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Don Hutson
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Don Hutson is an Author and Expert on Entrepreneurship & Success Through Selling Value
Don Hutson is an Author and Expert on Entrepreneurship & Success Through Selling Value

204 followers
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U.S. Learning is a training firm composed of professionals who deliver innovative, high-impact solutions to our clients.  In addition to customizing speeches, seminars, and multiple day programs on sales, customer service, marketing strategy, and leadership, we also assist many of our corporate and association clients with the development of their own University.  Such initiatives improve the coordination and impact of all efforts to enhance learning, and thus the success of their employees, customers and members.

U.S. Learning's Mission Statement:
U.S. Learning is dedicated to assisting our clients in keeping their people skills at an advanced level in order to grow their enterprises.  We do this through the teaching of skills that will result in the formation of strong business relationships and trade alliances.  We believe that human resource development should not be an event, but an ongoing process with clear objectives and applications crafted to help our clients turn visions into reality.

U.S. Learning, LLC
Don Hutson Organization
516 Tennessee St. Suite 219
Memphis, TN 38103
901-767-0000
Toll Free: 800-647-9166

Info@USLearning.com

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What Makes An Olympic Sales Champion? 
Three types of Sales Opportunities:
1. Obvious
2. Spontaneous
3. Visionary
http://www.budurl.com/MasterEveryMoment
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Don't Give Away Your Margin; GIVE AWAY YOUR HEART! 

As we look at probable future challenges, I feel comfortable with the following predictions: competition in the marketplace will get keener; decision makers will become sharper and more discriminating; and margin pressure will continue to impact our profitability. As we go forward, it will be necessary for us to carefully and strategically sort out our options as to how we go to market. How we address the issues of discounting, taking our creative selling efforts to new levels and maintaining our position as viable and profitable organizations, must be a high priority.

I am often asked if I would rather be selling a product of the highest quality and offering the best service at an upper level price or selling a product of marginal quality with mediocre service at a much lower price. I will take the former over the latter every time. People are more willing to pay for quality than they have ever been. They just are not willing to endure the hassle that goes along with the compromises in quality and service. It is easier to explain price once than to apologize for quality forever.

In our attempts to assess the mindset of today’s buyers, we find that people in practically every industry want problem-free products and services that do the job for them without requiring additional time and money to solve quality problems. You are usually dealing with sophisticated buyers who know the significant cost of unanticipated problems.

There are five types of differentiation salespeople should be aware of: product, price, service, relationship and process. Do everything in your power to creatively differentiate in any manner other than discounting. Get in your customers’ faces and serve them to death. Make sure that everybody in the decision loop knows that none of your competitors compare to your creative factors of differentiation.

Don’t give away your margin; give away your heart. Give your heart away through extraordinary service and simple caring. Your heart will only get bigger when you give it away. Give away your margin, and you will be mortgaging your future.

Don Hutson
http://www.donhutson.com

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Negotiation Dosen't have To Give You Ulcers!  Plan a Negotiating Strategy and Even Enjoy The Process!  http://www.budurl.com/DHSalesStrategies
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Having Better Trained Salespeople Than Your Competitors Is A Sure Way To Gain An Edge! http://www.budurl.com/SolidFooting

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