Garrett Brown and Colin Coggins are co-authors and experts in the field of sales and leadership. They are known for their collaborative work on "The Unsold Mindset: Redefining What It Means to Sell," a book that challenges traditional sales paradigms and emphasizes authenticity, emotional intelligence, and a human-centric approach to selling. Both are also adjunct professors at the University of Southern California’s Marshall School of Business, where they teach courses on sales and entrepreneurship. Their work focuses on redefining what it means to be successful in sales by aligning personal values with professional goals.

SHOW SUMMARY

In this Selling from the Heart podcast episode, Larry Levine and Darrell Amy explore the importance of authenticity and emotional intelligence in sales with guests Garrett Brown and Colin Coggins, co-authors of 'The Unsold Mindset.' They discuss how the greatest salespeople differentiate themselves through a mindset focused on human connection rather than traditional sales tactics. Key topics include the value of connecting with prospects on a personal level, leveraging emotional intelligence, and maintaining a human-centric approach amidst increasing technological advancements. Practical insights, such as the 'three things you can love' exercise, provide actionable advice for sales professionals looking to build trust and meaningful relationships.

KEY TAKEAWAYS

• Authenticity in Sales: Authenticity isn’t just a buzzword; it's the foundation of successful, trust-based selling. The best salespeople are those who embrace their imperfections and show up as their true selves.
• Mindset Over Techniques: The greatest salespeople succeed not because of their tactics, but because of their mindset. They genuinely care about their prospects and are focused on adding value rather than simply closing deals.
• Relatability and Connection: Building strong connections with prospects starts with finding common ground and showing genuine interest in them as people, not just as potential customers.
• The Power of Vulnerability: Being open about your imperfections can help prospects see themselves in you, fostering trust and deeper relationships.
• Transformational vs. Transactional Sales: Sales should be seen as a transformational experience where both parties benefit and grow, rather than just a transaction.

QUOTES

• "The best sellers on the planet just care differently than everybody else."
• "You can't change your world or anyone else's world if you can't move people, and the greatest salespeople do this in the most authentic way possible."
• "If we're in the people business, then you have to give a rip about people in many different ways."
• "The greatest salespeople are great because of what they’re thinking, not just what they’re doing."

FOLLOW THE CONVERSATION

Garrett Brown’s LinkedIn: https://www.linkedin.com/in/garrettjbrown/

Colin Coggins’s LinkedIn: https://www.linkedin.com/in/colincoggins/

Learn more about Darrell and Larry:

Darrell's LinkedIn: Darrell Amy

Larry's LinkedIn: Larry Levine

Website: Selling from the Heart

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