Date: April 25, 2025
Host: Michael D’Adamo, CEO of T.O.P. Marketing Group
TOPERGY Sales Call #2 | Mastering PMA, LOA & The 5 Steps
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🔑 Key Takeaways

1. Master the Sales Foundation:
   

   • The foundation of success in this business is built on PMA (Positive Mental Attitude) and LOA (Law of Averages).
     

   • These aren't just catchy phrases — they're time-tested marketing principles that govern consistency and long-term results.
     

2. Use the 5 Steps as a System:
   

   • The 5 Steps are not a style — they are a system of communication. They must be executed with discipline and structure.
     

3. Focus on the 4 Keys:
   

   • The 4 Keys (within the 5 Steps) are even more essential than the steps themselves.
     

   • Special emphasis was placed on Impulse Factors and Rebuttals.
     

   • Mastering impulse reduces the need for rebuttals — likened to a “sword and shield” dynamic.
     

4. Attitude is Everything:
   

   • No amount of skill will compensate for a bad attitude.
     

   • Success starts with internal belief and energy — a poor attitude kills performance.
     

5. Sales Tools: 8 Steps, PMA, LOA, and More:
   

   • Reps were reminded of the full toolkit: the 5 Steps, 8 Steps, PMA, LOA, and daily fundamentals.
     

   • These tools must be internalized and used consistently.
     

6. Word of the Day — Conviction:
   

   • The most powerful form of communication is speaking with conviction.
     

   • If you don’t believe in what you’re saying, neither will your prospect.
     

   • Especially in energy sales, confidence in your product (like price protection) builds trust and credibility.

Mike reinforced the culture of high standards, excitement, and forward momentum, emphasizing that this program is built to develop and elevate the next generation of leaders within the energy space.