How to Get a Hard No

In today’s episode, we cover the unsold mindset with Colin Goggins and Garrett Brown. Colin and Garrett are sales leaders, teachers of the popular USC course Sales Mindset for Entrepreneurs, co-founders of Agency18, keynote speakers and guest lecturers, and the authors of The Unsold Mindset: Redefining What It Means to Sell.

Sales can be brutal if you don’t have the right mindset, so what makes the best salespeople so great, what is the one quality you should express in every interaction with a potential customer, and how do you build resilience to push through all the rejection? 

What to Listen For

• Introduction – 0:00
• What makes for a great salesperson and why don’t the best salespeople consider themselves to be salespeople?

• Transformational vs Transactional Sales – 22:10
• What is the difference between transformational and transactional sales and which one do customers prefer?
• Why is it a strength to be intentionally ignorant when meeting/speaking with customers?
• What is the most important quality you can express when interacting with a potential customer?

• Rejection and Resiliency – 34:18 
• What can you do to build resilience in sales so you don’t get hung up on rejection?
• What is the difference between toxic positivity and pathological optimism and why is one off putting while the other is necessary to accomplish great things?

• Goal Setting – 56:32 
• How should you view and set goals so they help you rather than hinder you?
• How do you find a meaningful purpose in your work when you feel your work is meaningless?

Salespeople are great connectors, and success in sales not only takes hard work but also the right mindset. Building resilience is key to sustaining energy in sales, so techniques like positive self-talk are incredibly important. By setting achievable goals and adopting motivation techniques like vision boards, you’ll be able to tackle any challenges that arise in the workplace. Attitude is everything when it comes to finding purpose and passion in your work; no matter how mundane it may seem, every task can bring joy and meaning if you choose to make it worthwhile. 

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Resources from this Episode

The Unsold Mindset: Redefining What It Means to Sell by Colin Coggins, Garrett Brown

Colin and Garrett’s website

Colin and Garrett on Twitter

Colin and Garrett on Instagram

Check in with AJ and Johnny!

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