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Sinopsis
SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts:  Mastering the Head Game;  Your Blueprint for Sales Success;  Understanding Your Customer;  and Securing and Growing the Business;  The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment.  One premise set forth is that the most important definition of value is your prospect&;s definition!  If properly queried, ten prospects might well give you ten different answers and to what they value most.  With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them!  From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!
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Acerca del autor
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.
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.
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- EditorialExecutive Books
- Año de publicación2015
- ISBN 10 0692259120
- ISBN 13 9780692259122
- EncuadernaciónTapa dura
- IdiomaInglés
- Número de páginas319
- Contacto del fabricanteno disponible
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Selling Value: Key Principles of Value-Based Selling
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