The Mentor Teaches The G.U.T.S.™ Sales Method© (Excerpt)

Claude Diamond’s
The Mentor
Teaches the
G.U.T.S. Selling Method ©
Sales is Now Fun, Profitable and within your Control.

Sales is the Million Dollar Skill if You have a G.U.T.S.™ Selling Method

An excerpt from my G.U.T.S.™ Sales Program

Dedication

This book is dedicated to a memory. It was the 1970’s and a couple of young, totally fearless fellows (we didn’t know better) used to drive a pickup truck (a beat-up Ford F-100). It was never designed for the loads we hauled in order to sell tools off the back of its bed, but we did it anyway! These New Jersey dudes had more G.U.T.S. in sales than any people I ever knew or have known since. One was the author and the other was my long time friend Phil Kahn (champion Parsippany golfer) who used to ride with me all day on country roads from New Jersey to Virginia. We would knock on doors, walk into factories, companies and gas stations and ask if anyone would like to buy a bunch of stuff for a good price off the back of the truck. We were brave, unrelenting, totally nuts and we made money every day. We also stopped in all kinds of weird places to chow down. Man we had fun and I learned some of the best ideas ever developed about selling smart. Thank you, Phil Kahn!

Additional and special thanks to CJ for all of her patience and remarkable editing skills that make my book readable!

Thanks also goes to Nolan Smith of Kremmling, Colorado who so gladly let me use his excellent name when I needed one!

And finally, thank you Bob Johnson, for his suggested acronym for G.U.T.S.™

Copyright © 2004-Revised and Updated 2006. Claude Diamond Publications-CC& R Property Investments Inc. All rights reserved, Printed in the United States. No entire copy or portion of this book may be duplicated in print or electronic form without the express permission of the author.
This instructional business novel is fictional and the characters within it bear no resemblance to any known person either alive or dead but use your imagination anyway.

INTRODUCTION
“When I was a kid, I remember people would tell me to SHUT UP! Now, they pay a lot of money to listen to me! Go figure?” Claude

Sleazy, Liar, Big Mouth, Annoying, Nuisance, Loud, Obnoxious, Exaggerator are all words describing salespeople, actually sounds like the beginning of the story of Snow White and the Decrepit Dwarfs! Some other descriptive favorites are Manipulative, Cheap Polyester Suits and the Infamous, Willie Loman from Arthur Miller’s Death of a Salesman. These are all terms that are conjured up when we mention the words ‘sales, salesmen and salespeople’. Think about it, what proud father or mother, in their right mind, would exclaim on the birth of their offspring:

“Here is my son/daughter, the future salesperson!”

Yep, you’re right. It just ain’t going to happen. Having said all this I had many sales jobs, from running the blue light special at K-Mart© to selling hot-dogs in the South Bronx (da Bronx) for Swift Premium©. The training in sales ranged from nil to sophisticated and included expensive seminars. I was good, but I was not making the money I envisioned and I grew to dislike the way many prospects were treating me. They would keep me waiting in their offices while I was reading their old boring trade magazines even though I had a firm appointment. Eventually, they would grant me an audience. (Heck, the Pope would be easier to meet.) Sometimes I would get an order, sometimes a BS session, other times disrespect, after all I was only a salesman. I found myself making excuses not to go out and make presentations. I became a slacker because I just wasn’t feeling fulfilled. I mean how the heck do you motivate yourself everyday when you get up in the morning? ‘Oh boy’, he said to himself, ‘today I get to go out and have some prospective buyer crap all over me again, what fun!’

In light of the above, I did meet salespeople who loved what they were doing, had their own business and best of all, they were making unbelievable money while having control and FUN with their lives. I was envious and I wanted what they had; security, self-esteem and big bucks.

Note: For those of you who disdain making money and just want to make the world a better place, read no further!

I had attended all of the modern sales seminars, read all of the classic books and recent best sellers. What I found, for the most part, was that these guys were all saying the same thing, but in different ways about presentations, closings and the usual dog and pony shows blended with tons of hype and motivation. This stuff was older than Methuselah (old guy in the Bible). I wanted to learn, but these methods just didn’t seem to work for me on a long term basis. I thought that I needed a Sales Mentor/Coach if I was ever going to get out of my sales rut, someone who had achieved the success that I wanted and who had the right to teach me because he was doing it correctly, all the way to the bank.

I went out to find the best salesman in the world who would teach me his Method of Success. Eventually my search was over because I found the person who gave me the sales tools, the concepts and methods to make as much money as I wanted. I called this the G.U.T.S. Sales Method© because it made me confident. It allowed me to work smart and have a blank check in front of me for the rest of my life!

This novel is based on that Mentoring relationship, the lessons learned and how my life was never the same again. When I wrote my first book, The Mentor, A Story Of Success©, I introduced gregarious Max, the Mentor in a readable, motivating and hopefully memorable parable. Based on your favorable response (you have bought a heck of a lot of my books, thank you) I have written The Mentor Teaches The G.U.T.S. Selling Method© in the same style, hopefully with the same results. Remember, Sales is the Million Dollar Skill!

What is the G.U.T.S.™ Selling Method ?
G=Great U=UnConventional & UnOrthodox T=Techniques of S=Selling
I entitled my Selling Method by the most logical name of G.U.T.S. because that's exactly what it takes to succeed in the world’s highest paying profession and man is it worth it!

Most people are trained to sell by giving long boring useless presentations, dog and pony shows and silly, obvious and annoying closing techniques. When these methods don’t work and the prospect becomes reluctant and wishes to avoid the manipulation, the endless stalls and objections begin. The defense mechanism of the buyer kicks in. The salesman, getting frustrated, tries to close again and again until the buyer either gives up from exhaustion, ends the conversation or feigns a new rebuttal like the infamous “I have to think about it” or who can forget “I need to discuss this matter with....” (usually a spouse or boss which is most likely a lie to end this game). The entire process leaves everyone ticked off and exhausted. The salesman is so frustrated by all the rejection and manipulation, his lack of control and the absence of making an honest buck

What if the so called ‘professional’ salesperson had a Method where, if utilized consistently, would enable his sales to increase dramatically, allow him to stay in control, end the drudgery of sales and be a helluva lot more fun and profitable. That is what the G.U.T.S.™ Method is all about.

I always thought that it took G.U.T.S. to be a great salesperson, chutzpah or unmitigated gaul to make stuff happen. (Hey, I grew up in NYC :-). The Bible says that “the meek will inherit the earth”, but in sales, the person who has the courage, confidence, self-esteem and all these qualities together is a perfect description of G.U.T.S. G.U.T.S., however, is not enough by itself. You need to work SMART and use a Method that combines a step-by-step approach merging with the character qualities above. Having said all of this, there was a time in my life when I had no G.U.T.S. or a Method. I was one of the ‘silent majority’ as President Nixon called us. I went along with conventional wisdom, failed to stand out or express my thoughts. I wanted to comply. Yes, I was one of the sheep and I was flat out miserable!

What was funny was that I always loved sales. I loved the high when I could thoroughly convince the prospect to hand over a check or give me a purchase order. It is still one of the greatest feelings in the world! The Method is about how to feel good about yourself, staying in control and not tolerating others wasting your time, knowledge and energy in the sales process. G.U.T.S. is all about working smart within a Method, feeling good about yourself and making as much money as you feel you are worth.

TABLE OF CONTENTS

Prologue
The Monday Morning Sales Meeting
The Commitment
Meeting Max The Mentor
Working Smart
The G.U.T.S. Philosophy
The G.U.T.S. Questions
The Price of Change
The G.U.T.S. Staircase
The Agenda Step
The Qualifying Step
The Close Step
The Beginning
The Gauntlet
The Opportunity
The Changes
Prospecting with G.U.T.S.
The Busy Day
Office Politics
The Real Estate Deal
The Epilogue
The G.U.T.S. Summary
The Rules of G.U.T.S.
More Rules

Prologue

It’s Monday morning and Leo is sitting in the last row of the sales meeting room trying to stay awake for another very boring meeting held by the company's sales manager. Leo feels that he is the world’s worst salesman and with good reason. He is constantly rejected by his prospects or he gets the run around all the time. He is treated with disrespect by his customers and his peers and frankly he is living from paycheck to paycheck earning very few commissions. His credit cards are maxed out and he is always behind in his bills. He is unmotivated and lacks any self-esteem. He hates getting up for work because he knows that each day gets worse. Leo knows that there are a few fellow workers who love their jobs and are always on the top of their sales, who make great money, drive nice cars and win all the awards at the company annual conventions. Then one day something wonderful happened and his life made a dramatic change for the better.

The Monday Morning Sales Meeting

Oh Gawd, Leo exclaimed, how the hell am I going to stay awake for another one of these boring things? He decided that rather than fight the feeling of sleepiness, he would give in, place his head on his arms and try to catch a few winks; after all, he was in the back of the large meeting room and who would notice?

It’s 9:00 AM on Monday and as is the company's custom, the usual sales meeting is called to order by 5 foot 2 inch Johnny T. Greed, the National Sales Manager for Excelsior, Ltd. He is also known unofficially as the tormentor. Leo Silver, the northeast territory salesman has been attending the same useless rah rah sessions for 3 years and the meetings are always the same. Treat the top sellers like they were royalty and then crap all over the rest of the sales staff.

Johnny marched into the room shaking hands like the President entering Congress to give the State of the Union Address. He was dressed in his expensive custom made Italian silk suit, Gucci shoes and wearing his Cartier watch. He began the sales meeting with the usual perfunctory comments about changes in pricing and shipping schedules. Then he began his same boring sales spiel. He always picked a new subject to brief the “troops” as he liked to call the salespeople.

