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Name:	Don Hutson
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Sell Value, Not Price!

Don Hutson - Recorded Session

Has this ever happened to you? “Your price is too high.” “Is that your best price?” “What kind of deal can you give me if I buy from you instead of XYZ company?” These are among the most dreaded words a sales person can hear. An average sales person may say: “Is there anything else that may convince you to buy this product?” Some sales people are somewhat successful by using a “planned” script or dialogue, but more often, most stammer, offering a weak response. In either case, they often get the sale at the expense of their margin, or lose it all together. Hopefully, you’ve never lost the sale using an ultimatum like: “That is my best price. Take it or leave it!” More often than not, this sales person will lose the sale altogether forfeiting not only the sale, but future sales by abusing the relationship.

Gaining Trusted Advisor Status

Don Hutson - Recorded Session

Relationship Differentiation...Your Path To Trusted Advisor Status! One of the greatest opportunities you have in business today is mastering the principles of Relationship Differentiation, which will put you on the road to gaining Trusted Advisor status. It can propel you to the top of your prospect’s list of potential vendors in your marketplace

How to Stand Out from the Crowd

Don Hutson - Recorded Session

My favorite question to ask sales professionals and entrepreneurs is “How are your offerings different from and better than those of your competitors?” Anytime I get a response like, “Well... Uh......” I know I am talking to someone in big trouble. The key to gaining market share and prospering in today’s competitive environment is to differentiate yourself, your company, and your offerings as distinctively and creatively as you can. You need to stand out from the crowd! My second favorite question to ask them is “How many of your differentiators represent ways you are personally distinctive and creative in serving your customers and providing them with a solution?”

The Don Hutson Report


Blog Article Leveraging the Power of Focus The great Og Mandino was addressing The National Speakers Association in Phoenix onthis topic years ago. He told the story of the little boy who was so disappointed when he reported to his dad that he could not start a fire on a sunny day with a magnifying glass. His dad said “Come outside with ... Don Hutson, focus, negotiation, sales The great Og Mandino was addressing The National Speakers Association in Phoenix onthis topic years ago. He told the story of the little boy who was so disappointed when he reported to his dad that he could not start a fire on a sunny day with a magnifying glass. His dad said “Come outside with me, Bruce, and let’s see if I can help you.” His dad seized the opportunity to make a life lesson out of this event.
Blog Article “Intrepreneurial” Thinking in a Corporate Environment Forward thinking trend-setters who are seeking a new level of performance in their organization are the leaders who stretch the expectations and goals of their people with new and exciting visions. You don’t see too many intrepreneurial thinkers in a corporate structure, but when you do, you are ... Corporate, Don Hutson, Intrepreneurial Forward thinking trend-setters who are seeking a new level of performance in their organization are the leaders who stretch the expectations and goals of their people with new and exciting visions. You don’t see too many intrepreneurial thinkers in a corporate structure, but when you do, you are seeing people creating new, out-of-the-box perspectives on old challenges.
Blog Article The Positive Side of Rejection Don Hutson, negotiation, rejection, sales
Blog Article How To Expand Your Market Share You really like the idea of enjoying a larger market share. That is an undeniable fact. It is also true that you have to earn this position by out-selling and out-serving your competition – consistently. Don Hutson, market share, sales You really like the idea of enjoying a larger market share. That is an undeniable fact. It is also true that you have to earn this position by out-selling and out-serving your competition – consistently.
Blog Article Are You Putting Your Interpersonal Knowledge To Work? Don Hustson, Interpersonal, negotiating, sales