Archive for the southwestern company truth Category

The Navigate Behavior Styles

Posted in dustin hillis, Leadership Coaching, Motivational, Sales Coaching, Sales Tips, southwestern company, southwestern company truth, Southwestern Consulting with tags , , , , , , , , , on December 2, 2016 by J Kinard

While it may be no surprise that “Selling the way people like to buy” gives you the best chance to serve your customers and clients, knowing “how those people like to buy” is another story.

The Navigate system is built to help you understand the people around you, so that you can connect with your prospects in a deep and meaningful way during the sales cycle. Our years of research have found that people tend to fall into one of four dominant behavior styles: Fighters, Entertainers, Detectives, and Counselors.

As a Navigator it is important to understand these behavioral styles and be able to identify first your own style and then your prospects.

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  • Fighters are cut-to-the-chase, bottom-line drivers with little time and less patience. They are motivated by results, and it’s important to them to be in control.
  • Entertainers are social butterflies and enthusiastic extroverts. They love people, possibilities, and rapport—and they care more about emotions than facts.
  • Detectives are practical analysts. They are always on the hunt for details, and unlike Entertainers, they rank the value of facts over emotions every time.
  • Counselors are “steady Eddies.” Laid-back diplomats, they have the interest of the team at heart. They love security and consistency, and they make decisions by consensus.

These people probably sound familiar. You’ve met them all before in some shape or form, and a few of them have most likely driven you up the wall in the past. But when you begin to sell to the four behavior styles the way they like to buy, that paradigm of frustration changes fast.

All you have to do is learn to Navigate. Want to learn more?

 

Navigate is more than just a book. It’s a mindset.

Posted in dustin hillis, Leadership Coaching, Motivational, Prospecting Tips, Sales Coaching, Sales Tips, Selling Techniques, southwestern company, southwestern company truth on November 11, 2016 by J Kinard

The Navigate process is not a quick easy fix to a broken sales philosophy. It’s not a way to manipulate a person with tricks or gimmicks and it’s definitely not a “get rich quick” system.

The path to being a successful top producer can be a long road that requires a great deal of work and a great deal of a sacrifice. However, those are some of the things that make it worth the journey.

The core fundamentals of becoming a Navigate top producer are hard work, a positive mental attitude, and a desire to be a student of the game. Only after you have bought in to these principles will you begin to push your sales success to the next level.

 

The difference between the ordinary salesperson and the extraordinary salesperson is mindset. With the goal of becoming a successful Navigator, you must develop an extraordinary mindset.

Different from an ordinary mindset, an extraordinary Navigate mindset is focused on serving others through adapting to their natural buying style. Someone with an ordinary mindset sells the way they personally would want to be sold. Someone with an extraordinary Navigate mindset sells the way others like to buy.

 

The Navigate Mindset:

  • You take the time to study buying behaviors and what makes them tick
  • You are aware of the 4 buying behavior styles and are always looking to identify someone’s style
  • You ask questions and care about the answers
  • You connect with people in a meaningful way
  • You can then provide true value for people and focus on their specific needs
  • You adapt your natural selling style to their buying style
  • You’re able to speak and act with integrity and make sure you do what is right
  • You help people buy the way they like to buy

 

It’s the Navigate mindset that separates you from the average salesperson.

 

With the Navigate mindset, your focus will always be serving and the byproduct will be selling. The Navigate process requires an “all in” mentality and it is then you begin to elevate your sales and elevate your success.

For a FREE webinar on the concepts of Navigate 2.0 click here!

 

7 Ways People Lie

Posted in dustin hillis, Leadership Coaching, southwestern company truth with tags , , , , on April 20, 2013 by Dustin Hillis

Liar. What a harsh word. It cuts to the core. No one wants to be a liar, yet we all are.

Most people define “lying” as looking someone in the eye and delivering a bold faced lie. The reality is that we are all much more creative in the ways we lie.

I was sitting in church at Mid-town 12th South listening to my pastor Russ describe the 7 ways we lie, and realized that the reality is that almost everyone at some point in their life will not only be a “liar”, but we will all probably will be guilty of all 7 ways we lie.

Here are the 7 ways we lie:
1. Error- a lie by mistake.
2. Omission- leaving out relevant information.
3. Restructuring- distorting the context. Spinning.
4. Denial- refusing to acknowledge a truth.
5. Minimization- reducing the effect of a mistake or judgment.
6. Exaggeration- representing something as greater, better, more experienced or successful.
7. Fabrication- deliberately inventing a false story.

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I feel the number one reason people lie is to “be right”. Being aware of the 7 ways we lie is one of the first steps in preventing being a liar. The truth is that we all have our version of the truth. The best we can strive for in not becoming a liar is having a heart for always doing what is right and letting go of caring about who gets credit or caring about who is right.

