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The Mentor teaches The GUT's Sales Training Method Spiral-bound – September 18, 2006

3.7 out of 5 stars 5 ratings

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Editorial Reviews


Finally, A sales training method that works.No more phony presentations and depressing cold calls. --Mark Johnson, Lease Purchase Times, August 1, 2006

It will blow away the time wasters in the first 3 minutes. --Harold, Guts sales blog, Sept, 1 2006

Guts is Chutzpah to the Max. --R. Grubbs, Success Stories Newsletter, June 2006

From the Author

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!
"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!

Treat yourself, you've earned it

Product details

  • Publisher ‏ : ‎ Diamond Consulting Group (September 18, 2006)
  • Language ‏ : ‎ English
  • Spiral-bound ‏ : ‎ 123 pages
  • ISBN-10 ‏ : ‎ 097104631X
  • ISBN-13 ‏ : ‎ 978-0971046313
  • Item Weight ‏ : ‎ 10.4 ounces
  • Customer Reviews:
    3.7 out of 5 stars 5 ratings

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