HIGH PERFORMANCE SELLING

Part One - Building Customer Loyalty, Part Two - Needs Analysis Selling
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KEY TAKEAWAYS

  • HOW TO BOOST CUSTOMER LOYALTY AND GAIN MORE REFERRALS
  • WHY SELLING VALUE, NOT PRICE IS THE BEST WAY TO WIN
  • UNDERSTANDING NEEDS ANALYSIS QUESTIONING TECHNIQUES
  • EXCEEDING CUSTOMER EXPECTATIONS THROUGHOUT THE SALES PROCESS
  • STAYING MORE MOTIVATED THAN EVER TO REACH YOUR SALES GOALS
  • AND MUCH MORE…

ABOUT THE SEMINAR

This fast-paced sales training video is full of sales skills and customer loyalty ideas. Many salespeople spend the majority of their time seeking new customers, while true sales professionals enjoy steady business from long-term clients. In part one of this power-packed seminar, you’ll learn how to advance your customers up the “customer loyalty ladder” to higher levels of repeat business and more referrals than ever. In part two, you’ll gain valuable sales training insights into Needs Analysis Selling. Whether it’s asking high quality questions, taking pertinent notes, or communicating for greater understanding, sales training expert Don Hutson illustrates how we can be even more effective in every phase of the sales process. As a value-added bonus, Don covers two additional topics of interest, The Evolution of Selling and Selling Different People Differently. You’ll walk away from these motivating sessions with new insights, knowledge, and drive.

Don Hutson’s careers in speaking, management and sales have brought him many honors. He successfully worked his way through the University of Memphis, graduating with a degree in Sales. After becoming the #1 salesperson in a national training organization, he established his own training firm and shortly thereafter was in demand as a professional speaker.

Since then Don has addressed over two-thirds of the Fortune 500 Companies and is featured in over 100 training films. He is Chairman & CEO of U.S. Learning and makes some 85 speaking appearances per year. Perhaps you have seen him on national television where he is regularly featured on both PBS and the TPN.

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HIGH PERFORMANCE SELLING

You know rejection can be tough for some salespeople.  I have to ask the question, what kind of grade do you give yourself on resilience?  When you are rejected, how fast do you bounce back?  I contend the highest performing salespeople are the men and the women who when they get rejected, they go right back out and immediately make another sales call, absolutely unphased by the rejection.  They don’t let anybody quarterback them out of their confidence and the belief they’ve got in their product or service.  They’re out there selling with great enthusiasm and they don’t linger for a minute in the process.  That’s the way the great ones do it and everyone of those great ones get their share of rejection.  Don’t you ever believe they don’t, because friends, I am unswervingly convinced that the only way you can earn the right to get a yes is selling is you’ve got to go through the no’s first.  If you don’t go through the no’s, you have not earned the right to experience the yes’.  People say, “Okay, how many no’s do I have to go through?”  That’s the reason why I want you to keep up with your closing percentage.  I don’t know how many no’s you’ve got to go through, but I hope you know how many you’ve got to go through.  It is easy for us to stay self-motivated if we know exactly what the numbers dictate that we’ve got to do to go make a sale.  Then there are no big question marks.  It’s the people with all of those big question marks that let the erosion of their confidence come forth and they think, “Oh, I don’t want to talk to anybody the rest of the day.  I hate it the way I got rejected there.  I might not want to talk to anybody the rest of the week.  A couple of careers perhaps, but I certainly don’t want to talk to anybody the rest of the day.  Why do you think movies are open in the daytime?  Their for salespeople who’ve just been rejected.  I know cause I’ve been seeing them there for years.  That’s where I met Jim 10 years ago. Hey, don’t let rejection get you down.  Let’s stay resilient.  Let’s stay eager about needs analysis.  That’s what’s going to keep us going.  Creating goal congruence, figuring out where people are coming from.  What’s their dominant buying motive, what do they think, how do they feel, what are their priorities, what are their issues?  They better job we do of discovery, the more we will understand all of that and learn how to sell them. Hey, you know what; there’s going to be roadblocks.  It’s not going to be easy.  If it was easy, the whole world would be doing it.  Everybody would do it.  There’s always roadblocks.  Now you’ve got a choice.  You could either sit around and let someone else move that roadblock for you or you can