About the Book

What if the greatest salespeople on the planet are the opposite of who you think they are?

Everyone sells, every day. It’s why the most successful people are better than most at selling themselves, their ideas, or their products and services.

Yet when people hear the word sales they think of an overly confident, articulate extrovert (at best) or a pushy, know-it-all huckster (at worst). Because of these misperceptions, when we find ourselves in a situation where we need to sell, we feel compelled to put on the persona of a “good salesperson.” But there’s a disconnect between who we think good salespeople are and who they actually are. In any room, they’re not the most self-confident, they’re the most self-aware. They’re not the most sociable, they’re the most socially aware. And they don’t succeed in spite of obstacles, they succeed because of obstacles.

Colin Coggins and Garrett Brown sought out some of the most successful people from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, agents, military leaders, artists, engineers, and countless others in hopes of understanding why these people are so extraordinary. Colin and Garrett found that, as different as all these incredible people were, they all had an eerily similar approach to selling. It didn’t matter if they were perceived as optimists or pessimists, logical or emotional, introverted or extroverted, jovial or stoic—they were all unsold on what it meant to sell and unsold on who people expected them to be.

The Unsold Mindset reveals a counterintuitive approach not just to selling but to life. It’s a journey toward an entirely new mindset—the greatest sellers on the planet aren’t successful because of what they do, they’re successful because of what they think. Being a good person and a good salesperson aren’t mutually exclusive. The Unsold Mindset will change the way you think about selling and the way you think about yourself.

Critical Praise

“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 a better salesperson by becoming a better version of yourself.”  — DANIEL PINK, #1 New York Times bestselling author of The Power of Regret and To Sell Is Human

“Presents a fascinating paradox: The harder you sell, the less convincing you often become. Colin and Garrett 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

“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 and Pre-Suasion

“Authentic, unorthodox, and transformational. Read The Unsold Mindset and find out why the best salespeople embody these traits while everyone else is just ‘selling.’” — BILL BURNETT, executive director of Life Design Lab at Stanford University and #1 New York Times bestselling coauthor of Designing Your Life and Designing Your Work Life

“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. 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 of HubSpot, and author of The Sales Acceleration Formula

“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

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Product Details

• ISBN: 9780063204904
• ISBN 10: 0063204908
• Imprint: Harper Business
• On Sale: 02/21/2023
• Trimsize: 6.000 in (w) x 9.000 in (h) x 0.970 in (d)
• Pages: 288
• List Price: $29.99
• BISAC1 : BUSINESS & ECONOMICS / Customer Relations
• BISAC2 : BUSINESS & ECONOMICS / Sales & Selling / General
• BISAC3 : BUSINESS & ECONOMICS / Mentoring & Coaching