I loved this message because it gives us all pause to think about the way, not only the way we deceive others, but how many ways we deceive ourselves when it comes to our commitments with our careers, our health, our family, our faith, and our friends. It certainly made me think and I hope the message resonates with you too!

What You Are Someday Going To Be You Are Now Becoming

Posted in Leadership Coaching, Motivational, southwestern company truth with tags , , , on November 8, 2011 by Dustin Hillis

Other than the Bible this writing is the single most powerful truth I’ve ever read.  Enjoy!

WHAT YOU ARE SOMEDAY GOING TO BE YOU ARE NOW BECOMING: BY JIM MCEACHERN

ONE OF THE MOST SOBERING THOUGHTS I HAVE EVER BEEN CONFRONTED WITH IS THIS. “WHAT YOU ARE SOMEDAY GOING TO BE YOU ARE NOW BECOMING.” YOU ARE NOW, THIS MOMENT, EXACTLY WHAT YOU HAVE BEEN IN THE PROCESS OF BECOMING ALL YOUR LIFE.

ARE YOU NOW THE PERSON YOU DREAMED ABOUT BECOMING? IF YOU HAD WRITTEN DOWN SEVERAL YEARS AGO EXACTLY THE TYPE OF PERSON YOU WANTED TO BE NOW, WHAT KIND OF PERSON WOULD YOU HAVE DESCRIBED? HOW CLOSE ARE YOU TO BECOMING THAT PERSON?

WHAT KIND OF PERSON DO YOU WANT TO BE A YEAR FROM NOW? OR TWO YEARS FROM NOW? OR FIVE YEARS FROM NOW? OR 10? OR 20?

RIGHT NOW YOU ARE IN THE PROCESS OF BECOMING THE PERSON YOU WILL BE IN A YEAR, OR TWO, OR FIVE, OR 10 OR 20 YEARS FROM NOW. THE HABITS YOU HAVE NOW WILL DETERMINE THE KIND OF PERSON YOU WILL BECOME UNLESS YOU CHANGE THOSE HABITS NOW.

WHAT ATTITUDE WOULD YOU LIKE TO HAVE SOMEDAY? THE ATTITUDE YOU HAVE NOW IS A GOOD INDICATION OF THE ATTITUDE YOU WILL HAVE SOMEDAY, UNLESS RIGHT NOW YOU BEGIN TO DEVELOP A NEW KIND OF ATTITUDE.

IF YOU ARE NOT NOW DOING THOSE THINGS YOU NEED TO DO TO BECOME WHAT YOU WANT TO BECOME, WHAT MAKES YOU BELIEVE THAT YOU EVER WILL?

DO YOU HAVE SITUATIONS OR CIRCUMSTANCES THAT ARE PREVENTING YOU FROM BECOMING WHAT YOU WANT TO BECOME? THOSE SITUATIONS AND CIRCUMSTANCES WILL PASS BUT THEY WILL BE REPLACED BY NEW SITUATIONS OR NEW CIRCUMSTANCES. IF YOU WANT TO BECOME A BETTER (OR DIFFERENT) KIND OF PERSON, YOU BETTER GET STARTED NOW. YOU CANNOT WAIT FOR SITUATIONS OR CIRCUMSTANCES THAT ARE JUST RIGHT.

HAVE YOU EVER TOLD YOURSELF. “SOMEDAY I AM GOING TO BEGIN TO SAVE SOME MONEY ON A REGULAR BASIS?” ARE YOU SAVING NOW? IF YOU ARE NOT NOW, YOU PROBABLY WON’T EVER—UNLESS YOU BEGIN NOW. IT WILL NEVER BE ANY EASIER, EVEN IF YOUR INCOME DOUBLES OR TRIPLES. IT WILL NEVER BE ANY EASIER, EVEN IF YOU SOMEDAY EARN TEN TIMES AS MUCH AS YOU DO NOW; SAVING/MONEY REGULARLY HAS LITTLE TO DO WITH INCOME. IT RELATES TO THE DECISIONS YOU MAKE. IF YOU WANT TO DEVELOP A GOOD SAVINGS ACCOUNT, YOU BETTER BEGIN NOW. IN ALL PROBABILITY, IT IS NOW OR NEVER.

DO YOU PLAN TO HAVE GOOD “WORK HABITS” SOMEDAY? DO YOU NOW HAVE GOOD “WORK HABITS?” IF NOT, YOU PROBABLY NEVER WILL, UNLESS YOU ARE WILLING TO BEGIN TO DEVELOP THEM RIGHT NOW. WHAT YOU ARE SOMEDAY GOING TO BE, YOU ARE NOW BECOMING. MAYBE YOU HAVE SAID, “SOMEDAY, I AM GOING TO SET ASIDE TIME TO READ THE BIBLE AND PRAY EVERY DAY.” WHY SOMEDAY? IF YOU ARE NOT WILLING TO SET ASIDE TIME NOW, YOU PROBABLY WON’T DO IT SOMEDAY. IF YOU PLAN TO EVER BEGIN, YOU BETTER START FORMING THE HABIT TODAY.

MANY YEARS AGO SPENCER HAYS ASKED ME, “JIM, WHAT KIND OF PERSON DO YOU WANT TO BE IN FIVE YEARS? WHAT KIND OF HUSBAND DO YOU WANT TO BE? WHAT KIND OF FATHER DO YOU WANT TO BE?” I ANSWERED SPENCER BY TELLING HIM THE KIND OF PERSON I WANTED TO BECOME. I TOLD HIM WHAT I WANTED TO BECOME AS A HUSBAND AND AS A FATHER. SPENCER THEN TOLD ME ONE OF THE MOST FRIGHTENING THINGS I HAVE EVER HEARD. HE SAID, “WHAT YOU ARE SOMEDAY GOING TO BE YOU ARE NOW BECOMING.” THEN HE ASKED ME, “IF YOU ARE NOT WILLING TO DO THOSE THINGS NOW, WHAT MAKES YOU THINK YOU EVER WILL?” I RESOLVED THEN TO BEGIN DOING THOSE THINGS WHICH WOULD ENABLE ME TO BECOME THE PERSON, THE HUSBAND AND THE FATHER I WANTED TO BECOME.

WE ARE FACED WITH A CHOICE. WE CAN EITHER BEGIN TO DO THOSE THINGS THAT WILL ENABLE US TO BECOME WHAT WE SOMEDAY WANT TO BECOME—OR WE CAN LEARN TO LIVE WITH REGRET. I WOULD PREFER TO DO EVEN THOSE VERY DIFFICULT TASKS THAT WILL ENABLE ME TO BECOME WHAT I WANT TO BECOME THAN TO LIVE WITH REGRET. EVERY TIME YOU DO THOSE THINGS YOU KNOW YOU OUGHT TO DO, YOU FEEL GOOD ABOUT YOURSELF. WHEN YOU DO NOT DO WHAT YOU OUGHT TO DO, YOU FEEL BAD ABOUT YOURSELF.

EITHER WAY YOU ARE IN THE PROCESS OF BECOMING WHAT YOU ARE SOMEDAY GOING TO BE.
ALBERT GRAY SAID, “THE SECRET OF SUCCESS OF EVERY MAN WHO HAS EVER BEEN SUCCESSFUL LIES IN THE FACT THAT HE FORMED THE HABIT OF DOING THINGS FAILURES DON’T LIKE TO DO.” TO BECOME WHAT WE WANT TO BECOME REQUIRES FORMING THE HABIT OF DOING THE RIGHT THINGS, THE THINGS FAILURES DON’T LIKE TO DO. THE BEST TIME TO BEGIN FORMING A GOOD HABIT IS RIGHT NOW.

WE ARE NOW, DELIBERATELY AND CONSCIOUSLY, CHOOSING TO BECOME WHAT WE WANT TO SOMEDAY BE, OR WE ARE UNCONSCIOUSLY MAKING THE CHOICE. EITHER WAY WE ARE IN THE PROCESS OF BECOMING WHAT WE ARE SOMEDAY GOING TO BE. KING DAVID IN THE OLD TESTAMENT DELIBERATELY SOUGHT GOD’S WILL IN MOST FACETS OF HIS LIFE AND BECOME A GREAT MAN. HE APPARENTLY DID NOT CONSCIOUSLY DECIDE WHAT KIND OF FATHER HE WOULD BECOME. AS A RESULT, HIS CHILDREN WERE THE CAUSE OF MUCH SORROW. ONE OF HIS SONS GATHERED AN ARMY TO OVERTHROW HIM. ANOTHER SON RAPED HIS OWN SISTER. THE SON WHO COMMITTED THE RAPE WAS MURDERED BY ANOTHER OF DAVID’S SONS. YOU ARE NOW IN THE PROCESS OF BECOMING THE PERSON YOU’RE SOMEDAY GOING TO BE.

I’VE HAD THE PRIVILEGE OF HEARING MANY OUTSTANDING SUCCESS STORIES. THE ACHIEVERS OF THOSE SUCCESSES INVARIABLY STATED. “I DECIDED TO.” IMMEDIATELY AFTER DECIDING THEY TOOK ACTION THAT ENABLED THEM TO BEGIN ACHIEVING THAT WHICH THEY DECIDED TO DO. IT IS THROUGH ACTION THAT WE BECOME.

THIS WORLD IS LITTERED WITH FAILURES. THESE PEOPLE DID NOT INTEND TO BECOME WHAT THEY ARE; THEY INTENDED TO ACHIEVE GREAT THINGS. THEY INTENDED TO BECOME MUCH MORE THAN AVERAGE, BUT THEY WAITED FOR THE RIGHT SET OF CIRCUMSTANCES.
WHAT ARE PEOPLE WAITING FOR? CHILDREN ARE WAITING UNTIL THEY FINISH SCHOOL. ADULTS ARE WAITING UNTIL THEY GET PROMOTED.    MIDDLE-AGED PEOPLE ARE WAITING UNTIL THEY CAN RETIRE. MANY ARE WAITING FOR CIRCUMSTANCES TO BE “NORMAL.” IN THE PROCESS OF WAITING THEY ARE BECOMING WHAT THEY ARE SOMEDAY GOING TO BE, EVEN THOUGH THAT IS NOT WHAT THEY INTEND TO BECOME. LIFE DOESN’T WAIT. YOU’RE, RIGHT NOW,

BECOMING WHAT YOU ARE SOMEDAY GOING TO BE. WHAT ARE YOU DOING RIGHT NOW TO BECOME WHAT YOU WANT TO SOMEDAY BECOME?

LOSERS DON’T INTEND TO BECOME LOSERS. THEY BECOME LOSERS WHILE WAITING FOR CIRCUMSTANCES TO GET RIGHT. WINNERS DON’T WAIT. THEY DO WHAT IT TAKES TO BECOME WHAT THEY WANT TO BECOME. THEY DO IT NOW.
-JIM MCEACHERN (1930-2011)

For information about the Southwestern Company Leadership Coaching:

Being a Problem Solver

Posted in dustin hillis, Sales Coaching, southwestern company, southwestern company truth with tags , , , on August 18, 2011 by Dustin Hillis

Top Producers are Problem Solvers.

MacGyver "The Problem Solver"

MacGyver “The Problem Solver”

Being a mentally tough Problem Solver is simple, but not easy.

3 steps on how to be a Problem Solver:

1. Embrace the challenge of an unexpected event!  

It was a mild summer day in the mountains of Fairbanks,  Alaska. I was driving between houses, demonstrating my Southwestern Company (now Southwestern Advantage) educational books and software, when I received a call from my brother, who was selling books in Michigan. I’ll never forget the first words that he said, “We need to talk.  It’s about Mom and Dad….they’re getting divorced.” The Alaskan sun was shining bright that day, but all of a sudden it felt like a rain cloud was pouring down over my head.

A flurry of emotions overtook me that day… I had a problem that I didn’t know how to solve it!  Then a light bulb clicked on for me and I created the acronym R.A.F.T.

R.A.F.T. Problem Solving


R- Realize
an event has occurred. (usually, an event is defined by anything that gets you off schedule- a flat tire, the economy tanks, you get fired, death in the family, weather, a divorce, etc.)

A- Accept the event has occurred.  It is hard to accept that something is out of your control.  You cannot control who buys from you, the weather, death, taxes, the economy, divorce, etc.

F- Focus on controllable factors.  In reality, the only things you can control is your attitude, your schedule, and your habits.  See previous blog titles “Controlling the Controllable” for more on this topic.

T- Transform the negative event into positive momentum. Being a top producer doesn’t mean that you encounter any less problems than anyone else.   Being a top producer means that you react to what happens to you in a positive and productive way.  As the old saying goes “you have to make lemonade out of the lemons”.

 

2.  Accountability, accountability, accountability.

Unsuccessful people are always blaming others for their failures.  Successful people take responsibility for their activity, circumstances, and results. To improve your self-accountability every morning when you wake up say out loud 10 times “if it’s meant to be, it’s up to me”.

(If accountability is something that’s hard for you, you should get a coach to hold you accountable to doing the things you know you should be doing)

 

3. Take Action Now!

Top Producers do not give in to the Law Of Diminishing Intent. Everyone has good intentions. Everyone intends on doing what they say they are going to do. Everyone intends on hitting their goals. The reason people don’t do what they know they should do is because of the Law Of Diminishing Intent.

I had a tough event to deal with in Alaska that summer. I had a decision to make. Was that event going to be an excuse for not hitting my goals?  Or would I hold myself accountable for my results, not letting any outside event derail me, by taking action immediately and doing the things I knew to do?  It was not easy to keep working, but the reality remained, there was nothing I could do about the problem.  After applying the 3 steps above I ended up earning more commissions by the end of that week than anyone else has ever earned in 155 years at the Southwestern Company.

For more information about the Southwestern Consulting sales coaching program to help hold you accountable and become a master problem solver:

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