We have had some great individual record sales thanks to Nolan Smith, but we missed the mark on our quota because a few people around here aren’t taking their sales very seriously. How many of you have really gone out there and given presentations, met your quota and asked for the orders? He gave the room of salespeople his typical sinister scan and then spotted a very tired Leo in the last row with his head cradled in his arms.

Leo had dozed off during Johnny Greed’s monotonous monologue and started to dream of the recent sales presentations he had given; all he could remember was the embarrassment, rejection and fear he encountered when he went on sales calls. He really hated the way some of the prospects treated him. He still shuddered when he thought about his most recent sales call; one with the head buyer of the Sussex-Morris Company particularly stood out in his mind. Leo had called the office of the head buyer several times and finally finagled himself a meeting after several months. He was on time for his appointment, but was kept waiting for 2 hours in a small waiting room with very old magazines until he was summoned.

Mr. Sloan will see you now Mr. Silver, the assistant had announced. Leo remembers entering the cavernous office with the large golf bag leaning in the corner against the wall. Behind the oversized desk sat Dick Sloan head buyer. Hey Silver, been waiting long? You know how it is around here always busy-busy. So what are you peddling?

Leo was foolish enough to expect a decent apology because of the long wait, but he never heard it from this rude dude. Leo began with the usual trivial comments about the weather and then tried to engage the buyer about some local golf event that made the news, but Sloan wouldn't hear about it.

So tell me about your widgets and what they will cost us, he interrupted Leo.

Leo began his sales presentation just as he was taught in the company's sales school. He told the buyer all about how they used the finest materials to make their widgets and how they had just won an award in Canada for manufacturing quality. He brought out all kinds of slick color literature which he placed on Sloan’s desk. He was no more than five minutes into the presentation when Sloan interrupted him. Ok, Ok I’ve heard it all before. What's your best price for a gross?

Leo told him that they cost $500 per widget.

Sloan responded that $500 was too much, but he would think about it. Besides he was only shopping around for widgets since he already had a supplier and he wanted to know what the competition was offering. Hey, thanks Silver for dropping by, he said as he stood up and shook Leo's hand indicating that the meeting was over after only 9 minutes.

Leo had been up half the night preparing for this presentation, but all he had to show for all his efforts was an entry to write on his sales report. He felt used and abused by this buyer and hoped it would be a long time before he returned. Sales always made him feel like a second class citizen.

Leo recalled another recent painful sales call where the prospective buyer told him that he would give him his highest consideration and that he should give him a call on Monday basically to confirm the order. He left the office feeling that “he got one”, but in reality it was just another lie. Leo remembers calling all day Monday, then Tuesday and Wednesday. He left messages with the secretary, the voice mail, he sent faxes, but no response. Finally the prospect took his call and told Leo that he had given the order to a competitor. Leo was dying to ask him what he meant by his "giving him the highest consideration comment" that he had made last week, but he decided to just let it go.

He sat thinking about the ‘sure thing’ sale he had last week. The client called Leo to come on down to the office, that he was very interested in his product line and couldn't wait to hear all about it. Leo made his appointment for the next day, put on his best suit, collected all the necessary sales tools; brochures, slides and business cards. He arrived and was greeted like a long lost brother. He gave a million dollar presentation. The buyer suggested lunch which Leo paid for, but really couldn't afford so he charged it on his credit card which he knew was close to being maxed out. They returned to the office and Leo finally did what all salesmen are taught to do, he asked for the order.

The buyer, who had spent the last 4 hours with Leo looked him in the eye and exclaimed how much he loved the product line and told Leo that he was the best salesman he had seen in a long time. He then said the words that really made Leo cringe. Leo you know if it was up to me, we would buy your complete product line, but money is tight right now and I won’t be authorized to make a purchase for at least another 6 months or until the budget comes up for review.

Leo was astounded at the gaul of the buyer who knew well in advance that he wouldn't buy anything today or for that matter for months, but who made Leo give him tons of product information and pricing, take him to lunch and waste half the day. Leo was furious, but knew that he would not vent his anger because maybe someday he would get a sale from this guy. He wished he could have told this guy what a jerk he really thought he was.

Leo jumped from his seat when his fantasy was interrupted by the shrill voice of Johnny T. Greed. Well I see our Mr. Silver is not finding our little meeting very interesting today. Johnny walked within a foot of Leo and in his most sarcastic voice asked, Mr. Silver do you need some No-Doz© tablets in order to join the rest of us in the land of the living?

Leo reacted in a way that even surprised him. He looked at the tormentor and exclaimed, Hey Johnny, if you have some I sure could use ‘em, but I would rather have a double espresso instead of this crappie cheap coffee you guys serve. Leo relished the opportunity to reverse the tables, but he knew that playing games with Johnny was basic hari-kari or suicide as the Japanese would say. One did not reply in jest to Mr. Johnny T. Greed.

Johnny's face turned cherry red as the entire room burst into uproarious laughter at Leo’s remark. He never exhibited a sense of humor unless he was the one telling the joke and it was usually at someone’s expense. He felt angered by Leo’s lack of respect for him, a management superior. Well Johnny thought, I will show him. It’s time to kick some butt, Leo Silver butt. Mr. Silver, let’s have a look at your sales over the last quarter.

Oh, oh, Leo thought to himself, he was in for it now.

Mr. Silver, I recall you had the lowest sales in the company the last time except for Ms. Johnson who is out on maternity leave. Have you considered having a baby Mr. Silver? Johnny questioned sarcastically. Have you reached your quota for the last quarter?

No, Leo replied quickly in a quiet voice.

Well then Sir, what gives you the right to take a nocturnal slumber during a sales meeting where you might learn something? Why can’t you be more like Nolan Smith? Now he is a “real” salesman Mr. Silver, unlike yourself.

Leo was ready to say something to Johnny and escalate the verbal battle, but another voice suddenly spoke up. Hey, Greed are you running a sales meeting here or one of your peewee soccer camps. Let’s get down to business or I am leaving. I have clients to see and real work to do.

Johnny turned around ready to do battle with another confrontational rebellious salesman, but he recognized that this was no ordinary salesperson; this was Nolan Smith. Nolan was standing in his usual perfectly custom tailored English Saville Row business suit with matching Italian silk shirt and tie. Nolan waved Johnny to return to the podium.

In militaristic fashion, Johnny strode to the front of the room and resumed the meeting. He didn’t want to start a fight with the company's number one top producer. When Nolan Smith spoke it commanded respect from everyone in the room. He was in a league of his own. He was awarded so much stock in the company by winning every sales contest that he had a seat on the Board of Directors. His counsel was always sought by the CEO, Mr. Ahrens.

Johnny knew that Nolan was often offered key management positions, but steadfastly refused. He loved being a salesman too much. It was rumored that one day he would force a takeover of Excelsior and run the company his way. He could even be Johnny's boss someday.

Leo was still fuming, but there was nothing he could do about the cutting remarks made by Greed. The meeting was called to order and business resumed. A small part of him even agreed with what Greed said; why couldn’t he be more like Nolan Smith? Leo decided that he had to do something soon before it was too late; before he lost all self respect. He had experienced the last humiliation he would ever tolerate from the likes of Greed.

He had to find a way out of this quagmire of failure, but how? Money was tight, he couldn’t quit because he needed every bit of his $32,400 base pay. He was in an endless downward spiral of sales failure. He didn’t even have a personal life. It had been months since he had the courage to ask any desirable girl out on a date. Saturday night was just another night in front of the TV; he needed a way out. He needed help, but from where? When was he going to get a break in life?
The meeting finally concluded and Leo waited until the room cleared out a bit so he could leave without getting anymore unnecessary humiliating attention. Leo quietly slipped into his small cubicle to read some of the latest sales literature on widgets. A few minutes went by and someone tapped him on the shoulder, startling him from his reading. It was Nolan Smith, the star salesman of Excelsior, Ltd.

Hi there Leo, I was wondering if I might speak with you for a moment?

Leo nodded a surprised acknowledgment. Nolan had never spoken to him before except for a quick ‘good morning’ when they passed each other in the hallway at the company.

I just wanted to let you know that I thought Greed’s behavior was way out of line. He is a dinosaur and I have told him as much. He thinks that he can increase sales in the company by intimidation, long senseless sales meetings, wasteful paperwork and berating and humiliating the sales staff like he did to you today.

It’s no big deal, Nolan. I have heard it all before, besides I brought it on myself. Greed was in no mood for my humor today. If I was a go-getter salesperson like you, management types like Johnny would treat me a heck of a lot better.

That's just my point Leo, Nolan replied. You’re like a lot of the sales staff here; you want to succeed, but no one has ever given you the proper tools, much less a Method of Success. It’s like giving a commercial jet mechanic a kitchen spatula and telling him to tune up the jet engines. Leo, you remind me of me when I first started in sales.

What do you mean Nolan? I am the the worst salesman in the company and you are the best.

Listen my friend, things were not always the way you see them now. There was a time, not that long ago when I was the one getting yelled at. My sales manager from another company was yelling at me for my poor sales and attitude. I still remember the shame I felt when the whole sales staff was staring at me during a particularly cruel lecture from the sales manager. I was always broke, I had no self-esteem and sales were pure torture for me. When I heard Greed berate you today during the meeting, it made my blood boil and it brought back a lot of unpleasant memories of my own experiences.

