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Don Hutson is an expert on entrepreneurship and successfully selling value. After graduating from the University of Memphis with a degree in sales, he became the #1 salesperson in a national training organization. He has his own training firm and is much in demand as a professional speaker.

Featured in over 100 training films and the CEO of US Learning as well as Chairman of Executive Books, Don is in high demand by his clients, among whom he numbers more than two thirds of the Fortune 500. He makes around seventy-five speaking appearances per year and appears on national television (PBS and Fox News).

Don has written a dozen books; The One Minute Entrepreneur and The One Minute Negotiator are both Wall Street Journal and New York Times International best sellers.

The recipient of the National Speakers Association coveted “Cavett Award" for member of the year, Don was chosen as president of the Association by his peers. He is also a member of the prestigious Speakers Roundtable, and the NSA's Speakers Hall of Fame.

Full Profile

Author and Expert on Entrepreneurship & Success Through Selling Value

Don Hutson′s careers in speaking, management and sales have brought him
many honors. He successfully worked his way through the University of Memphis, graduating with a degree in Sales. After becoming the #1 salesperson in a national training organization, he established his own training firm and was soon in demand as a professional speaker.

Don′s client list includes over two-thirds of the Fortune 500, and he is featured in over 100 training films. He is CEO of U.S. Learning, Chairman of Executive Books, and makes some 75 speaking appearances per year. Perhaps you have seen him on national television where he has been featured on both PBS and Fox News.

Our speaker is the author of twelve books, including The Sale, and his two Wall Street Journal and New York Times International best sellers, The One Minute Entrepreneur and The One Minute Negotiator.

Don is a member of the prestigious Speakers Roundtable. He was elected by his peers to the presidency of the National Speakers Association, and has received its coveted “Cavett Award,” as member of the year. He has also been inducted into NSA′s Speakers Hall of Fame.


Don Hutson Speaker Videos Back to top

Don Hutson - Speech Excerpt


"The product pitch and the hard sell don't work any more, because they are high stress tactics which cause stress to go up and trust to come down," Don Hutson explains as he advocates new ideas for new market circumstances. He proclaims: "We ought to be doing such a great job of dealing with people that we are creating trust."

Don Hutson - High Performance Selling


Don Hutson - Speech Excerpt



Speeches / Speaking Engagements Back to top


Don Hutson brings his entrepreneurial expertise to a series of keynotes that focus on essential sales and entrepreneurial skills. He can show you how to build immediate trust and rapport with your clients without compromising and without stress.

Utilizing the latest cutting-edge selling skills and strategies, Don shows you how you should be focusing on building value into your client offer, rather than continually negotiating to cut the price.

Don also knows what it takes to make a great leader, and he can demonstrate the tools you need to be an exceptional manager, creating high productivity and a philosophy of excellence.

Sell Value – Not Price!
  • Tactics for building immediate Trust and Rapport
  • How to be Outstanding! The 7 Keys to differentiation to BLAST by your competitors
  • Re-margin your Profit Zone: Build Value-rather than cut price!
  • Do you have what it takes? Attributes of consistent high performers
  • Learn the latest skills of Needs-Analysis and the development of targeted solutions to get the YES!

The One Minute Negotiator

  • Moving from Victim to Victor in a Life Filled with Negotiations
  • The rampant disease of “Negotiaphobia” and the 3-Step E-A-S-Y Process to Treat it
  • The Flawed Tactic of Compromise
  • The Four Viable Negotiation Strategies and when to use each one
  • Pearls of Wisdom for Experiencing More Success with Less Stress in your Life

The One Minute Entrepreneur

  • The "Four P′s" for Solid Results (Passion, Profit, People, Priorities)
  • How Differentiation helps you be their best choice
  • The Keys for Success in Business
  • The Attributes of Entrepreneurial Leaders
  • How to Turn Success Into Significance

The High Performance Selling Edge

  • Learn the latest cutting edge selling skills & strategies that make clients say WOW!
  • Relationship Selling: Keys & Strategies that build immediate rapport
  • How to be Outstanding! The 6 Keys to differentiation to BLAST by your toughest competitors
  • Re-margin your Profit Zone: Build Value-rather than cut price!
  • Do you have what it takes? Attributes of consistent high performers

Twenty-first Century Leadership

  • Creating a break-through high performance team
  • 5 Powerful Leadership Strategies that Work
  • Coaching – Gold Medal focus for Outstanding Results
  • The Secrets of Exceptional Managers : Managing Different People Differently
  • Leadership Style: Earning Loyalty from Top Producers

The Art of Selling to Different People Differently

  • Developing your Personal Power: 4 Keys to Understanding Human Behavior
  • The “A” Factor – The key to high productivity
  • Personality Plus: How to project an authentic image of excellence
  • How To Attract and Retain Profitable Customers The philosophy of
  • Abundance: 4 Steps to Boundless Market Share

Motivation to the Max!

