Mastering the Psychology of Sales and Breaking the Upper Limit with Justin Michael #046

The Sales Consultant Podcast

Justin Michael is an Executive Coach, 4x Best Selling Author, a Co-Founder, and the global authority on outbound prospecting.

In this interview, Justin shares insights on the connection between self-image and income, emphasizing the impact of subconscious programming on financial success. He delves into the psychology of wealth, discussing the hedonic treadmill and the upper limit problem. Justin highlights the role of identity and subconscious beliefs in shaping thoughts and actions.

He explores the significance of the brain's state during manifestation, advocating for practices like meditation and music to shift the subconscious. Justin introduces the concept of "Venn Selling," combining elements of the law of attraction, visualization, and his unique sales strategies. He touches on the power of personalized interactions, recommending a slow, relationship-building approach for B2B coaches and consultants.

Justin shares his journey into coaching, stressing the importance of self-belief and the transition from traditional employment to entrepreneurship. The conversation wraps up with a focus on the human element in sales, expressing gratitude for the opportunity to transform lives.

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ime Stamps:

[2:00] - How self image and the subconscious mind determine your income. Justin explains the concepts such as hedonic treadmill, hedonic adaptation, and how he helps salespeople manifest success through techniques like visualization.

[8:40] Justin’s perspective on a concept he calls “Venn Selling” that is based on the fact that images process 60,000 times faster than words.

[10:43] “The greatest issue with ChatGPT and Open AI is the neediness and creepiness factor.”

[15:38] How validating and praising the prospects vendor choice works as a sort of reverse psychology to get prospects to open up about what’s not working.

[18:21] - The magical polarity shift.

[20:30] - Linkedin DM flows, a technique that Justin calls the “4th Frame” which he used to charge $10,000 for.

[22:00] - Justin’s advice to other sales consultants/coaches/trainers.

[23:52] - The inflection point when Justin went all in on his coaching business.

[26:07] - Advising over 200 companies, coaching over 1,000 people and making more than he ever did in software sales all by “killing the profit motive.”

Connect with Justin:

Justin’s LinkedIn page - https://www.linkedin.com/in/michaeljustin/

Justin’s books:

Justin Michael Method 1.0:

Sales Super Powers: A New Outbound Operating System to Drive Explosive Pipeline Growth - https://www.amazon.com/Sales-Superpowers-Outbound-Operating-Explosive/dp/1948382687

Justin Michael Method 2.0:

An Advanced Outbound System To Drive Explosive Pipeline Growth With New Sales Superpowers - https://www.amazon.com/Justin-Michael-Method-2-0-Superpowers/dp/1948382717

Connect with Derrick:

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/

These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw