Selling Value: Key Principles of Value-Based Selling

Hutson, Don

ISBN 10: 1936354446 / ISBN 13: 9781936354443

Published by Executive Books, 2014

About this Item

A book that has been read but is in overall good condition. Very minimal wear damage to the cover including scuff marks, but no major holes or tears. The dust jacket if applicable may not be included. Binding may have minimal wear. The majority of pages are undamaged with minimal creasing or tearing. May have minimal pencil underlining and or highlighting of text and possible small amounts of writing. No missing pages. May have some light marks on the page edges or a remainder mark. May have pale yellow yellowed pages. Fast Shipping, safe and secure mailers. Stock photo used.

Seller Inventory # FWV.1936354446.G

Bibliographic Details

• Title: Selling Value: Key Principles of Value-Based Selling
• Publisher: Executive Books
• Publication Date: 2014
• Language: English
• ISBN 10: 1936354446
• ISBN 13: 9781936354443
• Binding: Soft cover
• Condition: good

About this title

Synopsis

FROM DON HUTSON, THE NEW YORK TIMES BESTSELLING COAUTHOR OF THE ONE MINUTE ENTREPRENEUR AND THE ONE MINUTE NEGOTIATOR

We've all heard that in today's marketplace people do business with those they know, like and trust. That means something different today than it did only a few years ago when competition was not as keen and the sales challenges were not quite as stringent as they are today. In Selling Value, we talk about what we need to do to be exceptional at such tasks as:

Performing an exceptional needs analysis


Identifying how your prospect defines value


Keeping your Head Game intact for maximum performance


Learning the skills of active listening


Gaining commitments without pressure


Understanding the differences in people


Mastering adaptability skills


Handling customer concerns


Asking Questions with great expertise


Creating exceptional solutions for clients


Learning how to creatively differentiate your offerings


Prosper through earning loyalty

Read Selling Value today and let Don Hutson show you the way to the next level of success!

About the Author

Don Hutson career spanning speaking, writing, consulting, and sales has brought him many honors. He worked his way through The University of Memphis, graduating with a degree in Sales. After a successful sales career, he established his own training firm and today is CEO of U. S. Learning based in Memphis, TN.

He has spoken to over half of the Fortune 500, is featured in over 100 training films, and currently addresses some 50 audiences per year. He is the author or co-author of thirteen books, including the number one Wall Street Journal and New York Times best-seller, The One Minute Entrepreneur (with Ken Blanchard).

Don's knowledge and platform experience in selling value, leadership and negotiations have been sought out by companies and associations throughout the free world.

Don was on the Founding Board and is a Past President of The Society of Entrepreneurs. He was also on the Founding Board and is a Past President of the National Speakers Association, and a recipient of its Cavett Award for outstanding achievement. He is a member of Speakers Roundtable, a think tank of twenty thought leaders in training and development, and is also in the Speakers Hall of Fame.