D.J Mausser

Author biz consultant.

Welcome to a journey of real insights into the art of selling. With over 35 years of diverse
sales experience, I've encountered every imaginable product and service. My client list
includes Toyota Motors, Cedars Sinai Hospital, Los Angeles Dodgers, Disney Corp,
Warner Bros, Museum of Contemporary Art, Universal Studios, Los Angeles Convention
Center, Honda Center, Tao Restaurant Group, MGM, BOKA Restaurant Group, Patina
Restaurant Group, just to name a few. My initial training provided some effective
methods, but it also exposed me to outdated and ineffective approaches. Through trial,
error, and reflection after each interaction, I unearthed hidden factors that significantly
impact the sales process.
I rejected the stereotypical "salespersony" tactics, realizing the importance of genuine
connections over the traditional salesperson image. Basic interpersonal dynamics, often
overlooked in conventional training, emerged as game-changers for me. By understanding
and leveraging these dynamics, I successfully separated myself from the crowd, fostering
sales relationships that resulted in a remarkable 90% sales success rate.
Central to this success were 15 mental questions that became the key to simplifying the
sales process and determining the viability of a sale. This transformative approach not
only made sales easier but also had a profound impact on my personal relationships and
self-awareness.
In challenging traditional sales advice, such as the outdated “Shut up the F*ck up and
Listen” I have learned to "Don't shut the f$ck up" and use these techniques to start
creating relationship's instantly and get hired by the prospect I am trying to sell. In today's
post-pandemic sales landscape, where face-to-face interactions are diminishing, making
the most of every live conversation is crucial. The provided 15 questions and answers are
designed to equip you with the mental tools to comprehend the intricacies of the sales
process. Turn your prospects into willing listeners and collaborators, rather than
adversaries perceiving you as a conventional salesperson. Join me in this exploration,
and by the end, you'll possess the skills to not only succeed in sales but also enhance
your personal and professional relationships.