The One Minute Negotiator
My friend Don Hutson has a career in speaking, management, and sales that spans time, geography, and industry. His client list includes over half of the Fortunate 500. He’s the CEO of U.S. Learning and has appeared on numerous national television programs. He previously served as the President of the National Speakers Association.
Given this extensive background, I wanted to talk with Don about two subjects: sales and communication.
In this first video interview, I talk to Don about sales.
What’s In and Out
He shares that closing is out while gaining commitment is in. Overcoming objections is also out replaced by dealing with concerns. Even listening is upgraded from a passive activity to power listening, requiring action.
“Let us move from the era of confrontation to the era of negotiation.” –Richard Nixon
The Importance of Trust
The most important aspect of sales today is trust, which cannot be faked and must be authentic.
“Alone we can do so little. Together we can do so much.” –Helen Keller
“To be trusted is a greater compliment than being loved.” –George McDonald