I made a spontaneous decision when I heard you give it to Mr. Greed during the meeting. I LIKED THAT! You have spunk kid and more importantly, you haven’t given up. I knew that you were the chosen one for me; the one I have been looking for, the right Mentee. Leo, did you ever consider how your life could be different with the right teacher?
Leo was in a fog and wasn’t sure how to reply. What was Nolan talking about? This stuff about Mentee, Mentor, commitment, teacher. Leo was confused and a bit nervous by this display of interest and passion by the company's golden haired boy. Leo replied, I never gave it much thought, Nolan.

Nolan had his hand on his chin while rolling his eyes towards the ceiling in seemingly deep thought. Leo, I have a commitment that I made a long time ago. I made a promise to my Mentor which I haven’t yet fulfilled and perhaps you can help me or better said we can help each other. Leo, let’s get out of here, have some lunch and I will explain everything.

Leo was wondering how he would pay for lunch, as he only had $5.00 in his wallet. Nolan, possibly sensing Leo’s anxiety added, lunch is on me, Protégé.

Why did you just call me Protégé, Nolan?

Be patient Leo, all of your questions will be answered in due time, but first let’s eat and get better acquainted. I’m starving.

They went outside and made their way to Nolan's car, a new loaded Lexus. Leo sat down in the rich soft leather seats. Leo sat admiring the array of toys, satellite radio tuner, MP3 player, state of the art Bose stereo speakers and power buttons for all of the gadgets. He melted into the heated/massaging power cushioned seats. All Leo could think about was the old clunker he was using to get around in that broke down each time he paid off the last repair.

Noticing how his car was being admired Nolan commented, you like the car, Leo?

You bet Nolan, I always wanted to drive a show wagon like this.

Leo, what would you think if I told you that in 30 days you could be driving any car your heart desires, you would be so confident about your income, so in control of your life that anything was possible. Life could be a dream, my friend with the right knowledge.

Frankly Nolan, I find that very hard to believe.

Nolan took his eyes off the road for a second and gave Leo an intense look, just you wait and see Protégé, he answered. Then he smiled coyly and pulled up in front of DZ Akins, Nolan's favorite San Diego deli restaurant. The valet greeted Nolan with a big, Hello Mr. Smith, good to see you again, Sir. Nolan was a regular and his car was taken to a private VIP parking area. Upon entering the restaurant, Leo spied a very long line of people he presumed were waiting for their tables.

Above the loud decibel level of the restaurant and all the activity of waiters and waitresses carrying multiple dishes of food on their arms an even louder bellow was heard:

NOLAN SMITH !!!!!!!!!!

A very large woman came up to Nolan, give him a bear hug and slathered lipstick all over his cheek from her numerous kisses. Bubbala, she exclaimed, where have you been lately? We’ve missed you! Why are you such a stranger?

Hello Bertie, how are you? He asked, holding her hand.

Oh, you know, busy, busy. It’s so good to see you again.

Bertie, I want you to meet a coworker and friend of mine, Leo Silver. Bertie is the owner of DZs.

Any friend of Nolan Smith is always a friend of mine and she gave Leo a more restrained hug. Nolan, we have your favorite table and Sarah will take you to it. Enjoy your food boys and try the seven layer cake, I just made it.

They were taken inside by the hostess and were immediately escorted to a quiet corner booth. Leo noticed pictures on the wall of all sorts of VIPs; politicians, famous actors and news anchors. On the table were giant tubs of pickles and green tomatoes which Nolan proceeded to dive into. Try these Leo, they’re great and they make them right on the premises.

The waiter gave them the largest laminated and most complex menu Leo had ever seen and then poured 2 large glasses of freshly made iced tea. When the waiter returned for the order, Leo didn’t have a clue what to get.

Leo, if it’s all right, as you are my guest, let me order for you. Nolan looked up at the waiter and requested ‘the usual please’.

Nolan began. Leo as you know, I am the top salesman in the entire company for Excelsior and that includes our international and national sales divisions. I make more money than any of them. I could tell Excelsior and Johnny to shove it any time I wanted because I am a free man. They need me more than I will ever need them. What you may not know is that less than 6 years ago, I was the worst salesman in the world; I couldn’t even give away twenty dollar bills on the street corner.

Leo interrupted, I find that hard to believe Nolan.

Well, it’s true my friend, Nolan countered.

I learned from my Mentor that Sales is NOT about giving away information, making showy presentations, memorizing sales scripts and presenting fancy charts. Sales is about WORKING SMART, HAVING FUN and ACHIEVING FINANCIAL FREEDOM which can all be done with the G.U.T.S.© Sales Method.

Leo, I used to hate sales because I had no control over the sales process. I had a low self image due to that lack of control and the abuse that was heaped upon me daily. The worst of all was that I wasn’t making MONEY. The waiter interrupted their conversation by bringing two enormous plates with the largest sandwiches Leo had ever seen. I hope you like my favorite sandwich Leo, it’s corned beef, pastrami, tongue and chopped chicken liver on fresh rye bread. It’s not exactly health food, but I find an occasional indulgence on special occasions is just fine.

It looks good Nolan, Leo said as he picked up half the sandwich and realized how hungry he was. Infact, it was delicious, but most of the meat fell out of the bread and onto the plate. Nolan laughed out loud. The same thing happened to me when my Mentor brought me here. Eating it takes a little practice, but it’s well worth it.

Nolan, tell me the truth. Why are you here with me? What is going on? Who is this Mentor you keep talking about?

Great questions Leo and as a matter of fact, asking questions is part of the Method rather than giving away free product ideas and prices all day like most sales folk. When we finish our lunch, I want to take you to meet a good friend of mine. He is the man who changed my life and gave me the knowledge to enable me to have the success, unlimited wealth and the freedom I always wanted.

If The Mentor agrees with me that you are worthy and you are willing to make The Commitment you will learn the wonderful G.U.T.S.© Sales Method and your life will never be the same.

The Commitment

Delicious freshly brewed coffee and a hugh slice of seven layer chocolate cake arrived for Leo and Nolan. The waiter discreetly left the check with Nolan who immediately handed over his special, limited edition black American Express credit card.

Leo, let’s get down to brass tacks if you don’t mind and let me ask you a question right up front. If we give you the Secrets of Success in Sales, all the necessary steps you need to be able to make all the money you ever wanted or needed in life, would you agree to make a commitment?

Leo looked questioningly at Nolan and asked, what is this commitment?

Well, Leo answered, it is a vow of sorts that was created by the Society of Mentors. It’s an ancient and secret organization of select individuals who hand down information from one generation to another. They have been around for a long time and value their privacy. Let’s leave this restaurant, take a walk and I will tell you more.

They left through an enormous crowd of patrons waiting in line for their tables. Nolan suggested that they take a short walk through the adjacent Japanese garden. They entered the botanical display with its floral beauty and waterfall. It was a peaceful surrounding, designed for solitude, contemplation and spirituality. It was here that Nolan began to speak. Leo, if you want to make a difference in your life, a change for the better then we need to proceed with the commitment first. Are you ready?

Not understanding what Nolan was talking about, Leo responded, I’m not exactly sure what I am getting into, but I do know that if I am not willing to change, then my life will never be different. Let’s go for it. I’m ready.

Leo, I need you to raise your right hand and repeat this solemn oath after me. “I will never reveal this organization of Mentors to the masses or the media. I will never misuse the knowledge I am about to learn, to harm or hurt another. I will always maintain myself as a person of unquestionable character and integrity. I will agree to Mentor a worthy individual someday”. Leo Silver, do you vow to abide by this commitment and all its passages?

I do, Nolan, Leo dutifully responded.

Congratulations, Leo. Today’s your lucky day as you’re going to meet the Mentor.

But I thought that you were going to be my Mentor, Nolan.

Since we know each other, I will be working with you as an adjunct Mentor, however, I want you to meet and spend some time with a truly unique man who is my Mentor and he will be yours, too.

What's his name?

His name is Max and I have requested that he spend some time with you. I have made arrangements for us to meet Max at his home in Colorado.

Colorado! Leo exclaimed. I thought you said he lives on Long Island in New York.

Max chooses to live in many places. One of his favorite places is a huge log cabin retreat high up in the Rocky Mountains of Colorado.

How the heck are we going to get there today, fly?

You got it Leo. We are meeting Max’s private jet in 1 hour so we had better get moving!

This is all going a little too fast for me Nolan, I don’t even have any clothes packed.

Not to worry my friend, all arrangements have been made. You will find fresh clothes on the plane and all the necessary wardrobe and personal needs when we arrive. Look alive my friend, you’re going to fly to Kremmling National Airport in Kremmling, Colorado, population 1100, not counting cattle and sheep.

They got into Nolan’s luxury car and made their way to Montgomery Field, a private airport in San Diego where they were escorted to a private jet. After a cursory greeting from the captain and instructions on safety procedures from the flight attendant they relaxed in the luxurious cabin which came complete with a full kitchen, bar, private office and bedroom. The twin turbine jet engines began their whining sound and the plane taxied down the runway. Before Leo knew it, they were cruising at 22,000 feet.

Leo, I suggest that you get some sleep before we land, as tomorrow is going to be a full day, to say the least.

They were served some light refreshments and Leo began to doze off in the extra large reclining leather seats. As sleep engulfed him, he wondered what lay in store for him. What would Max, the Mentor be like?

Meeting Max the Mentor

They arrived in Colorado in the early evening to a brilliant sunset or ‘alpen glow’ as the locals call it. It’s a solar phenomenon that occurs when the sun’s rays hit the snow capped mountain peaks in just the right way creating a bright orangy-pink glow for a brief time. Leo and Nolan departed the plane as a large four wheel drive Eddie Bauer Expedition pulled up to take them to their destination. They were greeted by someone who seemed to know Nolan very well and who gave him the car keys. It appeared as though everything had been prearranged.

