Archive for Inspiration

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?

 

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!”

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7 Steps to Courageous Goal Setting

Posted in Motivational, Sales Coaching with tags , , , , , on August 11, 2014 by Dustin Hillis

 

How to Set Courageous Goals

How to Set Courageous Goals

One of the scariest goals that I’ve ever set personally happened years ago.  I set a goal to break the company all-time sales record, to become number 1 out of over 150,000 of the best salespeople on earth, at the over 150 year old Southwestern Advantage.  It was a very daunting goal.

 

When I think of those in my life who are the best goal setters, I think of the person who held the company sales record (that I ended up breaking), my wife, Kyah.  I learned more about how to be a top producer from Kyah than anyone!

 

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