Value Is the Driver of Every Human Interaction
When there’s no longer any value in an interaction, then the sales cycle stops.
Justin Bridgemohan is the Regional Director at Influitive, an advocacy marketing platform designed to help businesses supercharge their customer’s enthusiasm for their products and services. Justin has been promoted twice since he joined Influitive in 2013 and has been a leader on Influitive’s rapidly-growing sales team. Justin shares some of his keys to success, but the most important of them all is to always deliver value in every human interaction. If you don’t, then the sales cycle stops dead in its tracks.
“Confidence, in my opinion, comes partially from competence.” Tweet this
“Value is the driver of every human interaction.” Tweet this
“Every time there’s an absence of value in an interaction, then the sales cycle stops.” Tweet this
[0:45] What are the top three things that make Justin different?
[4:40] Scott gives a shout out to his sponsor, Nudge!
[5:20] How did Justin position himself as the expert in the room?
[8:00] What is Justin’s process?
[8:15] Although it may sound obvious, if Justin is able to get more people who actually want to work with him, then he will have a higher chance of success. So many sales representatives forget this important piece.
[10:20] How does Justin communicate this process to the client and get them to jump on board?
[13:05] How does Justin incorporate the buying process into the client relationship?
[15:25] How does Justin mitigate risk?
[17:30] Justin is the regional director at Influitive and discusses some of his responsibilities at the company.
[21:20] At what point did Justin decide to pursue his sales career more seriously?
[24:40] What has been the biggest challenge for Justin so far?
[28:15] As a Toronto native, how did Justin end up in Dallas?
[30:15] How does Justin manage the virtual aspect of his job and stay connected with his team?
[31:25] What does a typical day look like for Justin?
[34:55] How does Justin manage his routine when he’s on the road and traveling?
[37:25] What kind of apps does Justin use the most?
[38:35] Justin has no games on his cellphone and tries to keep his distractions at a minimum.
[40:50] Justin recommends the book Getting More by Stuart Diamond. You will save money!
[41:45] How would Justin describe his sales style?
[43:00] Does Justin subscribe to a particular sales philosophy?
[46:00] What motivates Justin?
[50:00] Justin disagrees with the common sales mantra of ‘always be closing’. It doesn’t make any sense. No one ever wants to be closed.
[53:10] You have to be clear on what your standards are and follow through with it.
[59:00] Human psychology is much more effective than common sales tactics.
[1:00:20] How does Justin take what he reads and put it into action?
[1:02:40] What would Justin like to learn from top sales reps in other organizations?
[1:08:25] Justin wants to remind the audience that sales, at its core, is a game of psychology.
[1:10:00] How can sales reps improve their skills? What advice does Justin have?
[1:15:00] Don’t forget to visit Top1.Fm for more great resources and updates!
Mentioned in This Episode:
Getting More by Stuart Diamond
The Challenger Sale Book by Brent Adamson and Matthew C. Dixon
How to Win Friends and Influence People by Dale Carnegie
Influence by Robert Cialdini
Unleash The Giant Within by Tony Robbins
Fierce Conversations by Susan Scott