Claude Diamond NEW 2009 G.U.T.S™ Sales Training Method Free Shipping, Mentoring Session & Sales Success Timer Start Price USD 595.00 Current Price USD 595.00 Time Left 7 hours 39 minutes Bid Count 0 Buy It Now Price - Reserve Price - Start Time Saturday, November 08, 2008 End Time Wednesday, January 07, 2009 Location Winter Park, Colorado See more about 'Claude Diamond NEW 2009 G.U.T.S™ Sales Training Method' Description The NEW $595.00 G.U.T.S.*™ Sales Method The revolutionary new sales method that eliminates all the problems and frustrations of sales ! All New additional Manual "How to sell with G.U.T.S.™ manual" *GREAT UN-TRADITIONAL AND UN-ORTHODOX TECHNIQUES OF SELLING - No more suffering from the agony of premature presentations! - Never feel self conscience or intimidated in sales again ! - Imagine no more cold calling - No more sales games - Sales is now fun and profitable and within your control - Qualify the prospect in 3 minutes or less No More touchy-feely pretentious and phoney sales talk and silly attempts at bonding You never go to a prospect unless you are picking up a check or a contract. Its all here in this amazing new $595.00 package. Here’s what’s included: The Mentor Teaches G.U.T.S. CD Set . Recorded by the Author Claude Diamond. . The Sales Method Instructional CD . This is the meat and Potatoes of G.U.T.S. We simplify the system and break it down into the 3 steps of the staircase of Success. Everything you need to know , Agenda, Qualification and Close. The 3 minute Success Timer Place it next to your phone and challenge yourself to qualify the prospect in 3 minutes or less. The G.U.T.S.™ Sales Training Movie "Hey, It’s not Star Wars™ but it’s still entertaining and informative". What package would be complete without a little visual instruction starring the author Claude"The Mentor" Diamond ? The colorful and ingenious G.U.T.S Sales MindMap An attractive sales training charting system for enabling you to learn and quickly implement the G.U.T.S. system. Just place by your phone with your 3 minute success timer. FREE 1 On 1 Mentoring Session Bonus What good is any package of un-conventional information unless it comes with your own Mentor. That’s right you get one telephonic Mentoring session with none other than Claude ”The Mentor” Diamond. Meet the man who said "Life is too short to drink cheap wine and drive a Yugo" Work with Claude personally and learn how to work smart and Profit BTW Check out the NEW G.U.T.S. Sales Blog free articles-podcast-sales training audio interviews WWW.GutsSales.com Bonus: Free Shipping when you pay with Paypal Want More ?, OK here is a sample from the Manual BUT FIRST READ SOME OF THE ESSENTIAL RULES OF G.U.T.S. The Rules of G.U.T.S. Rule: The person asking the questions with finesse controls the sales process. The salesperson must NEVER give up this control to the prospect. Rule:  Most salesmen fail because they suffer from premature presentation. Rule: Your product/service knowledge is the only thing you have that is of value to the prospects, so don’t give it away! Rule: The best answer you can give to prospect questions is ‘I DON’T KNOW’! Rule: If your life stinks its your fault Rule: You have three minutes to discover whether you have a potential sale or a  tire kicker. Rule: Ask the G.U.T.S. questions with opposite direction to get the responses and  passion you need from the prospect. Rule: Use the re-direction process with finesse, feigned ignorance, imagination and  anything else that works. Make the prospect do all of the work. Rule: If you aren’t hitting the mute button on your phone because you are laughing so much, then you’re doing something wrong. Rule: The best sales method is stealth. This means that the prospect will never see the moves that you are making. Rule: Sales must be approached in a systematic step-by-step method ; that why we created the 3 step Staircase of success rather than traditional old fashioned techniques. Rule: Understand that sales is a game of chess. You have to think at least three  moves ahead if you want to win. Rule:   Discuss, with the prospect, what is going to happen before it does, set up agenda's Rule:   You need to gain trust, have respect and eliminate traditional buyer/seller   obfuscation. Rule:  Sales is the million dollar skill if you are able to harness and understand human response and behavior combined with some good thespian skills. Rule:  Never go to a negotiation unless you are ready to pick up a check or a    contract. Rule: The meek may inherit the earth, but they will never become great salesmen. Rule: If you need a friend, then get a dog! "Harry Truman" Rule: Life is just too short to drink cheap wine and drive a Yugo. Rule: Everyone wants success, but few are willing to pay the price. That price is change and adaptation. Rule:   People don’t want anything until they realize that they can’t have it or that other people desire it. Rule:   Sales is about understanding human behavior. Rule:   When you’re the top dog in sales, you dictate the terms. OK, Now an excerpt from the Book, 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 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! And finally, thank you Bob Johnson, for his suggested acronym for G.U.T.S. Copyright © 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. 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 to eat tofu, 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 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, lacking courage, 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). What if the so called ‘professional’ salesperson had a Method where, if utilized consistently, would enable his sales to increase dramatically, allow her 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.v 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: 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. END OF CHAPTER ONEOn Oct-09-07 at 15:28:03 PDT, seller added the following information:See our new and Free Lease Purchase Video Library http://www.youtube.com/user/cdmentor Free Lease Purchase and G.U.T.S.™ Sales Training Method OK Want even more ? Then just google Claude Diamond or GUTS Sales for a free newsletter Subscription Place a Bid!