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: […]
Posts tagged "Don Hutson"
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 […]
I heard a business strategist say recently that “Hope is not a strategy”. I also remember that the Bible tells us that “When there is no vision, the people perish”. I happen to think that there is, indeed, power in anticipating great things. Thoreau defined motivation as “The pull of anticipation and the push […]
“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 […]
When you lose a sale, get over it fast. All salespeople experience it, but the pros move on to the next encounter with a positive attitude, realizing that they are statistically that much closer to getting a yes. Here are eight tips for effectively dealing with rejection with the minimum amount of mental anguish:
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 […]
Don’t ever negatively prejudge the result of a sales encounter. I think in terms of one of our sales processes we need to make sure we are always thinking of giving it our best shot. Don’t be like the Rolls-Royce salesmen in Indianapolis, Indiana. On a Saturday morning three Rolls-Royce sales people standing around talking. […]