  • Learn to tap into our greatest Source of personal power
  • The KEY to getting and staying motivated
  • Information Overload – the 3 “P”s to your Personal best
  • Discipline Dynamics: Finding the key to personal excellence
  • What is a “Contented Achiever” and how to become one?

Keeping Customers Happy for LIFE!

  • Developing Customer Centric Service Strategies
  • Wow your Customers – Performing Customer Service Miracles!
  • How to provide EXTREME customer care
  • Meeting & Exceeding the 10 New Consumer Service Demands
  • Building & Developing your own USP – Personal Branding


Don Hutson Speaker Testimonials Back to top

    Clients Are Saying:

    "Your messages were both motivational and educational, and were right on target with our corporate philosophy of teamwork and customer service. We especially appreciated your ability to effectively incorporate information about our organization into your remarks."
    --- Gail Silverman, Prudential Home Mortgage

    "Thank you for the fantastic presentation you gave to our clients, industry associates and company personnel. You accomplished exactly what we were looking for: a presentation that incorporated valid, usable information with humor that would stimulate thought while creating an atmosphere of enthusiasm and excitement. As they say ′enthusiasm is contagious′ and I believe you must have infected everyone in the room that morning!"
    --- Peter A. Lawless, The Coast Distribution System

    "I knew when we asked you to be with us in Spokane that you would be the most rare of guest speakers, one who has actually done his homework and whose message is absolutely right on. Your remarks were outstanding and relating them to what we are trying to accomplish made a big impact on our people."
    --- Larry Samuelson, Genuine Parts Company

    "Your focus on leadership and accountability as leaders to ′create our future′ accurately highlighted the fundamental theme of the conference. Your commitment to tailor the material to suit our particular needs certainly paid off. From the conference feedback, your presentation received the highest overall score of all the presentations and many of my leadership team found your presentation to be the most valuable item on the agenda."
    --- J. P. Reidenbach, AT&T

    "Thank you for all of your work and energy that went into making the NAMM Sales Training Institute such a success. Clearly the message I heard repeatedly from participants was how the training had exceeded their expectations."
    --- Randy Beck, The International Music Products Assn.

    "Because of your reputation, we expected great things from you. However, you went above and beyond what we expected by investing additional time to work with us to understand our challenges and to customize your message at both sessions. The feedback was universally exceptional."
    --- William P. Thompson, Cylix

    Satisfied Clients Include:

    Medical

  • Marion Merrell Dow
  • Continental Medical Systems
  • National Pharmaceutical Alliance
  • Merck & Co.
  • Eli Lilly
  • Datex Medical Instruments
  • Beckman Instruments
  • Abbott Laboratories

    Manufacturing/Retail

  • Navistar
  • BASF
  • Otis Elevator
  • Rowe Furniture
  • Great Dane Trailers
  • True Value Hardware/V&S Variety
  • Jansport
  • Chrysler
  • Eastman Kodak
  • 3M
  • Shaw Industries
  • Sony

    Associations

  • National Tour Association
  • Sales & Marketing Executives
  • Lumbermen′s Merchandising Assn.
  • IRSA
  • National Assn. of Music Merchants
  • National Pest Control Association
  • National American Wholesale Grocers
  • Packaging Machinery Manufacturers

  • Financial/Insurance

  • CIT - Industrial Financing
  • Nationwide Insurance
  • Farmers Insurance
  • LIMRA
  • Barclay′s Business Credit
  • Aid Association for Lutherans
  • Prudential Home Mortgage

    Services

  • Illinois Central
  • Professional School Photographers
  • Sir Speedy
  • Hampton Inn
  • Northwest Airlines
  • Club Corporation of America

    Communications/Computers

  • Lexmark
  • AT&T
  • Cylix Communications
  • Ameritech
  • Northern Telecom
  • U.S. West Direct
  • Telecommunications Resellers Assn.
  • Turner Program Services
  • Zenith Data Systems
  • MCI
  • Hewlett-Packard




* Please note that while this speaker’s specific speaking fee falls within the range posted above (for Continental U.S. based events), fees are subject to change. For current fee information or international event fees (which are generally 50-75% more than U.S based event fees), please contact us.