Nolan got behind the wheel while Leo sat on the passenger side and they began their journey down a dark country road. Leo couldn’t help but notice that his ears were popping as they climbed higher and higher. Soon snow began to appear on the side of the road and eventually the road was completely covered in white. Nolan deftly maneuvered the behemoth SUV around hairpin turns as they continued to climb. Fifty-five minutes later they turned off the road and pulled into a long tree lined driveway with beautiful decorative lighting which gave a special glow as the snow fell.

The entrance finally ended into a giant horseshoe in front of an enormous 3 level custom designed log home. It was the largest home Leo had ever seen. It had gigantic glass windows with a wraparound deck. The base of the log home contained smooth polished river stones to give it an earthy effect. Around the home were copper and bronze statues of wildlife native to Colorado. Two huge wooden doors with stained glass embedded into the panels stood in wait as Nolan knocked. An older man with bright silver hair and a curious glint in his eyes greeted them. He was wearing silk pajamas partly covered by a silk bathrobe which had a giant monogramed “M” on the right shoulder. Welcome, boys, welcome! It’s late and I was beginning to worry a bit what with the snow and all. Nolan, how are you?

Fine, Max, fine, he replied clasping the older man’s hand in a hearty handshake. This, as you know, is my new friend Leo Silver.

Leo, this is my friend Max, who I have the honor of calling my Mentor.

He... he... hello, Mr. Max, Leo stuttered.

Hello young man, I have heard a great deal about you. Gentlemen, come on in to my humble abode and make yourself at home, mi casa es su casa.

They entered a cavernous wooden great room covered by old western pictures, Remington statues and southwestern motif. There was a gigantic brick fireplace that gave off wonderful heat. Old Mexican blankets with a multitude of bright colors hung from the ceilings.

They followed the old man to the kitchen. You gentleman must be famished after such a long flight. I am sorry cook has the night off, but I had a small meal made in preparation of your arrival.

The kitchen was huge and included a stainless steel refrigerator and stove. In the center was a beautiful laminated wooden table. On it was a variety of wonderful Mexican foods that Leo recognized from his trip to Mexico years ago, succulent foods like enchiladas, chile relleños, rice, guacamole, beans and warm tortillas. Leo started to salivate when he realized how hungry he was despite the monster sandwich he had had for lunch. Have some nachos and the fresh made guacamole boys and be sure to wash it down with these wonderful fresh lime margaritas. They are made with my favorite pure blue agave tequila “Patron”.

Leo sat quietly as he ate and listened to the conversation between Nolan and the mysterious man Nolan called, with affection, ‘Mentor’.

The food was delicious and hot and the margaritas were the best Leo had ever tasted. After all the appetites were satisfied, Max suggested that they get a good night’s sleep because tomorrow was going to be a serious workday. They were escorted by a young woman who worked for Max to their richly appointed bedrooms which were decorated in the same southwestern style.

Leo showered in the modern spotless bathroom. On the bed were some of the same silk pajamas that Max was wearing except these were embroidered with the name “Leo” on them. He put on the soft Japanese garments and found himself peacefully asleep seconds after his head hit the pillow.

Working Smart

Leo awoke early the next morning, totally refreshed, to the wonderful smell of bacon and eggs frying, bread baking and freshly brewed coffee wafting into his room. Being the clean type, Leo showered again and returned to see that new clothes were neatly laid out for him on the bed. Of course, they weren’t just any old clothes, these were top of the line name brands that Leo could only admire in the windows of those expensive clothing stores. He wondered how they even knew his underwear size. Oh well, he muttered to himself, one step at a time.

He still really didn’t know what lay in store for him on this new day high in the Colorado mountains. He had a slight altitude headache since he was over 10,000 feet up. He found a small bottle of aspirin and some Evian bottled water in the small fridge by the TV in his room.

Leo walked down the hand carved wooden staircase and was greeted in the breakfast nook off the kitchen by a sitting Nolan and Max who gave the appearance that they had been up for several hours already. He made a mental note to get up earlier the next morning and to copy the habits of these successful men.

He walked over to the buffet table where another feast greeted him. This one was managed by the kitchen staff, a senior man and woman who gave the appearance that they were married. He grabbed a plate and loaded it with scrambled eggs, bacon, spicy seasoned home fries and a large serving of fresh strawberries. He sat down with Nolan and Max and was immediately served a cup of rich hot coffee. He wolfed down the tasty and filling breakfast and then Max began to speak. Well my boy, ready to get down to business? Leo, I hear that sales has been a little disappointing for you.

That’s an understatement Mr. Max, Leo responded. Sales, for me is just another word for misery. I find myself dealing with emotions like fear and rejection all the time. I feel like someone who is either begging for an order or I act totally submissive and allow others to treat me with disrespect. Most days I feel like a broken record giving a repetitious presentation until I am emotionally drained at the end of the day. There are even days when the telephone is like a cactus and I can’t pick it up or make a call to a prospect.

The worst part is the money or better said, lack of it. Max, I want better things in my life. I want to help other people, but I even have trouble paying my own rent on time. I am always worried about my finances. I can’t even understand why I am still in sales. Some guys like Nolan are natural born salesman, but I am not one of them.

Max smiled to himself while placing his hand on his chin and then he began to speak. Leo, suppose I were to tell you that 6 years ago there was another young man I met who was in exactly the same predicament as you, except much worse. Yes, this particular Mentee thought Sales was a numbers game, an adventure of chance. He figured that if he gave enough flamboyant presentations, eventually someone might say ‘yes’ and actually buy something.

When the sales didn’t happen as expected and the rejection became too painful and personal he did less and less work; as a result his sales became fewer and fewer. Then the excuses began. He always figured it was someone else’s fault; the sales manager, the product line, the pricing or the customers. You name it Leo and this fellow had an excuse for everything. He assumed that a change in employment was the answer so he would change employers ever year or so. You know, the old grass is greener effect. He was quite the challenge for this old Mentor.

So what happened to him, Max? Leo’s curiosity was really piqued.

Well, once he learned the same G.U.T.S. Method that my Mentor taught me many years ago, practiced it and put it into continual use, he discovered a whole new world. Sales could now be fun, totally within his control and unbelievably profitable. He was a changed man and looked forward to going to work everyday. He especially enjoyed the satisfaction and self-esteem that it gave him. He became the top salesman in his company and genuinely prospered both financially and personally in ways he never thought were possible. Life was good and he learned to enjoy and appreciate every day.

Who is this Mentee, Max? Leo queried.

I believe you know him, Leo. He is sitting next to you, Max smiled.

Leo looked to his right even though he knew Nolan was sitting next to him and responded immediately. I find all of this hard to believe, Max. Nolan is the best darn salesman in the company. He acts as though he was always this way. I figured him to be a natural born salesman!

Nolan began to laugh heartily. It took him a few moments to regain his composure as he wiped a tear from his eye. Excuse me for interrupting Max, but let me have a word.

Believe it, Leo because it’s all true. If it wasn’t for Max and what he taught me I would be sleeping in the back of the room with you during the sales meetings! The worst part about my situation was that I, too was broke all the time and had little self-esteem. When I began with Excelsior I decided to stop the chain of failure and finally buckle down. I studied their sales materials and attended some of the conventional seminars that the company sent us on. It was the same old uninspiring stuff. Find a prospect, give a long winded presentation, ask for the order, overcome stalls and objections, ask for the order, then ask again and again. The prospect would usually dismiss me, tell me that he would think about it, ask for more literature or a proposal or tell me to call back later. Every once in a while I’d get an order, but it usually felt more like luck than skill. I was playing the old ‘numbers game’ method of sales.

I remember a particular sales call where I had made an appointment with the buyer. I had to drive 3 hours in traffic to get to his office and when I arrived I gave him the world’s greatest presentation on Excelsior’s Widget line that you ever heard. After 90 minutes the buyer told me that he loved the product line and if his company wasn’t so strapped for money he would love to give me an order right then. He stood up, shook my hand and dismissed me! I wasted another day of my life as a salesman. The worst part was that it took 5 hours to get back to the office.

There was one benefit! While I was driving I did some heavy thinking. Leo, this was the longest, hardest, cruelest drive of my life, but then something happened. I started to think about how I had just wasted an entire day, had given away tons of product and price information and had nothing to show for it. I was a pro bono consultant. I knew that something had to change and fast or I was doomed to being a failure.

I was supposed to give a predetermined number of presentations per day and it didn’t really matter how much time I wasted. I didn’t feel useful, but more like a robot giving the same canned speech to anyone who would listen. It was a senseless numbers game that anyone could do, but few can put up with on a long term basis. I knew that there was an answer out there, a solution and then it came to me. I needed a Mentor. Someone who has a better way of doing things, someone who had a Sales Success Method. It was then that I found my Mentor, I found Max or rather Max found me through my friend Ralph*.

Ralph introduced me to Max and I made the commitment the same as you did, Leo. I learned that sales could utilize a better understanding of human behavior and reaction. I could now make as many sales and as much money as I wanted to. Max made me treat sales like a profession and gave me the skills to do it with.

Leo, did you ever ask yourself why my sales are always the highest in the company? Why I make more money than Johnny or for that matter, most of the company’s useless executives?

* Read The Mentor, A Story of Success

Well, Leo replied, I just figured that you were working harder than the rest of us or were some kinda natural born super salesman.

Wrong! I work less hours than the average salesperson at the company. The only difference between me and the rest of the sales force is that I work smarter! I use Max’s Sales Method, a G.U.T.S.© Sales Method!

What do you mean by this sales Method you and Max keep talking about, Nolan?

Well, let’s just think this through and discuss a couple of examples and maybe then you will get the idea of why we place such an emphasis on a Method.

