Wall Street Journal Bestseller & Next Big Idea Club “Must Read”
The Unsold Mindset: Redefining What it Means to Sell
We all sell, every day...
Yet the word “sales” makes most people think of a confident, fast-talking, know-it-all extrovert (at best), or a pushy, manipulative huckster (at worst). When people find themselves in a situation where they need to sell, they feel compelled to put on the persona of the "good salesperson" they have in their mind. But what if the greatest sellers on the planet are the opposite of who you think they are?
"If you’re in sales — and everyone is in sales! — this book is an extremely useful guide. It will hone your powers of persuasion and connection. And it will help you become better salesperson by becoming a better version of yourself.”
Daniel Pink, #1 New York Times bestselling author of The Power of Regret, Drive, and To Sell is Human
“This book presents a fascinating paradox: the harder you sell, the less convincing you often become. Garrett Brown and Colin Coggins bring riveting stories and rich experiences to shatter the stigma of selling and help you inject authenticity into your efforts to persuade.”
Adam Grant, #1 New York Times bestselling author of Think Again and host of the TED podcast WorkLife
“This book turns traditional thinking about selling on its ear. Crucially, that ear needs to be open to the important insights the book delivers that demand to be heard and employed.”
Robert Cialdini, New York Times bestselling author of Influence
"You can have all the data in the world, but it won't do you any good if you don't have a mindset that gives you permission to challenge what you're expected to do with it. As an engineer, I was unsold on what it meant to sell, and that unconventional thinking led to a fulfilling career that I'm proud of. By uncovering the art behind the science of selling, The Unsold Mindset shows readers how to turn their own authentic qualities into their greatest strengths."
Mark Roberge, Harvard sales professor, former chief revenue officer at HubSpot, and author of The Sales Acceleration Formula
"We're all selling something. Whether you're a marketer, a salesperson, an entrepreneur, an executive, a teammate, or a student, The Unsold Mindset should be required reading for anyone who wants actionable ways to hack their mindset and become the best version of themselves in any selling situation."
Sean Ellis, author of Hacking Growth
To understand the Unsold Mindset, Colin & Garrett sought out some of the greatest sellers from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, artists, engineers, and countless others in between.
“A great salesperson can take themselves out of the equation, and introverts do that well. [Building my business] made me realize that my personality is a strength when I sell.”
Roy Choi, celebrity chef/founder of Kogi BBQ food trucks. Excerpt from The Unsold Mindset.
“There are negative fuck its and positive fuck its. Negative fuck its are where you throw your hands up and say ‘fuck it’ because you feel like you have no other options. Positive fuck its are where you say, ‘Fuck it, I’m gonna go for it. I’m going to build something amazing. I’m gonna fucking make this shit work.’”
JB Smoove, actor/comedian/entertainer. Excerpt from The Unsold Mindset.
“People expect generals to be a certain way and if you’re trying to motivate and inspire groups, there are times when it’s helpful to act like that image of a general, to look the part and puff your chest up and give a big speech. But there are other times when it’s better to be the opposite; to be nonthreatening and relatable, different from the stereotype.”
General (Ret.) Stanley McChrystal. Excerpt from The Unsold Mindset.
“You guys teach sales mindset and entrepreneurship? I always tell people sales is everything. Everything in life is sales.”
Sara Blakely, founder of Spanx. Quote from USC Greif Center Entrepreneur of the Year event.