What happens when your longtime customer says they want you to cut your price? Forget that you’ve been servicing the account for years! Management has demanded that all departments cut costs, and a new competitor is angling for your business. When you know how to sell value, price issues become less important to making the […]
Latest "Value-added selling" Posts
How many more sales could you have made if you did a better job of selling your value? What if you had access to complimentary coaching sessions with the expert on selling value, Don Hutson? Join us as U. S. Learning kicks off our 36 Minute One Minute Success Series for business professionals worldwide!
Don Hutson’s Interview on Local Memphis Live 3.30.15 Interviewed by: Lauren Raymer See the full interivew here: http://www.localmemphis.com/video/d/video/selling-value-key-principles-of-value-based-sellin/5689644 Lauren: Tell us a little bit about your new book. Don: Well, it is based on the premise that everybody sells; every time we open our mouths we want to be convincing, credible, and articulate. Lauren: […]
If we are going to separate ourselves from the competition in the eyes of our clients, we cannot be just another “me too” salesperson. We need to have a better sales approach. I’d like to take you through the U.S. Learning model we refer to as “The 5 Stages in The Evolution of Selling.” The key […]
Momentum can be a powerful thing… when it is on your side! If it’s working against you, it can be a disaster. I love to capitalize on “positive momentum” that makes things get better over time. It’s the “negative momentum” we must beware of. An example of positive momentum is when I was in […]
“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 person in sales can hear. A typical response from an average salesperson may be: “Is there anything else that may […]
One of the most glaring reasons people fail in the sales profession is their inability to handle rejection. They take it personally, become demoralized, and their “head game” is trashed and out of sorts. So psychologically dealing with the unpleasantness of rejection becomes very important in one’s framework of thinking. Nobody sells everybody. Not even […]