Let’s take the McDonald’s hamburger franchise. The genius of Ray Kroc was that he recognized a duplicatable Method of Success. He sold milkshake machines and then one monumental day when he visited the McDonald brothers restaurant in California he saw a ‘work smarter’ method. He witnessed lines of people waiting for a simple hamburger, french fries and a shake. The entire order, cooking and distribution process was systematized resulting in a quality product that could be made consistently at a competitive price and served to customers in seconds. He knew that if that Method could be duplicated he could expect the same results over and over again.

Here’s another example of a work smart method. I am sure you are familiar with Henry Ford and his innovative ideas and implementation of the assembly line right?

Sure Nolan, who hasn’t?

Think about it Leo, cars were first built one at a time and it took a team of 12 men over 24 hours to build just one car. Ford modified the assembly line where every worker was designated a specific function. Once the assembly line was utilized the time of assembling an auto was substantially reduced. The assembly line was a structured method that reduced production time, increased quality and consistency and gave a tremendous increase in profits. All that from one Success Method.

A Method is just an organized way of doing something repetitively with substantial, obvious and predicable benefits and results. Why not apply a method to sales if the results allow for consistent closings, quick qualifications and unbelievable profits? Just imagine, Leo that you had an A-B-C type sales method so that you knew what you had to do in every sales call. You would not move from A until you completed B and then on to C. This Method would allow you to qualify the prospect in order to make sure that you had a reasonable potential to close a sale step-by-step rather than just winging it and wasting time. If you can’t get from A to B, then it’s over and it makes no sense to move to C. It’s all about understanding the value of time, knowledge, energy and working smart. Max taught me this remarkable method of sales and my life has never been the same. Today I have control of my career, my income and my life thanks to Max.

Leo stood up from the table. So what is this Method you and Max keep talking about?

Max raised his hand to silence both of his protégés and then spoke. Nolan, why don’t you take care of that special project we discussed earlier and we can meet later for cocktails.

Got it boss, Nolan dutifully replied.

Max turned to Leo, let’s begin and learn the G.U.T.S. Selling Method.

The G.U.T.S.™ Philosophy

Look Leo, before we get into the specifics or tools of the G.U.T.S. System I wanted to discuss the philosophy behind the idea of smart selling. G.U.T.S. is more than a
technique for increasing sales, it’s also a philosophy, an attitude, a way of life.

Wow, Max, this sounds like it’s going to get deep!

You can’t even begin to imagine my boy. This stuff will rock your world. You have to understand that selling is not for everyone, only for the relatively few who combine the science and understanding of human behavior and who have the skill of a thespian. When combined, the results are astounding. I want you to reinvent yourself when you are selling. You are no longer just Leo, but you are a very skilled and an in demand specialist whose time, knowledge and energy is sought by many because it is considered to be of high value. The initial premise of the G.U.T.S. philosophy is to be the best by acting as though you already are.

But Max, how can I pretend I am a heavy hitter when I don’t have two nickels to rub together?

You are going to the esteemed University of Fake it ‘Til you Make it! Max smiled.
You are going to take on the attitude of a winner; you will become one of the best salespeople in the world. You will become one of the top wage earners in your sales profession by acting that way. You see Leo, people love to work with a winner and don’t really tolerate or respect a loser.

In studies by The Ancient Mentors, it was discovered that sales is a combination of specific scientific skills as well as an attitude or aura of success, that of very high self-esteem and confidence. Now this may not be in your nature right now, but that will change if you want to see different results. I am going to ask you to change many things about the way you feel about yourself, the way you sell and it may not be easy. My methods will probably make you very uncomfortable at first. Are you alright with that?

Sure Max, I can handle it, but tell me more about the G.U.T.S. philosophy stuff.

Leo, successful sales is about having the G.U.T.S., the moxie, the sheer unmitigated gaul or as my New York friends say ‘chutzpah’ to ask the questions that others are too timid to consider. The meek may inherit the earth, but they will never become a master G.U.T.S. salesman. In order to be able to accomplish the things you want, you have to lose the typical subservient salesman attitude.
Excuse me for interrupting Max, but are you talking about me?

No offense meant Leo, but yes I am!

That kinda hurts Mentor, but I guess there is some truth to it. There have been times when I should have spoken up when the prospect treated me with less than reasonable courtesy.

If the customer perceives you as someone who doesn’t respect himself, why should they treat you any differently? Would they treat someone they respected, such as a doctor, when they were ill or an attorney who was representing them with the same regard as a widget salesman? Ask yourself honestly Leo, was there ever an occasion or time when a prospect missed an appointment, kept you waiting too long or treated you in a way that was less than respectful?

Too many times Max, but what other recourse is there?

Leo, you have to stop acting as though you are a little boy asking Mommy if it’s Ok to take a cookie from the jar. You must realize that all your problems with your prospects are your fault!

Why my fault, Max?

It’s your fault because you tolerate it and the prospect knows it. The prospect will treat you with the same regard that you have for yourself. If they sense that you are weak, complacent or a beggar then they will take full advantage of it. A G.U.T.S. salesman is special and has no time for a prospect unless they have a mutual respect. Act as though you have just won the top cash award in the lottery; honestly Leo, would you let them continue to dump on you?

Heck no Max, when you have money you don’t have to act so desperate all the time. What about all this rapport, bonding, relational and consultative selling that I keep hearing about, Max?

If you need a friend, then get a dog, Leo! Sales is about you, your success and prosperity. It’s about you feeling so good about yourself and your product or service that everything else falls into place. I want you to embrace my special “LSDS” rule.

What do those initials stand for Max?

“Leo’s stuff doesn’t stink”! I don’t want you to become egalitarian, officious or full of yourself, but I do want to see an attitude, a 7 figure attitude. I know all the books and seminars espouse the win-win thinking that the customer is always right. I want you to win first and all the rest will fall into place. This may sound a little self-centered, but when Leo Silver is on the phone or has a face-to-face meeting I want the prospect to feel like they have an audience with someone of importance and substance.

You have to become a specialist, a professional. You are a problem solver and as a professional you have to understand your place in the sales process. You will undertake the attitude of a skilled doctor or attorney. You are dealing with patients or clients who need what you can provide. You will determine this by your examination, diagnosis, discovery or whatever you want to call your line of questioning. G.U.T.S. is about making money and feeling great about yourself all the time. This results in truly being free, having a blank check that can bounce the bank.

Most salesman do not realize that the only thing they have working for them is what they know. So what do they do with their hard earned knowledge and experience? They give it away without any consideration or compensation and immediately diminish its value and even worse, lose all respect in the eyes of the prospect.

Wait a second Max, you make it sound like I shouldn’t share any information about my product or service to the prospect.

Correct, don’t give away anything until you find out if he or she can pay for it. The old fashioned way of sales, which is still practiced by the majority of sales persons is to view the prospect as an adversary, someone to conquer, to be tricked, someone who needs to be convinced, overwhelmed with facts and information. The salesman has been taught to give presentations and hopes to make such an impression with his knowledge base, that he will make a sale.

He will get in front of a prospect, dispense information, talk in an obvious sales type language in an attempt to overcome objections, stalls and repeatedly ask for the order. In some cases, he will use closing and manipulative techniques that are obvious which the prospect has heard before and resents. Techniques like “we only have a few left, better act quickly” or “I’ve been authorized to make you this half price offer if you act now”. These are transparent, old fashioned and cheesy sales moves. By acting this way, the salesman becomes subservient to the prospect rather than an equal or superior. He is the beggar rather than the professional that he wants to be. He has no control of the sales process and is relegated to being a professional gambler, a crapshooter who has no idea whether or not he will prosper. He has diminished himself as less than an equal.

The prospect, realizing that most salespeople operate under the preprogrammed old fashioned sales system, take advantage of this known behavior to his benefit. They get free information, prices, proposals, literature, even hands on assistance in their business without any commitment given. The salesman usually gives everything that is asked without receiving anything in return. Salespeople need to be trained to have high self-esteem, The G.U.T.S. to ask the key questions first, before they give any answers.

The prospect lies, manipulates and evades any commitment. In many cases, they treat the salesperson with disdain and very little, if any, respect and the salesman accepts that as the price of his so called ‘profession’. This is just the way things are, but not the way they have to be. Eventually the salesman becomes a real life Willy Loman from Arthur Miller’s Death of a Salesman. He blames everyone; the prospect, his company, the economy, the government. Yes, he blames everyone except himself, the real culprit for his lack of success and humiliation. He becomes despondent from the continual rejection and lack of prosperity. Is it any wonder Leo, that the turnover rate for salespeople is the highest of any profession? Who wants to go out into the world and be rejected all the time, day after day? Sales has to be more than a simple numbers game, it has to be developed to embrace skills and a specific G.U.T.S. philosophy.

Jeez, Max when you put it that way, it’s no wonder I feel the way I do sometimes.

You see Leo, there has to be a complete paradigm shift. There has to be a behavior change if the modern salesperson is going to work smart and profit. Questions are the answer, not the jabbering, senseless presentations or infinite unproductive door knocking. This is the G.U.T.S. Philosophy, Leo! It’s not about the prospect, but about you.

Life is just too short to drink cheap wine and drive a Yugo, my boy!

The G.U.T.S. Questions
The art and science of asking the correct Questions with Finesse.

Imagine what it would be like if you got all of the nonqualified prospects out of the way in just a few minutes with expert finesse questioning. Common sense tells you that now you will have more time for the higher priority prospects; those who you can close. You will spend your time, knowledge and energy on the people who are worthy of it. You will be working smarter and making the big bucks. I want you to learn how to work smart and not be afraid to eliminate a prospect that does not meet the profile you are looking for.

