SIC 015: I Was Overlooked Because of My Race But It Didn’t Stop Me!

Donald Kelly, Phillip Washington Jr., overcome obstacles in the sales industry

Today’s episode of Selling in Color features the founder and Chief Investment Officer of Stone Hill Wealth Management, Phillip Washington Jr. From his first job at Best Buy to door-to-door sales, Phillip learned that his hard working mentality and refusal to give up were traits that helped him overcome obstacles in the sales industry.

Phillip’s sales origin story

  • His dad did Amway growing up, so sales did not have the dubious reputation found in other households.
  • Phillip’s first job was at Best Buy, but he didn’t like the idea of being paid the same amount no matter what he did, so he began selling vacuum cleaners door-to-door.
  • Phillip was later offered an internship with Northwestern Mutual, selling insurance on commission. He was nervous about accepting because it did not come with a salary, and he was worried about making ends meet after selling his previous business.
  • Despite his nervousness, he accidentally scored number two intern in their United States South sector and converted to full-time after graduating. He worked there for eight years. 

Philip’s biggest sales challenges and how he overcame them:

  • Sales is mentally tough, no matter what color you are. But Phillip overcame those mental obstacles by working hard to meet his goals. 
  • Another challenge he had was overcoming ignorance. He wondered why other people made so much more money than him in his early career, even though he worked harder than anyone. 
  • In reality, some people just have more resources, and Phillip learned to keep his head down and work for what he wants.
  • You don’t understand the muscles you’re building when it’s harder for you. And that’s a blessing. 

What gave Phillip his success?

  • Phillip claims he’s not the smartest, but he won’t give up and will outwork anybody to achieve success if he locks onto something.
  • He takes the required risks to put supply and demand on his side.
  • If a white guy and a black guy are selling the same thing and they’re perceived as equal, they’re probably going to buy from the white guy. But, if you clearly provide more value than the competition, you’ll get the sale.

Phillip’s final sales tip:

  • Have somebody to talk to and help process your thoughts and perspectives
  • Phillip wouldn’t have achieved success without his coaches and community supporting him.

Want to get in contact with Phillip? Find all his contact information on Stone Hill Wealth Management’s website.

If you want to get in touch with Joseph, find him on LinkedIn. You can find host Donald Kelly on LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Skipio.

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