Dr. Tony Alessandra interviews Don Hutson
Featuring Dr. Tony Alessandra, PhD, CSP, CPAE
Length: 26 minutes
Concepts from his book The Sale:
• The importance of needs analysis selling in order to understand the customer’s needs from the customer’s point of view
• Two ways to sell—raise value or lower price. Why the optimum way is, of course, to raise value
• Build a success track record by focusing on specific things you have been successful at up to now
• The Loyalty Ladder—How to walk people up to the top by consistently exceeding expectations
• Crucial skills needed in order to be an effective salesperson, i.e., be well organized, think positively, create and maintain a good self image…and more.
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