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    Clients Are Saying:

    "Your messages were both motivational and educational, and were right on target with our corporate philosophy of teamwork and customer service. We especially appreciated your ability to effectively incorporate information about our organization into your remarks."
    --- Gail Silverman, Prudential Home Mortgage

    "Thank you for the fantastic presentation you gave to our clients, industry associates and company personnel. You accomplished exactly what we were looking for: a presentation that incorporated valid, usable information with humor that would stimulate thought while creating an atmosphere of enthusiasm and excitement. As they say ′enthusiasm is contagious′ and I believe you must have infected everyone in the room that morning!"
    --- Peter A. Lawless, The Coast Distribution System

    "I knew when we asked you to be with us in Spokane that you would be the most rare of guest speakers, one who has actually done his homework and whose message is absolutely right on. Your remarks were outstanding and relating them to what we are trying to accomplish made a big impact on our people."
    --- Larry Samuelson, Genuine Parts Company

    "Your focus on leadership and accountability as leaders to ′create our future′ accurately highlighted the fundamental theme of the conference. Your commitment to tailor the material to suit our particular needs certainly paid off. From the conference feedback, your presentation received the highest overall score of all the presentations and many of my leadership team found your presentation to be the most valuable item on the agenda."
    --- J. P. Reidenbach, AT&T

    "Thank you for all of your work and energy that went into making the NAMM Sales Training Institute such a success. Clearly the message I heard repeatedly from participants was how the training had exceeded their expectations."
    --- Randy Beck, The International Music Products Assn.

    "Because of your reputation, we expected great things from you. However, you went above and beyond what we expected by investing additional time to work with us to understand our challenges and to customize your message at both sessions. The feedback was universally exceptional."
    --- William P. Thompson, Cylix

    Satisfied Clients Include:

    Medical

  • Marion Merrell Dow
  • Continental Medical Systems
  • National Pharmaceutical Alliance
  • Merck & Co.
  • Eli Lilly
  • Datex Medical Instruments
  • Beckman Instruments
  • Abbott Laboratories

    Manufacturing/Retail

  • Navistar
  • BASF
  • Otis Elevator
  • Rowe Furniture
  • Great Dane Trailers
  • True Value Hardware/V&S Variety
  • Jansport
  • Chrysler
  • Eastman Kodak
  • 3M
  • Shaw Industries
  • Sony

    Associations

  • National Tour Association
  • Sales & Marketing Executives
  • Lumbermen′s Merchandising Assn.
  • IRSA
  • National Assn. of Music Merchants
  • National Pest Control Association
  • National American Wholesale Grocers
  • Packaging Machinery Manufacturers

  • Financial/Insurance

  • CIT - Industrial Financing
  • Nationwide Insurance
  • Farmers Insurance
  • LIMRA
  • Barclay′s Business Credit
  • Aid Association for Lutherans
  • Prudential Home Mortgage

    Services

  • Illinois Central
  • Professional School Photographers
  • Sir Speedy
  • Hampton Inn
  • Northwest Airlines
  • Club Corporation of America

    Communications/Computers

  • Lexmark
  • AT&T
  • Cylix Communications
  • Ameritech
  • Northern Telecom
  • U.S. West Direct
  • Telecommunications Resellers Assn.
  • Turner Program Services
  • Zenith Data Systems
  • MCI
  • Hewlett-Packard


    The One Minute Negotiator: Simple Steps to Reach Better Agreements
    The One Minute Negotiator uses an engaging business parable to tell the story of a high-level sales professional who learns the value of understanding and executing a simple yet profound approach to negotiations – an approach that can be applied to getting the best loaner car while your cars in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, or settling on the price for your new home.

    There are two primary schools of thought when it comes to negotiation skills. One essentially comes from the Harvard Business School camp, and it’s perhaps best described as “Thou Shalt Collaborate.” This approach teaches that negotiating parties should always work together toward common interests. The other school of thought, mostly pushed by author/consultant Roger Dawson, takes an opposite approach. Call it “Thou Shalt Compete,” this approach is always overtly or subtly adversarial. The One Minute Negotiator differs in that it doesn’t single-mindedly push one strategy over the other—in the real world every negotiation differs depending on the participants and the circumstances. The authors provide an easy-to-use tool that allows you to understand your own negotiation strategy and quickly match it to the negotiation strategy used by the other side and to the situation.

