Learn the attributes of top salespeople and specific selling skills. Gain expertise in selling different people differently, the needs-analysis selling process, and closing. Ideal for sales professional, sales managers, dealers, and distributors.

                 SUBTOPICS TO CONSIDER IN YOUR DON HUTSON PROGRAM


LEADERSHIP / MANAGEMENT        			      EMPLOYEE 
                            			DEVELOPMENT / MOTIVATION  

* The Leadership Style That Works      * Stress Management 		      
* The Adaptable Leader                 * Personal Goal Setting and
* Achieving Quality Through Training     Achievement
* Tension. Stress, and Creative        * Mastering Self-Motivation
  Problem Solving		        
* Techniques of Managerial Excellence  * Your Personal Image of  	   
* The Essence of Creativity              Excellence
* Beliefs, Behaviors and Results         
* Personnel Input (Recruiting.         * More Success Than Ever
  Selection and Hiring)                * The Determining Factors of Success 
* Principles of Managerial 
  Effectiveness                        * The Art of Listening
* The Art of Motivating Others         * Understanding and Observing
* The Enhancement of Productivity        Human Behavior
* The Success Model for the Nineties   * Learning to Communicate
* The Art of Managing Change             Strategically
* Quality Relationship Management      * Recognizing and Respecting
* Understanding Human Behavior           Behavioral Styles
* Identifying  Behavioral Traits of    * The Skill of Adaptability
  Subordinates                         * The Philosophy of Money
* Managing Others by Behavioral Style  * Disciplined Proactive Behavior
* The Dynamics of Leading Meetings     * Using Positive Thinking with Balance
* Management and Execution with          and Insight
  Less Stress                          * Mastering High Performance
* The Skills of the Effective Leader     Behavior
* Managing the Communications Flow     * Assessing Your "Present Self Image"
* Customer-Focused Management          * Your Time and Your Life
  Techniques                           * Enhancing Your "Projected Self
* Coaching for Performance               Image"
* Creating a Team-Focused Spirit       * Handling Rejection, Discouragement
* Managing for Market Share              and Worry
* Decreasing Organizational Turnover   * Family, Community and Quality
* Enhancing Organizational Image         of Life
* Employee Termination (Why and        * Goal Achievement and Positive
  How                                    Habits









  
          SUBTOPICS TO CONSIDER IN YOUR DON HUTSON PROGRAM


      CUSTOMER SERVICE                  	  SALES


* Customer Service as a Profit        * Dealing with Intense Competition
  Opportunity                         * Building Value Rather than
* How to Make Customers Happy            Cutting Price
* How to Keep Customers Happy         * Attributes of High Performance
* Focused Customer Service               Salesperson
* The Employee Dedication Factor      * The Philosophy of Closing Sales                                           
* Handling Customer Complaints        * Becoming the Born Salesperson
* The Ever-Changing Image of          * The Avoidance and Minimization
  Companies and Employees               of Slumps
* Performing the Periodic Customer    * The "Numbers Game".. Nobody
  Service Miracle                       Sells Everybody
* Teamwork is the Key                 * How to Handle Rejection,
* Attitude Starts at the Top            Discouragement & Worry
* External vs. Internal, and Paternal * The "Needs Analysis".. why and
  Customers                             How?
* The Team Member's Pro-Active        * How to Ask Questions
  Behavior                            * The Needs-Based Presentation
* Customer Service as a Process,      * Using Variable Assertiveness
  Not an Event                        * Getting and Keeping Their
* Creating a Reputation for             Interest
  Extraordinary Service               * Enthusiasm in Selling
* Determining Customer Service        * Group and Committee
  Need                                  Presentations
* Your Greatest Point of              * Mastering the Feedback Process
  Vulnerability                       * Effective Objection Handling
* Creating Your Own Job Security      * Earning the Right to Close.. and
* Nurturing Customer Allegiance         Knowing when
  and Loyalties                       * The Structure and Presentation
* How to Create Goal Consistency        of Sales Proposals
  with Customers                      * Telephone Selling			
* How to Build Rapport with           * Time and Territory Management
  Customers                           * Selling Different People with
* Keeping Trust High and Stress Low     Different Strategies
  with Customers                      * Imagination and Creativity.. Go for
* The Skill of Following Up             the Big Ones


                               

              Each speech and seminar is tailored to meet your
              organization's specific needs. Don's in-depth
              needs analysis prior to each engagement ensures
              he will deliver an inspiring program, with meaningful
              subject matter from his timely repertoire of over 40
              hours of material,

HERE'S WHAT CLIENTS HAVE SAID:

"Integrating our goals and objectives into your presentation was excellent."

-AL Mattson, Director, Eli-Lilly & Co.

"Your ability to motivate and inspire is truly unbelievable."

-James A. Riscigno, Exec. V.P., Club Corporation of America

"I'm still not certain how you took our 26'Pace Setter' qualities and intergrated them into a talk that made three hours seem like 20 minutes.....Great!"

-Larry Olsen, Gen. Sales Mgr., Research Products

"You helped us achieve our highest rating ever from an audience that is very important to Hewlett-Packard."

-Hugh I. Donart, Director, Hewlett-Packard