Don Hutson is a speaker, trainer, author and consultant in sales, negotiation and entrepreneurship. He is CEO of U.S. Learning and Chairman of Executive Books. Don’s client list includes over two-thirds of the Fortune 500 and is featured in over 100 training videos. He is author or co-author of 12 books including The Sale and 2 Wall Street Journal and New York Times Best-Sellers The One Minute Entrepreneur and The One Minute Negotiator.
In this content packed interview Don shares his journey into the speaking business and how to rise to the top. Companies are looking for serious answers to significant questions and to be taken seriously in this business you must be content rich. As Don said “Be an inch wide and a mile deep.” Find your niche and how you are unique in that marketplace in order to succeed. Then Don explained how to specialize your message for each company when doing a keynote or training.
We discussed how the speaking industry has changed over the past 30 years as well as the sales and negotiation processes in business. Don coined the term negotiaphobia which he explains to be a fear of negotiation based on the lack of negotiation skills and fear of the unknown. He explains the 4 Strategies to use in negotiations – Collaborator, Competitor, Accommodator and Avoider – and gives the EASY process to use in a negotiation. This information is priceless for speakers and all entrepreneurs.
For more information on Don Hutson go to www.DonHutson.com