Introverts, Curiosity & Human Connection: The Sales Mindset That Outperforms Scripts Global Sales leader Podcast Episide 88

In this episode of The Global Sales Leader Podcast, Jason Cooper sits down with Colin Coggins and Garrett Brown, authors of the acclaimed book The Unsold Mindset, professors at USC, and two of the most insightful voices redefining how we think about selling.This conversation tears apart the old clichés of sales and replaces them with something far more powerful — human connection, curiosity, purpose, and authentic imperfection.🔥 What we cover in this episode:• Why introverts often outperform extroverts in sales• The hidden superpower behind curiosity and “r• Why trying to act perfect kills trust• How the best sellers make prospects “see themselves” in them• The neuroscience behind relatability, mirror neurons, and human connection• The difference between goals and purpose — and why the best sellers avoid goal-obsession• Why vulnerability immediately builds credibility• How AI is shifting the value of authentic integrity• Storytelling, mindset, and the iconic “couch cushion” sales story• How to find your purpose (and how to help clients find theirs)• Falling in love with customers (the real meaning behind it)• Why caring differently is the true multiplier in salesThis is one of those conversations that doesn’t just teach — it changes how you think.If you want to sell with more heart, more curiosity, more intelligence, and more authentic human presence, this episode will hit home.00:10 – Introverts vs extroverts in sales00:48 – Why introverts make exceptional sellers01:11 – The self-selection myth in sales careers01:22 – When introversion becomes a superpower01:46 – The permission to sell your way02:06 – Why copying “star sellers” doesn’t work02:20 – Scripts vs authentic conversation03:10 – Practice, personality, and finding your own sales voice03:58 – The humour break (“I’m a Libra and a Scorpio…”)04:13 – The concept of r and why it matters04:34 – Curiosity as the No.1 skill in the age of AI05:15 – Purpose-driven selling and self-buy-in06:02 – Why sales isn’t about you06:35 – Purpose vs goals — the mindset shift07:25 – Magnetic sellers: why people gravitate to authenticity08:11 – Human connection, perception & Joe Navarro09:00 – Relatability, mirror neurons & the brain09:22 – How to find your purpose10:12 – Why people buy from people like themselves11:00 – Imperfection as the only universal connector12:04 – Why perfectionism kills sales12:40 – Story: delivering workshops while sick & embracing imperfection13:15 – AI & the rise of “authentic integrity”14:05 – Showing your work (why imperfection builds trust)15:25 – COVID, shared struggle & the rise of underperformers16:22 – When sellers and prospects suddenly become a team17:10 – The “too good to be true” venture capital mindset18:02 – Transparency, feedback & co-creating solutions18:40 – The mindset traps sellers create19:10 – Using AI to uncover blind spots and self-stories20:05 – The big question: What makes a great partnership?20:44 – How the Unsold Mindset partnership succeeds21:30 – How to find Colin & Garrett + where to get the book22:30 – Jason wraps up (and shares his favourite insights) 🔔 Don't forget to subscribe to our channel to stay updated on the latest episodes and exclusive content! Hit the bell icon so you never miss out on valuable tips and advice from top sales leaders worldwide.👉 Subscribe here: https://www.youtube.com/@jasoncooper1970Connect with us:📧 Email: [email protected] 🌟 Website: www.jasoncooper.io/