Patience, curiosity, and the power of detachment: insights from Josh Braun

Last week, Joey Trapasso (aka “Bones”) hosted a weekly SDR training with Josh Braun…a badass sales coach and content creator who serves up valuable knowledge with a side of radical candor and WOW – it was a breath of fresh air and a session to remember!

It was one of those sessions where I walked away genuinely thinking, “Wow, this stuff is gold.” Here’s practical wisdom Josh dropped around patience and the curiosity mindset that stood out most for me:

Josh drew a parallel between learning sales skills and mountain biking—both take patience and plenty of tumbles before confidence kicks in. Trust me: I have been mountain biking since I was six years old and “hugged” many trees in the process, so I get it. Like Josh said, “Any money-making skill takes three or four years to get good at.” That takes the pressure off expecting perfection from day one. These are just a few of Josh’s 10 Rules That Make Selling Joyful.

Another standout moment was his emphasis on detachment. Josh illustrated how dropping the needy vibe on calls—by genuinely exploring if there’s even a problem worth solving—changes everything. His example of Kendra’s Starbucks drive-thru cold call nailed it. Instead of pushing for a sale, Kendra calmly asked Josh how he was currently handling failed credit card payments, effortlessly creating curiosity and opening the door for further conversation. She wasn’t selling; she was sorting. That’s exactly how top SDRs operate—they’re not pushing a solution… they’re uncovering problems.

And let’s not forget the power of asking the right questions. Josh called it “poking the bear,” crafting neutral yet compelling questions that make prospects genuinely pause and think. Simple but game-changing.

Bottom line: This training wasn’t just about technique—it was about adopting the right mindset. Great sales isn’t about pushing solutions—it’s about patiently uncovering problems, asking the right questions, and maintaining genuine curiosity.

Thanks to Josh and Bones for a session packed with actionable insights. The team came out of the session super energized and even a week later, people are still talking about it. Reach out to Bonesif you want to get invited to the next Wednesday tech training session. Reach out to me if you want to get a run-down of all our community events.