Remember, we are here to listen well and glean enough information through questioning in order to make a determination if we can do business. We are not out to socialize, bond, develop a rapport, make friends or act like we’re running a free library or information resource.

Unlike other sales techniques, we don’t believe that sales is initially about relationships as much as it is about getting to the bottom line quickly.

Leo, questioning is the means to get to your success; they are the key to working smart, profitably and having tons of fun with sales. Let’s discuss how questions are the force to propel you up the staircase of sales success. Let’s break it down into 3 different parts: the Why, When and What.

Think about it for a moment.

Why do we ask questions?

When should we ask questions?

What type or kind of questions should we ask?

Leo, have you ever heard of Socrates, the great philosopher?

Sure Max!

Essentially, Socrates felt that the best way to teach was not by telling or giving endless presentations and lectures, but rather by questioning his students and allowing them the pleasure of deriving their own answers and conclusions by thinking logically. The G.U.T.S.© Sales Method uses a similar method for allowing the salesman to control the sale covertly, obtain the necessary and pertinent information in order to work smart and profit more often. Leo, I want you to become Socratic in your approach and ask questions of your prospects; smart, provoking and discovery questions. Let the prospect get involved in the sales process and do some of the work by answering your selective interrogatories. How many times Leo, has the prospect asked you question after question, you worked your butt off giving all the answers only to result in no commitment, a delay, an objection and no sale?

Way too many times Max, Leo answered very quickly.

Dispensing free information like a library is not profitable in business. Your job in sales is to be in control, profit and have fun with the process. If you understand how the prospect reacts and behaves to specific questions then you are the one who can lead them in the correct direction without exhausting yourself. You can do all this and much more if you are willing to learn as Socrates did, that all the answers are in the questions and the way in which you ask them.

Let’s move on Leo, we have much to cover. Have you ever wondered:

Why do we ask questions?

Sure Max, because we need to qualify the prospect; we need information. I usually try to ask a couple of questions during a presentation. This is a basic principle taught in Salesman 101. What is different about your method?

The basis of G.U.T.S. is to derive enough information to qualify your prospect and determine if you should or can do business. This is beneficial not only to us, but to the prospect because we then have enough information to work smart and decide whether the sales process is going to be profitable for both of us or a waste because there is nothing there for either of us.

We ask questions for three specific reasons:

1. Discovery-we need pertinent information ASAP!

2. Control-the person asking the questions with finesse can direct or lead the discovery and work smart to get to the bottom line fast.

3. Motivation-it can be discovered or created. Prospects need to get involved and excited in order to give you the order today. We need to change a passive prospect to someone ready to take action today!

Questions for you, Mr. Silver, are the force that will propel you to ascend our staircase and get the sale or for you to decide to make a quick exit. We ask questions because they allow the prospect to become involved in the sales process and to do more talking than we do. This is usually not the case in modern sales where the salesman never shuts up. There is another perk to asking questions, it allows us to make the critical decisions in the sales process. We get to decide whether to spend time or end the conversation.

Hold on Max, you just lost me. Why on earth do you want to end the conversation? All the books, seminars and trainers always emphasize that you should go for the ‘yes’. Close-close-close and spend as much time as you can or need with the prospect. What am I missing here?

Let me ask you a tough question, Leo. Can you sell everyone? Can you close 100% of the people you speak with?

Of course not, Max.

Correct. So why take on the attitude that you can? Sales is an intellectual, strategic and specific process, not a numbers game. Think about how much time you waste on prospects who will never buy from you because they don’t have the need, money or are incapable of making any decisions or commitments.

Ask yourself this Leo,

When should we ask questions?

No particular time Max, I just ask questions when I feel like it. My priority is to give my presentation as soon as possible. I was always taught to get in front of the prospect and give my product/service presentation as soon as possible. Questions or qualifying is Ok, but not the priority. Dazzle them with my footwork, you know what I mean?

Exactly, but where did it get you?

Not anywhere close to the sales and dollars that I need.

Exactly, my boy. Here is a new rule for you: No specific information is given by you until you have determined that there is a profitable reason for doing it.

Wow, Max, what will I have to talk about if I can’t do my spiel about my product line?

That’s your mistake Mentee, but it’s not uncommon. Most salespeople usually just wing it and ask questions when they feel the need, nothing planned. In the G.U.T.S.© Method you do everything for a purpose, at a specific time, for a specific reason. This is surgery with a laser scalpel. Your sales are now being transformed to an exact science with some finesse. Leo, the only thing you have of value for your prospect is your product knowledge, so don’t give it away. Secondly, the same speech all day to people who are willing to occasionally listen, but have not been qualified, is a waste of time. I consider it emotionally draining, redundant and unbelievably boring.

I want you to first understand that all of your qualifying questions should be asked in the very beginning of any sales discussion.

You ask your questions from the very onset of your conversation and get your answers in a step-by-step method. You will need to think about what information you need, what is the inclination of the prospect, their level of motivation and their ability to purchase, finance and follow through with their commitment. You will qualify for need, money, time, commitment, whatever you need and make a sale or make an exit.

What kind of questions should we ask, Max?

There are many types of questions and different ways to ask them. Here are a few: open and close ended, negative and positive, opposite re-direction with finesse, I don’t know questions and many more.

I never heard of these. I didn’t realize that there were multiple types of questions, Max.

Let me demonstrate a few and how you use different questions at different times for different results. Let’s begin with the simple close ended questions. This type of question usually calls for a ‘Yes’ or ‘No’ response. Let me ask and then you respond. Leo are you happy with your existing supplier of widgets?

Yes, Max!

You responded in the manner I planned with just a one word answer. If you require a more complete answer then use open ended questions. This will be the type of response where you get the prospect more involved and elicit information from the answer other than a ‘yes’ or ‘no’. Leo, let’s try an open ended question. What is the turnover for your inventory on a monthly basis?

Well Max, we need at least 10,000 widgets a month in order to keep our distributors properly supplied.

As you can see Leo, you gave me a fuller answer with greater detail which might be useful in our qualification and motivation process. The goal is to get the prospect more involved and more open with the information that can help both of you. As you know, it’s rare for a sales person to ask questions and listen.

Hey Max, wait a minute, I just thought of something. What do you do if the prospect starts asking you questions and takes away your control?

Excellent question, my boy and that calls for you to use one of our most potent skills which I call re-direction questions. This where you answer a question with another question thereby regaining control, continuing the discovery process and getting the prospect motivated. Redirection allows you to maintain constant control of the sales conversation. It will take practice, but if you use this tool correctly you will be totally empowered, remain highly productive and prosperous as well as free of intimidating prospects for the rest of your life.

This is the most powerful technique that you can utilize within the G.U.T.S.© Method and it’s necessary if you wish to ascend the staircase of success. If you are the person who is asking the questions, then the prospect will be doing most of the talking and the work. Questions will get your prospect involved and may even flatter him by your request for greater involvement. Remember most salespeople talk incessantly, listen selectively and ask few questions.

If your re-direction questions are done correctly, the prospect will become involved in a more than a logical sense. She will become motivated, perhaps even passionate concerning the subject matter at hand.

As a matter of fact, she will become so involved in the subject matter she won’t even notice the fact that you have regained control and have redirected the conversation. Leo, let’s start by you asking me an open ended question.

Leo: What color widgets do you have?

Max: That’s an excellent question, Leo. If you don’t mind me asking, why is the color of our widgets so important to you right now?

Leo: Because we really are having a hard time with our current supplier being able to obtain blue #2 widgets.

Notice Leo that I immediately answered your question with a re-direction question. I also added some finesse to the redirect question. This is called re-direction with Finesse. In many a case, when you ask a question you will find that the prospect may give a partial or a generic answer and not really the information that you wanted. Prospects usually hold their poker cards very close to their chest. The prospects are unwilling, in many cases, to be forthright in their answers to your probing questions. They are either mistrusting of you, the salesman, or just feel that a cursive answer will serve the purpose of a response. You will find in many situations you will have to dig a little deeper to get to the truth. The information you really need may require you to find the need to redirect two, three or more times to eventually get to the truth or the information you need to qualify the prospect.

Let’s go back to our role play Leo and begin again, but this time utilize the redirection plus finesse principle. Go ahead, Leo ask me a question and watch how I keep probing deeper in order to elicit the core of your real needs.

Leo: Max what color do your widgets come in?

Max: Interesting question, Leo. Why is the color of our widgets so important to you?

Leo: Well, we will need half of our shipment in blue and the other half in red.

Max: I’m curious, please help me to understand. Why this combination of colors?

Leo: These are our most profitable product lines.

Max: Has this been a problem for your company with your existing supplier?

Leo: You bet, a very big problem. We won’t even consider anyone unless they can supply these colors in the next 30 days.

Max: So in order for us to do business, we would need to be able to fulfill those needs?

Ok, let’s stop the role-play here, Leo. Do you see that by redirecting and getting the customer more involved, I received a ton of pertinent information on what I need to do in order to close. You got involved in the process. The pressure was all on you to get to a different level. This is what re-direction is all about. In a traditional sales call, the salesman would have begun a presentation very early on and would not have had the benefit of all of the additional information so freely given by the prospect.

This is great, Max! I am receiving unique information, I can control the sale and I still haven’t sounded like a salesman giving a presentation. I sound more like a doctor or lawyer making a diagnosis. Truly awesome stuff here, Max.

Wait Leo, it gets even better. Now, let’s talk about adding some reverse psychology to this process. This is a psychological technique where you appear on the surface to be asking a question in an unexpected way, but in reality you have the prospect give you the answer or response you desired or were hoping for.

