Sales 101: the Fundamentals of Selling - Damian Johnson

Damian Johnson - “SERVING UP SALES”

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INTRODUCTION
Growth of any type is greatest when the environment is conducive to growth. Toxic environments restrict growth. At a high level, sales is a simple process yet when you dig deeper you find many nuances and complexities at the micro level. The face that sales requires human interaction almost by default introduces emotions and as such, the need to manage emotional state is critical.  

Success leaves clues. One of the common threads among successful salespeople is confidence and belief in themselves. The exhibit PMA (Positive Mental Attitude), intestinal fortitude, resilience. None of this happens by accident, they are intentional about cultivating an inner environment that is conducive to maintaining the proper mindset, attitude and perspective on sales. 

In today’s show, we will unpack some aspects of the inner game of sales and discuss how to create an environment that is conducive to sales growth.

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Show Objectives - The Why
Sales is the magic elixir for every business. Period.  Every business needs a strong sales function to not only survive but also thrive. A business can recover from many missteps in its growth journey, including operational inefficiencies, bad product and marketing decisions but sales is what brings in the revenue to keep the doors open and the lights on. You’ll never see a company go out of business because it has too many sales! In the Serving Up Sales show, we cover all aspects of the sales process including mindset as well as the tips, techniques and tools to increase closing rates and make the cash register ring. Ching Ching!  


Key Issues - Owner Perspective:
Sales is often a misunderstood concept and what makes it work is even more misunderstood. 
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The simple fact that selling requires human interaction means that by default emotions and the management thereof is also a part of the process. In fact, the process of sales begins with mindset - attitude and belief. In an increasingly competitive environment, the business owner needs to know how to turn up the sales dial. This show will cover the mindset, attitude, perspective and beliefs necessary to be a successful sales professional.

What You Need to Know - The What
There is a mindset, attitude, belief and perspective that is common among successful sales professionals. Adopt these and confidence improves and so will sales.


What You Need to Do - The How

• This week is the second episode of Serving With Sales and Damian will be discussing Sales 101: the Fundamentals of Selling. We lay a solid foundation for sales by answering like: 
  • Why is attitude important? 
  • Why is belief necessary?
  • Why perspective makes all the difference?
  • What mindset is necessary for sales?

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

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