To sell, you have to talk to people. Fear of rejection prevents many people from just picking up the phone and having a conversation. In this episode, Gavin talks to Claude Diamond about his G.U.T.S. sales method, a simple three-step system that generates quality daily warm leads at no cost
People like to do business with people they like. If you can get people to like you and trust you, you’ll get deals. This is a highly competitive business we’re in and the competitors are spending big money on marketing. Just get on the phone and talk! We seem to have lost the art of communication. Maybe it won’t come easy at first, but the more you do it, the easier it gets.
The first three minutes of any call is when you need to figure out if it’s going anywhere. Do they need to sell? How badly? How likely are you to get a commitment today?
We’re in this business to make money. Aim to speak to five warm leads a day. Get commitments today, get contracts today, get an appointment today. Do something today that proves why you’re in business. There’s no shame in wanting to make money. You make money by communicating, by speaking to people, by having good, fun, nice conversations with good people who have a problem.
Being able to sell is a million-dollar skill. If you can sell, it doesn’t matter if you lose everything. You’ll be able to build it all backup and all you’ll need to do that is a phone. But if you don’t understand the psychology of persuasion and influence, it doesn’t matter how hard you work or how much money you spend, you’ll only ever be adequate.
The G.U.T.S. method is based on psychology and human behavior. It’s just three steps, like a staircase: agenda, qualification, and commitment to close. Everybody can remember three simple steps. You don’t need a script. You’re just finding out information by asking questions.
Watch and Learn:
Listen and learn:
- How to sell without being salesy.
- Psychological sales moves that work.
- How to use the G.U.T.S. method (Great Unconventional Techniques of Selling) to get sales.
- Why the lost art of conversation is a skill worth relearning.
Mentioned in this episode:
- Influence: The Psychology of Persuasion and Sales by Robert Cialdini
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