You lost me again here, Mentor.

Listen carefully, Leo. To salespeople who are unfamiliar with the reverse psychology form of selling you are going in the wrong direction. In reality you are applying a very sophisticated and scientific technique in professional sales to elicit the response you want, to keep the prospects off balance and to lead them to their own logical conclusions. Let me demonstrate this concept for you. You just listen and I’ll play both roles.

Prospect: Your product looks great!

Salesman: Thank you, but I didn’t think you really liked our line of widgets. (Reverse psychology or opposite re-direction.)

Prospect: They look fine especially the new x-12 line. I think they might lower our maintenance cost.

Salesman: It’s very interesting that you like that particular line. Has maintenance cost be an area of concern for you lately?

Prospect: I just received a memo from the head office that we have to lower our maintenance cost by 10% or more for the next budget year.

Salesman: You wouldn’t consider changing companies just to save 10% would you? It can’t be that urgent?

Prospect: Are you kidding me! It came from the corporate headquarters, so yes, it is urgent. Can you guarantee me maintenance savings if I give your company a shot at my next order?

Salesman: If I could, what would happen next?

Prospect: You’d get the order for 50 thousand widgets!

The prospect now has to defend his position/statement and continue to praise my products. I am making the prospect do the selling. Makes selling fun, doesn’t it? If you want the prospect to respond in an affirmative manner you might go in the opposite re-direction. Leo, let’s switch gears and I will demonstrate with a sample conversation using the positive re-direction. It’s the same thing, but with a different spin. Again, just listen.

Prospect: Can you supply us with widgets?

Salesman: It was my understanding that you had a supplier and they were doing a good job for a reasonable price, right?

Prospect: I wish. They have a problem with on time deliveries and they keep raising their prices.

Do you see, Leo, how this positive question forces the prospect to usually reply in the opposite direction and give more information to me or even a commitment for a purchase? If you learn when and how to redirect both in the positive or negative, when necessary, you will become a helluva sales professional.

This is great stuff, Max! I didn’t see or better said, hear the moves that you made. This Method is pretty stealthy.

It’s supposed to be, Leo. There is one more re-direction technique to tell you about which is my favorite. It consists of three words that allow you to gain control, get more information and have tons of fun. Ask me a question, Leo and I will demonstrate. Make it any question that comes to mind.

Leo: Ok Max, tell me how your line of widgets can increase my production.

Max: I don’t know.

Leo: What do you mean ‘you don’t know’? You’re the salesman aren’t you?

Max: When I said I don’t know, I meant I don’t exactly understand the nature of your problem, so I don’t know if our widgets are what you are looking for. Why is your production of concern to you right now, Leo?

Let’s stop the role play so I can explain what I am doing. See Leo, this is the “I don’t know” redirect step and it will force you to give me more information. I am acting ignorant on purpose rather than to babble on aimlessly. This is a move very few, if any, so called ‘sales gurus’ will teach. The salesman is always supposed to be a walking repository of free information for his prospects. By acting ignorant you get the prospect involved and you redirect the conversation so that all of the pressure is where it belongs, on the prospect!

Oh my gosh, Max. I never realized that there are so many ways of qualifying, getting information and receiving commitments without giving old fashioned and tacky sales presentations. Don’t take this wrong Mentor, but what’s the downside to this stuff?

Well, the old Mentors’ G.U.T.S.© Sales Method will allow you to have fun, hold your head up high and create unbelievable wealth if used correctly, but you’re correct, there is a catch, Leo!

What is it, Max?

It takes time and discipline to learn. You have to practice it on a regular, daily basis so that it becomes automatic for you. It is not intuitive for most sales professionals to ask G.U.T.S. questions unless they are trained to do so.

Do you mean like a doctor doing a diagnosis with a patient or an attorney meeting a new client with a legal issue?

Exactly, my boy! They need information in order to provide the best service. You, as a professional salesman, can do no less. You can’t treat a disease without knowing the symptoms. You can’t defend or advise a client without knowing the issues. You can’t be a problem solver for a prospect or sales client without having the pertinent information, the control of the sales process and a passionately involved prospect. Questions are the answers to working smart and achieving your financial sales goals, Leo!

The Price of Change

Max stood up from the table and stretched his arms.

I don’t know about you Leo, but all of this talking has left me with a little cabin fever. I think we need to get some fresh air and some good food. I bet there is a foot of new powder on ol’ Mary Jane today.

Up for a little adventure, my boy? Max asked coyly.

Max, the last 24 hours has already been an adventure for me. What or where is this Mary Jane?

It’s only the best skiing in Colorado, top of the world, 12,000 feet high. Are you game? Leo nodded his head in agreement. Then let’s go.

Before Leo could react, Max had grabbed his Columbia jacket and shot for the front door. Leo, hurried along in order to catch up and ran through the open door.

Out in the front of his home, Max was already seated in a new shiny black Cadillac 16. The car was like nothing Leo had ever seen before. He had just read in a magazine that there were only 1000 of these cars made every year. They contained a 1000 horse power, 16 cylinder engine and every new state of the art devices one could imagine. The car cost more than he had made in the last 7 years. He thought to himself that there seemed to be no limit to this man’s wealth, yet he never gave a clue of being pretentious about his success. Leo seated himself and the door was closed by the house servant, Hans, who Leo had met the other evening.

Hans walked over to the other side of the car to speak with Max. Excuse me Sir, but will you and your guest be returning home for dinner this evening?

I think not Hans, you had better say goodbye to Mr. Silver as you won’t be seeing him for some time.

Goodbye Sir, it was a pleasure. Hans tipped his hat from Max’s side of the car.

Max revved up the powerful car and peeled out of the driveway. Leo could not believe the hairpin mountain roads that they were traveling on and worse Max seemed to want to get as much speed as possible. He was grateful when a mere 5 minutes later they arrived at the hotel located at the base of the magnificent Winter Park mountain. A valet, in a red uniform, upon recognizing Max’s car ran up to greet them. Mr. Max, a pleasure to have you with us again, Sir.
Thank you, Carlton. Please take your usual care of my car.

My pleasure Sir, I will have her washed and waxed by the time you are ready to leave.

Max deftly placed some cash into the valet’s hand.

Thank you Sir, enjoy your stay.

As they walked into the beautiful hotel lobby with rustic mountain decor, Max was greeted by the hotel manager. Wonderful to have you with us again, Sir, the manager smiled.

Is everything in order, Joseph? Max inquired.

Yes, Sir. All of your arrangements have been made. If you will follow me I will see that you are taken care of.

Max and Leo proceeded to a ski shop in the hotel lobby. Leo was shown to a dressing room where a new ski outfit, silk long underwear and turtleneck, helmet, goggles and gloves awaited him. He proceeded to get dressed in the shiny blue and black outfit. A large man with an Austrian accent took Leo to be fitted with a new set of Nordica ski boots. Finally done, Leo felt like Frankenstein as he clunked outside to meet Max by the chairlift.

Leo contemplated what a radical turn his life had taken in the last 24 hours since he had spoken with Nolan Smith. He was far from home, living in luxury, learning new skills, a new mindset and now skiing in the Rocky Mountains. It was so much to comprehend. His life was changing for the better and he knew it was only the beginning.

Max was waiting for Leo in a similar ski outfit and was wearing some very odd looking short skis. Clamp on your Salomon snow blades, Leo and let’s go skiing!

Leo did as he was told and put on the very short rounded skis. He had skied a few times in college, but he never considered himself proficient in the sport. They took off for the chairlift after the attendant scanned the season pass that Max had provided Leo and attached it to his jacket.

They got off at the top after a 13 minute express ride. It was beginning to snow again and he was hoping he would not make a fool of himself. It had been many years since he went skiing and the mountain or better said, the hills he had skied on previously were more like sand dunes with ice compared to Winter Park and its copious amounts of champagne powder.
Leo at first was unsteady on the shorties, but after a few minutes of skiing he felt confident enough to start enjoying himself. Max, of course, was an expert in skiing as he was in so many things. Leo watched as Max skied like a figure skater making multiple tight carving turns on the silken snow. He even did a few 360 degree turns and occasionally skied backwards in order to keep an eye on Leo.

They took another chairlift to the top of Parsenn Bowl which has a breath taking 12,000 plus foot view of the mountain that was carved out by the forces of nature millions of years ago. Leo could see the awesome view of the Rocky Mountains and was taken with the shear beauty of it all.

Max interrupted Leo’s moment of contemplation while the chair was slowly making its way up the mountain. Leo, are you enjoying yourself?

Max, this is quite a life that you have created for yourself; houses, jets, cars, fine food, skiing. Of course, I am enjoying myself. As a matter of fact, I am having the time of my life. I want to have this kind of life and more.

Good for you, Leo, Max quickly responded. Never be embarrassed for wanting to enjoy life to its fullest and all it has to offer. You can do more good for yourself and many others by being prosperous as long as you keep your feet on the ground. My Mentor always used to say that “money makes a good man better and a bad man worse”. The question you need to ask yourself is, are you ready to pay the price for your success?

What price do you mean, Max?

The price to you will be change. You are going to have to learn my teachings of sales and implement them quickly. In many cases, you will be uncomfortable doing things differently than you are used to, but the rewards will change your life forever. You will always be free; free to be your own man, free to do the right things at the right time, free to live your life with quality and positively affect others. Everyone wants success, but few are willing to pay the price, the price of change or reinventing themselves to be better, work smarter and do what others are unwilling to do.

