Destiny Road
        • Engaging Your People For Success
        • Leadershift with Col Ajai Lal
        • Leadership Powered by Common Sense
        • Influencing for Global Impact
        • Talk Leadership with Cedrick on the Radio
        • Your Corporate Confidante
      • MARKETING >
        • Building A Multilevel Marketing Empire
        • Level-Up Your Marketing
        • No Nonsense Market Domination
        • Buying Customers
        • #Seriously Social
        • Results Oriented Marketing
      • MINDSET >
        • Building Success Habits
        • Building You to Build Your Business
        • Entrepreneurial Mindset
        • Peak Impact Mentorship
        • Guidance To Wealth
        • The Hero Within
      • OPERATIONS >
        • Build It!
        • Building In Front of You
        • Building In Front of Your 2
        • Lead Lean
        • Pencils & Pistons
        • Planning Out Loud
        • Processes Under Control
        • The Ralph Peterson Radio Show
      • SALES >
        • Beyond The Method Selling
        • Inside The Customer
        • Sell It!
        • Serving Up Sales
      • STARTUPS >
        • A Business Primer for Startups
        • A New Business Model For Startups
        • Adulting In My Purpose Business Edition
        • Building Startup Operations
        • Creating A Consulting (Improvement) Business
        • How To Start A Consulting Firm
        • Survival Mode
        • The Geriatric Entrepreneur
        • Your Business 2.0
        • Z Gen Entrepreneurship
      • STRATEGY >
        • #OwnrLife
        • Better Your 4 U
        • Build Your Core for Dynamic Partnerships
        • Grow It!
        • How to Avoid Becoming the 80%
        • How To Become the Top 5%
        • How to Move Beyond the 15%
        • Living the Life .. On YOUR Terms
        • Own It!
        • ReImagine Your Business
        • The Business Owner's Bookshelf
        • The Self Managing Organization
        • Tenacious Top of Mind Business Insights
    • MEET THE HOSTS >
      • Ben Gioia ("joya")
      • Bert Robinson
      • Chris Mayfield
      • Crystal Y. Davis
      • Donna Kunde
      • Doug Thorpe
      • Ellen McIlhenny
      • Glenda Thompson
      • Jason "Wally" Waldron
      • Jeremy Gray
      • Jörn "Joe" Menninger
      • Kevin Beers
      • Lisa Askwith
      • Londina Cruz
      • Mike King
      • Monique McDonald
      • Patty Lawrence
      • RJ Lewis
      • Sarita Johan
      • Steve Sweeney
      • William Eastman
    • JOIN THE TEAM >
      • BECOME A HOST
      • BE A SPONSOR
  • CONSULTING
    • HOST PACKAGES
    • ADVERTISING PACKAGES
    • BUSINESS MAKER PACKAGES
    • FRACTIONAL CONSULTANTS
  • NEWS
    • E-NEWSPAPER
    • NEWS BLOG
    • NEWS PODCASTS
  • RESOURCES
    • START HERE
    • SHOW NOTES
    • GROWTH APP
    • FACEBOOK COMMUNITY
    • LINKEDIN COMMUNITY
    • EVENTS
    • IBGR MERCHANDISE