169: Why MIndset Shifts Change Everything with Justin Cunningham

In this episode of the No BS Sales School with Walker McKay, Walker talks to sales coach Justin Cunningham. Justin talks about how he shifted from a life in entertainment to marketing and sales. Justin also talks about his sales philosophy called ‘Connect and Solve’, which is centered around finding solutions to solve a client’s problems, instead of persuasion. 

In another life, Justin was a famous skateboarder and freestyle rapper. Make sure to make it to the end for a demonstration of Justin’s freestyle genius. 

HIGHLIGHTS

From skateboarding and rap battles to sales coachingFriction and propulsion in sales Connect and solveDon't rush the buying process How to establish rapport with your customersKeep asking 'why' until you reach the bottom of the problemGet attached to the process, not the results Lessons learned from door-to-door selling

QUOTES

Justin: "It's about finding those performance black holes. Often, you don't need to reinvent yourself. You don't need to reinvent every tech and every strategy, and every sales technique. It's just finding, as Daniel Ariely, the social anthropologist would say, you should always look at your business systems and look at, are you increasing friction or increasing propulsion." 

Justin: "My sales methodology, I call it 'Connect and Solve.' And so, my whole ethos is really around the deeper connection I can make, the deeper opportunity I can solve. And of course, [this] leads to, from a pragmatic standpoint, a bigger sales opportunity, bigger profit, more lines on the invoice, more items per sale."

Justin: "You need to understand what the opportunity is. Connect and solve, not attract and convert. You can say all the right things and you might be a super confident rock star, and I'm happy for you. But I guarantee you, if you're rushing, you're leaving money on the table, and you are not actually developing empathy and rapport."

Justin: "Just show up and be everything you can be. When in doubt, ask good questions and shut up." 

Where to find Justin:

Free Resources: https://sociatap.com/justincunningham/Website: https://ishiftresults.com/LinkedIn: https://www.linkedin.com/in/justincunningham1/

Where to find Walker:

LinkedInTwitterInstagramFree training coursewww.walkermckay.com