GUTS – the Grand Unified Theory of Selling – is a consultative sales training program created in 2007. The training brings together the very best elements of a wide range of sales principles, consulting practices, communication technologies and personality assessments into a unique, simple and powerful model to teach and develop consultative selling skills. It’s built on the principle that the best salespeople really don’t sell. They help their prospects buy.

The heart of GUTS℠ is a two-day interactive workshop that combines instruction with skills practice, focuses on real-world client issues and ensures that participants leave with specific account strategies and an action plan to continue their personal development.

The GUTS℠ approach also includes an upfront assessment phase to customize the training topics, and workshop follow-ups and refreshers to reinforce the learning.

While every GUTS℠ workshop is customized to our client’s specific needs and program, there are some common workshop objectives.