In this podcast episode, Justin Michael shares his unique sales methodology, the Justin Michael Method, emphasising the importance of understanding prospects' needs and building relationships. He discusses strategies for bypassing gatekeepers, the art of discounting, and engaging CFOs by demonstrating ROI. Justin also highlights the role of customer case studies in proving value and addresses the challenges of sales forecasting. He stresses the significance of developing sales talent within organisations and the value of mentorship and apprenticeship in achieving sales excellence, and much more!
Timestamps
The start of sales career (00:00:56)
Working with Sean Parker (00:01:50)
Building a community (00:04:33)
The Justin Michael Method (00:05:58)
Psychology in sales (00:11:22)
Building relationships with prospects (00:14:34)
Preventing loss of champions (00:18:53)
Morphing and Waterfalling (00:19:53)
Discounting Strategy (00:20:45)
Creating a Compelling ROI Business Case (00:22:39)
Value Demonstration through Case Studies (00:24:43)
Approaching Sales Forecasting (00:26:06)
Balancing Quotas and Celebrating Wins (00:28:14)
Career Advancement and Specialization (00:30:13)
Developing Sales Talent (00:32:44)
Challenges of Writing a Book (00:34:17)
Writing a Business Book (00:35:57)
Michael’s Links
Agency - https://hypcccycl.com/
LinkedIn – https://www.linkedin.com/in/michaeljustin/
Sales Superpowers - https://www.amazon.co.uk/Sales-Superpowers-Outbound-Operating-Explosive/dp/1948382687
My Links
Podcast: https://lifeselfmastery.com/itunes
YouTube: youtube.com/lifeselfmastery
Twitter: https://twitter.com/rohitmal
Mastering Outbound Sales with Justin Michael