Archive for How to Close

Modify: Detective (Pt. 3)

Posted in dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , , , , on October 27, 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 wrapping up my Modify: Detective series by discussing how to close with a Detective. If you missed parts one and two, you can catch up here: Modify: Detective Part 1 | Modify: Detective Part 2

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: Fighter (Pt. 3)

Posted in Sales Coaching with tags , , , , , , , on October 6, 2014 by Dustin Hillis

A couple of  weeks back, I kicked off my Modify: Fighter series. Today wraps up that series. Missed parts one and two? Catch up now!  (Click here to read Modify: Fighter Pt 1) (Click here to read Modify: Fighter Pt. 2)

How to modify to a Fighter's natural buying style

How to modify to a Fighter’s natural buying style

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.

The Fighter

How do you modify your natural selling style in your approach, presentation and close to a Fighter’s buying behavior style?


–> Click here to continue reading. 

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