Archive for Dustin Hillis

Modify: Detective (Pt. 2)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , , on October 20, 2014 by Dustin Hillis
How to Modify your Approach to a Detective's Natural Buying Style

How to Modify your Approach to a Detective’s Natural Buying Style

Today I’m sharing part 2 of my Modify: Detective series. In this blog, I’ll discuss how to present to a Detective. If you missed part one, you can catch up here.

A few weeks back, I shared a similar mini series called Modify: Fighter. Did you miss it? You can catch up here: Modify: Fighter Part 1 | Modify: Fighter Part 2 | Modify: Fighter Part 3 

When it comes to modifying our natural selling style to that of a Detective, what we need to remember is that Detectives are detail-oriented and analytical.  They are the CPAs, accountants and engineers in your life.  When you’re talking to an analytical type of decision maker, think about the things that motivate them and also what fears they have.  –> Click here to continue reading…

 

Modify: Detective (Pt. 1)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , on October 13, 2014 by Dustin Hillis
How to Modify your Approach to a Detective's Natural Buying Style

How to Modify your Approach to a Detective’s Natural Buying Style

Today, I am excited to share with you part one of my Modify: Detective mini series by covering how to conduct your approach with a Detective.

Last week I wrapped up my Modify: Fighter mini series. Did you miss it? You can catch up here: Modify: Fighter Part 1 | Modify: Fighter Part 2 | Modify: Fighter Part 3 

When it comes to modifying our natural selling style to that of a Detective, what we need to remember is that Detectives are detail-oriented and analytical.  They are the CPAs, accountants and engineers in your life.  When you’re talking to an analytical type of decision maker, think about the things that motivate them and also what fears they have. –> Click here to continue reading…

 

Modify: Fighter (Pt. 2)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques with tags , , , , , on September 29, 2014 by Dustin Hillis
Modifying to a Figher's Natural Buying Style

Modifying to a Figher’s Natural Buying Style

Last week we kicked off part one of our Modify: Fighter three-part series. Missed it? Catch up here.

Navigate: Selling the Way People Like to Buy consists of 3 sections:

  • Solidification on the behaviors of the 4 buying styles
  • Identification of the 4 buying styles
  • Modification of your natural selling style

Modification is the most important part of how to sell the way people like to buy.  The goal is to modify and adapt one’s own natural selling style to someone else’s buying style.

–> Click here to continue reading. 

 

Redefining Possible

Posted in Goal Setting, Motivational with tags , , , , , on September 1, 2014 by Dustin Hillis
Redefining Possible

Redefining Possible

I remember it like it was yesterday.

I was on track to break the all-time company sales record at Southwestern. It was a feat that only one person had accomplished out of 150,000 salespeople within the 159-year-old company.

My first three weeks of trying to break the record I didn’t even come close to hitting the numbers that I needed to in order to exceed the record.  There was another gentleman that year that was on the same track as me and also had the goal of breaking the company record.  His name was Dave Brown. The difference between Dave and me was that Dave was actually on track to break the record during those first three weeks.

I remember thinking every day, “Gosh, I can’t believe that Dave is beating me!”

–> Click here to continue reading. 

The Answering Objections Formula

Posted in dustin hillis, Sales Coaching, Sales Tips with tags , , , on August 25, 2014 by Dustin Hillis

 

How to Answer Objections

How to Answer Objections

At Southwestern ConsultingTM, we have found that there is a very proven formula to efficiently answer objections.

 

If you don’t follow this formula, what can happen is your prospect will continue to provide you with objections.  That can lead to frustration and spending unnecessary time and effort following up with people only to be given more objections.  These objections will seem legitimate, so you’ll spend time answering them…only to be given yet another objection.

–> Click here to continue reading. 

 

%d bloggers like this: