In this episode of Discover the Difference, Colin and Garrett, authors of The Unsold Mindset, return for a conversation about authenticity, optimism, purpose, and the skills that separate the people we naturally want to follow, work with, and buy from.
They share how an unlikely friendship turned into a business partnership, a bestselling book, and nearly a decade teaching their popular Sales Mindset for Entrepreneurs course at USC. Along the way, they challenge the traditional idea of what makes someone a great salesperson and explain why the best sellers are often the most self-aware, curious, and authentic people in the room.
From careers and relationships to leadership and purpose, this episode is ultimately less about how to sell and more about how to show up as yourself, ask better questions, and build a life around the things that bring out your best.
Show Highlights:
[00:00] – Colin and Garrett return to Discover the Difference and share how their unlikely friendship and business partnership began
[04:30] – Why their opposite personalities work so well together and the value of partnering with someone whose strengths complement your own
[08:15] – Nearly a decade teaching Sales Mindset for Entrepreneurs at USC and how younger generations continue to shape the class
[12:10] – Redefining great salespeople: why authenticity and self-awareness matter more than traditional sales tactics
[16:05] – Imperfection, relatability, and why people would rather buy from someone who feels real than someone who feels polished
[20:30] – Grit, adversity, optimism, and the qualities Colin and Garrett believe are harder to teach than technical skills
[24:45] – Breaking away from the career path you think you’re “supposed” to follow and finding your authentic professional identity
[29:10] – How the right workplace culture can create an environment where people feel safe enough to be themselves
[33:35] – Garrett’s turning point in sales: ditching the script, breaking the rules, and accidentally setting a global sales record
[38:10] – From a startup acquisition by Google to teaching at USC, writing a book, and becoming keynote speakers
[43:00] – Why their USC sales class ultimately became a “life class” and the lessons students carry into their careers and relationships
[47:20] – The idea that everyone is selling something—and why selling authentically is really about building better relationships
[51:45] – Abundance versus scarcity and how changing the conversations you have with yourself can change your outcomes
[55:20] – Can optimism be learned? How mindset, experience, and personal agency shape the way people approach challenges
[59:30] – AI, entrepreneurship, and why asking better questions may become more valuable as technology makes building and creating easier
[1:04:10] – Why human skills like curiosity, self-awareness, and connection may have a longer shelf life than any individual technology
[1:08:20] – Neuroscience, NLP, and why Colin and Garrett favor genuine curiosity over manipulative sales techniques
[1:12:45] – The core idea behind The Unsold Mindset: becoming “unsold” on who you think you’re supposed to be
[1:17:15] – Why raw, imperfect authenticity creates stronger connections than trying to appear too polished or perfect
[1:21:10] – Belonging, fitting in, and learning when to stop following the crowd
[1:24:45] – Introducing their latest area of research: “vigor” and what makes certain people magnetic, energized, and exceptional at what they do
[1:30:10] – Can vigor be created? Exploring the relationship between energy, grit, passion, and performance
[1:34:50] – Optimism, spirituality, luck, and the idea that purpose-driven people naturally recognize one another
[1:39:30] – When what you’re good at, what you love, and what you’re paid to do finally converge
[1:44:10] – Doing things you love even when you aren’t good at them—and how those pursuits can unexpectedly change your career
[1:49:20] – Purpose versus simply “doing what you love” and finding the parts of your current job that energize you
[1:54:00] – Advice for college students entering the workforce: develop grit, resilience, curiosity, and the ability to articulate your value
[1:58:30] – Rapid fire: first sales jobs, terrible pitches, interviewing, and a few unexpected career stories
[2:03:10] – Advice to their younger selves: stop worrying about what you’re supposed to do and take more chances
[2:06:20] – Colin’s perspective that you may already be living through “the best part of the movie” without realizing it
[2:09:00] – Colin and Garrett describe each other’s greatest strengths and the qualities that make their partnership work
[2:12:00] – Where to connect with Colin and Garrett and closing thoughts on The Unsold Mindset
