In this compelling episode of Coach2Scale, Justin Michael discusses the key principles and methodologies that have driven his success in the sales world. He dives into topics like the amygdala's role, heuristics, and the law of attraction in sales. Justin also shares his views on common myths in the sales profession, the significance of leaving voicemails, and how personalized coaching can elevate sales teams. Additionally, Justin explores unconventional methods like the impact of music and sleep on sales performance, advocating for a holistic approach. With practical advice and real-life anecdotes, this episode is a treasure trove of insights for sales leaders and professionals looking to up their game. Takeaways: ~Inspect what you expect: Regularly review and provide feedback on your team's communications, voicemails, and emails. Ensuring consistency and quality at the top of the funnel can greatly enhance overall performance. ~Model persistence: Teach your team the importance of persistence in sales. Encourage them to follow up multiple times with prospects, as most successful deals require several touchpoints. ~Embrace personalized coaching: Tailor your coaching sessions to fit the unique strengths and areas for improvement of individual team members. This personalized approach can significantly enhance their performance. ~Foster a positive mindset: Create a culture where positive thinking and visualizing success are encouraged. This attitude can transform how your team approaches challenges and setbacks. ~Teach the art of meaningful touches: Ensure that your team's follow-ups provide value and are educational. Thoughtful touches that add value are more likely to engage prospects. ~Promote authenticity: Encourage your team to blend their unique personality with proven sales methodologies. Authenticity in sales builds trust and long-term relationships with clients. `Invest in continuous improvement: Regular training, practice, and reinforcement of skills are critical. Emphasize the importance of being well-read and continuously improving oneself in the sales profession. Quote of the Show:“our thoughts become things and our mentality influences the world.” Links: LinkedIn: https://www.linkedin.com/in/michaeljustin/ Website: https://hardskill.exchange/ Book Link: https://www.amazon.com/dp/B0CMWSC66N?binding=kindle_edition&ref=dbs_dp_awt_sb_pc_tkin Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team. Learn more at coachem.io