Tag Archives: Salesmanship

Do you have the GUTS?

16 May

While reading around on one of the insurance forums that I frequent, I stumbled across a video of Claude Diamond.  He’s the founder of the GUTS sales system.  The video I watched basically shows Claude and a client role playing different scenarios and how to integrate the GUTS method of cold calling.  The part I enjoyed was learning how to get through the gatekeeper and straight to the decision maker or owner of the business.

I spent the day yesterday using this method (or a variation of said method) while calling large self storage facilities.  These are places I’ve called before but go nowhere.  Yesterday, while using this method, I was able to obtain the name and direct phone number of the person in charge of the company’s business insurance.  Was I actually able to speak to the owner?  Only a handful of times.  But, in my opinion, this method helped me get several steps closer to obtaining the sale.  Especially since I wasn’t able to get past the receptionist/office manager in my previous calls.

Here’s the video:   Oh, and if you go to YouTube and search GUTS sales training, there are many more videos there to learn from.

http://www.youtube.com/watch?v=kTDmMCCeNVo

By the way, I have no affiliation with Claude Diamond or the GUTS Sales Method.  Please use his methods at your own risk.

Your turn:  After you’ve tried this out, let us know how it went.  We’d love to hear from you!

 


Melissa Ash/NJ’s Business Insurance Lady
Irwin Edelstein Associates, Inc.

Tel: 732-549-1800 | 732-317-1979

http://www.njbusinessinsurancelady.com

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