    Too many people lose out in negotiations because of apprehension and misunderstanding about the process—what the authors call “negotiaphobia”. By providing a simple, straightforward process anyone can use The One Minute Negotiator to help conquer their fears and achieve the most beneficial outcome in all their dealings.
    Order Here




    The One Minute Entrepreneur: The Secret to Creating and Sustaining a Successful Business
    Mega-bestselling author Ken Blanchard and celebrated business leaders Don Hutson and Ethan Willis present an inspiring story that reveals the secrets to becoming a successful entrepreneur.

    In THE ONE MINUTE ENTREPRENEUR, Ken Blanchard (coauthor of the #1 bestselling business classic The One Minute Manager), Don Hutson, CEO of U.S. Learning, and Ethan Willis, CEO of Prosper Learning, tell the inspiring story of one man’s challenges in creating his own business. Through a powerful and engaging narrative, we confront many of the typical problems all entrepreneurs face in starting up their business, from finding new sources of revenue to securing the commitment of their people and the loyalty of their customers. More important, we learn the secrets to becoming a successful entrepreneur, including how to build a firm foundation, how to ensure a steady cash flow, and how to create legendary service. In addition, the book offers invaluable advice, delivered through One Minute Insights, from such entrepreneurs and thinkers as Sheldon Bowles, Peter Drucker, Michael Gerber, and Charlie “Tremendous” Jones.

    Today, in the midst of the largest entrepreneurial surge in U.S. history, four out of five small businesses continue to fail. THE ONE MINUTE ENTREPRENEUR offers businesspeople and would-be entrepreneurs a treasure trove of wisdom on how to think, act, and succeed in creating and sustaining a business, no matter what their industry.
    Order Here





Sell Value – Not Price!
  • Tactics for building immediate Trust and Rapport
  • How to be Outstanding! The 7 Keys to differentiation to BLAST by your competitors
  • Re-margin your Profit Zone: Build Value-rather than cut price!
  • Do you have what it takes? Attributes of consistent high performers
  • Learn the latest skills of Needs-Analysis and the development of targeted solutions to get the YES!

The One Minute Negotiator

  • Moving from Victim to Victor in a Life Filled with Negotiations
  • The rampant disease of “Negotiaphobia” and the 3-Step E-A-S-Y Process to Treat it
  • The Flawed Tactic of Compromise
  • The Four Viable Negotiation Strategies and when to use each one
  • Pearls of Wisdom for Experiencing More Success with Less Stress in your Life

The One Minute Entrepreneur

  • The "Four P′s" for Solid Results (Passion, Profit, People, Priorities)
  • How Differentiation helps you be their best choice
  • The Keys for Success in Business
  • The Attributes of Entrepreneurial Leaders
  • How to Turn Success Into Significance

The High Performance Selling Edge

  • Learn the latest cutting edge selling skills & strategies that make clients say WOW!
  • Relationship Selling: Keys & Strategies that build immediate rapport
  • How to be Outstanding! The 6 Keys to differentiation to BLAST by your toughest competitors
  • Re-margin your Profit Zone: Build Value-rather than cut price!
  • Do you have what it takes? Attributes of consistent high performers

Twenty-first Century Leadership

  • Creating a break-through high performance team
  • 5 Powerful Leadership Strategies that Work
  • Coaching – Gold Medal focus for Outstanding Results
  • The Secrets of Exceptional Managers : Managing Different People Differently
  • Leadership Style: Earning Loyalty from Top Producers

The Art of Selling to Different People Differently

  • Developing your Personal Power: 4 Keys to Understanding Human Behavior
  • The “A” Factor – The key to high productivity
  • Personality Plus: How to project an authentic image of excellence
  • How To Attract and Retain Profitable Customers The philosophy of
  • Abundance: 4 Steps to Boundless Market Share

Motivation to the Max!

  • Learn to tap into our greatest Source of personal power
  • The KEY to getting and staying motivated
  • Information Overload – the 3 “P”s to your Personal best
  • Discipline Dynamics: Finding the key to personal excellence
  • What is a “Contented Achiever” and how to become one?

Keeping Customers Happy for LIFE!

  • Developing Customer Centric Service Strategies
  • Wow your Customers – Performing Customer Service Miracles!
  • How to provide EXTREME customer care
  • Meeting & Exceeding the 10 New Consumer Service Demands
  • Building & Developing your own USP – Personal Branding


Don Hutson - Speech Excerpt


"The product pitch and the hard sell don't work any more, because they are high stress tactics which cause stress to go up and trust to come down," Don Hutson explains as he advocates new ideas for new market circumstances. He proclaims: "We ought to be doing such a great job of dealing with people that we are creating trust."

Don Hutson - High Performance Selling


Don Hutson - Speech Excerpt