You have to realize that you will have to work smarter and be bigger and better than your peers. Most people search their entire life for financial freedom and never realize that they have everything they already need right in front of them. All they have to do is utilize someone else’s success, learn their methods and implement them. It is everything that The Ancient Society of Mentors stands for. Most people start from scratch, work very hard with the best of intentions and eventually become complacent or frustrated with their lack of progress.

My job as your Mentor, is to teach you a method of communication that has an understanding of the science and the art of human behavior in a systematic method where the results are predictable and consistent if you employ them correctly. Just remember Leo, there are a few enlightened salespeople who have unlimited earning capabilities and who have a ball doing something they love while helping others with their quality products and services. All you have to do is learn these methods and be willing to pay the price which I discussed earlier.

There was a moment of timed silence as it appeared that Max wanted his words to have a serious impact on Leo. The only sounds were the gusts of wind and blowing snow. As the chairlift approached the top and they prepared to unload Max looked at Leo and spoke. Enough of all this serious talk, it‘s time to have some fun. My boy, you are in for some of the best powder and tree skiing you have ever experienced. Let’s head into the bowl and carve up the mountain. Then we’ll make our way into the trees and do a little glade skiing. Stay close, ski fast and realize that this is the best time of your life amidst all this beauty.

They started out skiing the massive natural mountain bowl making artistic lines into the fresh powder. Max took Leo into the glade, the tree runs, as he had promised and they gracefully skied in and around the tightly grouped pine trees. Leo was glad that he was wearing a safety helmet. He was using all his physical strength to keep up with his senior teacher. He was breathing hard due to the physical exertion and the thin air, but he found himself having the sensation of flying and shouting for joy as the snow flew around him.

Max was always in the lead floating through the powder with the grace of a ballet performer. Leo was amazed that someone of Max’s age could exhibit such untiring form. He was an exceptional man in many ways. It suddenly occurred to Leo that Nolan had the same positive spirit. They finished the ski run and took a chairlift to another section of the mountain. Just as he was thinking that it would be nice to take a break, Max announced, now my boy, you are really going to do some skiing.

Max navigated them to a wide slope with huge moguls. It was all Leo could do to keep Max in his vision as the old man had the skill and stamina of a 19 year old. They managed several runs in different areas of the challenging mountain and finally worked their way to the base of Mary Jane to an enormous log constructed lodge. Max, as usual, was personally greeted, this time by a smiling effervescent hostess whose name badge read “Loretta”.

They were brought to an alpine style table with white linen. A vase of columbines, the state flower, sat in the middle. Max and Leo were surrounded by large windows that gave them a view into the winter wonderland and all the skiers speeding down the slopes. A waiter with a New Zealand accent came to the table. Hi Max, we have elk stew today.
No thanks Walter, I think we will have the usual, Max replied graciously.

You got it, came Walter’s snappy confirmation.

In less than 10 minutes, Walter brought them steaming plates of the largest cheeseburgers Leo had ever seen. There was at least a pound of meat on a fresh baked french roll, infact it was more like a meat loaf than a cheeseburger. It was dripping in cheeses, bacon and onions topped with lettuce and tomato. On the side was a combination of oversized french fries, beer battered onion rings and coleslaw. Eat up my boy! It’s not exactly health food, but it’s hot and filling.

Gentlemen, I trust all is to your satisfaction, Walter inquired upon his return.

This is the best burger I have ever eaten, Leo quickly replied. What do you do to make it taste like this?

Thank you, Sir. We are very proud of the quality of our food. Our burgers are a combination of the finest beef, pork and lamb with melted French Brie cheese on top and freshly grown local tomatoes and lettuce all covered in sautéed onions, fresh ginger and garlic. The roll is fresh baked in the morning by our pastry chef. Would you like me to have the recipe sent to your home? Walter asked Leo.

Thank you, answered Leo, that would be great.

Leo and Max resumed consuming their lunch with much gusto while talking about skiing between mouthfuls. Leo could only finish a quarter of the meal and had the waiter brown bag the rest.

Max personally went to the kitchen to thank the chef. Upon his return to the table, he told Leo that they would leave. Let’s catch a short power nap at the hotel.

They skied over to the hotel and Leo was escorted to his suite. Once again new comfortable clothes were laid out on the bed for him. He found a note on top of the pile which read:

Meet us in the lobby coffee shop at 2:30 PM SHARP !

Max

The G.U.T.S. Staircase

Leo took a long hot shower to ease the soreness in his muscles from all the exercise he had had in the morning skiing the Jane. He applied some Tiger Balm that Max gave him when he complained about his discomfort before they separated for their individual suites. The Mentor said it was a miracle salve that he discovered on a trip to Shanghai and aside from the strong smell, it worked great. Leo slept soundly for an hour until he received his wake up call by the hotel phone system.

He hurriedly dressed and ran to the elevator to be on time. As he walked out of the elevator, he saw Nolan and Max sitting on a comfortable looking overstuffed sofa in the lobby coffee shop drinking a couple of tall cafe mochas. Nolan greeted Leo and then they all sat down around a small table in a quiet corner of the coffee shop.

Max began. Ok boys, enough of the small talk, let’s get down to the nitty gritty. Leo, our previous conversation explained the G.U.T.S. philosophy, the utilization of human behavior and gaining discovery by asking smart questions with redirection. The G.U.T.S. Selling Method is broken down into three simple steps which I will illustrate. I will summarize each step which we will then discuss. Nolan and I will demonstrate or what I refer to as ‘role-play’ so you can see how each step is placed into action and how all the supplemental rules and sub-steps are applied. The logic of using this method in a step-by-step progression is that it will become second nature to you.

Max grabbed a brown coffee shop napkin and began to draw a staircase.

_/3 Commitment Step
_/2 Qualify Step
_/1 Agenda Step

Max looked up from drawing and explained to Leo, your job will be to guide the prospect through the process, do much less talking than you are used to, have fun and perhaps most importantly, feel no anxiety or pressure. Sales will become more like a chess game where you have strategic, well thought out moves rather than blind man’s bluff. You will be using all of your resources and nothing is wasted.

After I feel that you have competently learned my methods you will be faced with a new challenge in order to satisfy me and The Ancient Mentors that you have properly learned the secrets of financial success which I am sharing with you today.

Max looked directly into Leo's eyes with a stern look on his face and spoke with a great seriousness in his voice. When we have completed all the steps or lessons you will have to enter and defeat The Gauntlet!

What on earth is The Gauntlet, Max? Leo questioningly sputtered.

Max immediately looked at Nolan and smiled. Aha, I see my student knows how to keep a secret and simultaneously create a little intimidation.

Nolan returned the smile and exclaimed, well Mentor, you didn't see the need to tell me about The Gauntlet when I began studying with you until we were well into our training. I figured the same should go for Leo.

Leo knew something was going on, but he didn't have a clue as to what this Gauntlet was about. Heck, he didn't even know what a Gauntlet was. Hey guys, c'mon and give a salesman a break, Leo pleaded. What is this gauntlet you both keep talking about? Leo grew sullen wondering if he would be able to survive The Gauntlet, whatever it was.

Max began. Simply said my boy, The Gauntlet is a test which The Ancient Mentors decreed all mentees must face. It's a challenge of sorts that Nolan and I have devised. You will be placed in an unexpected situation in which you will have to use all of your skills and of course, the G.U.T.S.© Method to succeed. If you pass or better said survive, your life will change forever for the better, however, if you fail........ Max hesitated after a moment of contemplation while stroking his chin. As I was saying, if you fail then you will have to accept mediocrity as a way of life. I would rather not dwell on that possibility, my boy. We can discuss more about The Gauntlet later on.

Let’s continue learning the Sales Method, Max ordered. It's time for you to learn about our little staircase and the steps of success. Leo, the Method is comprised of 3 major Steps. As with any staircase, you start on the bottom. The first step and each successive step you take will allow you to ascend to a higher level. As you go up each step you get a little closer to making your goal or closing your sale. The top step is where you profit. Each phase must be used in its exact order and no step(s) can needlessly be skipped or eliminated. This is a logical progression that will make sales within your control in a way you have never experienced.

You see Leo, sales is not about jumping around being enthusiastic, memorizing scripts or trying obvious embarrassing gimmicks and techniques. Sales is a combination of the science of human behavior and finesse. The person who takes the time to learn the staircase of success will ascend to a wonderful place of self-esteem, confidence and ultimate control of sales. Life for you will be wonderful. If you use the staircase in the way it is designed, you will no longer have to memorize scripts or use obvious closing techniques. In old fashioned traditional sales, the ultimate goal is to gain a rapport or bond between the salesman and the prospect. Others use another method called modeling where they parrot the body english, manner of speech and tonality of the prospect in order to gain an edge. These are all very obvious and tired opening methods that most astute prospects are aware of. It may work occasionally and gain you some advantages, but generally it’s a silly, obvious game and as we both know, it doesn't work!

Now, let’s examine the first step in our staircase called ‘the Agenda’
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Excerpt from The Mentor Teaches The G.U.T.S.© Sales Method by Claude Diamond
www.ChutzpahSelling.com

End of Excerpt

A short note from Claude:
Hope you enjoyed this free excerpt of my book.
Want to find out if Leo finally Becomes a success ?
Will he survive the Gauntlet? (best part of the book)
Does he get the money ? The Girl?
Want to learn more about G.U.T.S. and the Success Staircase ?

Click on the link below if you would like to purchase the book, accompanying CD’s and learn more about this unique and innovative sales program.

http://www.claudediamond.com/SalesTraining/Products/tabid/61/Default.aspx

Want to be mentored or just want to say hi. Then give me a call, I answer my own phone (whatta guy:-) (970) 726 7979

Success in all your endeavors

Claude