Power Producers: Mindfulness with Josh Braun

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Josh Braun, a Sales Guru, and host of the Inside Selling Podcast. Josh discusses his approach to sales and how mindfulness training can help you lower the zone of resistance people often have with salespeople. Episode Highlights: Josh shares that he began his sales career as a kindergarten teacher, selling a love for reading and writing. (3:30) Josh explains that understanding the nature of things is crucial to achieving harmony with them. (10:37) Josh mentions that without mindfulness training, people can go their whole life without even realizing they are a slave or puppets to their thoughts, which they don't control. (13:25) Josh believes that salespeople should not aim to fill others with knowledge, but instead align with their existing motivations. (17:15) Josh explains that switching statements into very specific questions aimed at getting people to think a little differently about their current solution is a better approach than going into a full lecture. (18:57) David mentions that in the insurance industry, he prefers to use the term "cost" instead of "premium" as it is a broader term. (23:54) Josh explains that it is important to remember that if one goes against one's nature too much, it can be a problem. (30:06) Josh suggests that sales training should concentrate on identifying individuals who are comfortable making phone calls, rather than forcing everyone to do so. (34:44) Kyle mentions that salespeople frequently forget to slow down and ask questions, resulting in the common error of failing to complete a sale. (44:03) David explains that the word "no" provides a sense of control to the human brain, which is why experience mod analysis is used to recognize individuals who are overpaying. (50:26) Josh explains that labeling is a useful method of gathering more information about a running gait test, as it defers the pitch until the end, rather than introducing it at the beginning. (58:20) Tweetable Quotes: “In my world, there's no such thing as objections. Because there's resistance and resistance is part of the nature of sales. But there are no objections.” - Josh Braun “Understand the harmony of the thing and to be in harmony with it.” - Josh Braun “I've never been a big fan of using the word price. And in the insurance world, I've never been a big fan of using premiums. I use cost because the cost is a much broader term.” - David Carothers Resources Mentioned: Josh Braun LinkedIn Josh Braun Website Inside Selling Podcast David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes