Archive for Sales

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.


  • 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?


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…


The Price Build Up

Posted in Sales Coaching, Sales Tips, Selling Techniques with tags , , , , , , , , , on July 9, 2012 by Dustin Hillis

“How much does it cost?”

The price build up is one of the best techniques anyone can use in any industry when they have to deliver the price of a product or service. One of the most common frustrations that I hear a lot of from my coaching clients and people that approach us at events is how, after a client calls to get a price of a quote on a product, they will hang up and find other prices and typically whoever they feel provides the most value for the least dollar amount will win the battle.

Don’t just quote your price and let your customer go off to find comparisons. Know how to do The Price Build Up, and you’ll make the sale!


The Price Build Up

There are three steps to the process.  It’s efficient and effective for getting people to wrap their minds around the value of your service and making them feel the price is the best out there on the market.


Step 1. Build Up The Price

The first step is to build up the price. Do some research and find out how much your product costs in other markets and how much your competition is selling your product for. If you’re selling a high-end pen and you know that your pen is not the most expensive pen out there, make sure you find the most expensive one and know that price.  This will be a good price comparison to have. In any industry you know there are services out there that cost more. You build up your price by saying: “A lot of times people assume this product or service is going to cost a lot. People guess that it can be anywhere from $2,000 to $3,000 per month.  Compared to company XYZ, that is what it would cost. I think the main reason we have so many people buy our product is….” And then you do the next step of the process.


Step 2. Dropping The Bottom Out

The second step is dropping the bottom out of the price. To do this you say: “The main reason people really like doing business with us is that, instead of costing $3,000 a month, our service is only $497 a month. That’s not bad, is it?” The process of thinking that your client follows is that since the top price is $3,000 the next logical amount in the sequence will be $2,500, $2,000 and so forth. So, by saying $497, you’re dropping the bottom out on the amount they thought the price would be.

The emotional close could be a story about how another client recently used their home insurance policy, and was so thankful for the coverage and the money it saved them.


Step 3. Emotional Close

The last step in the price build up process is to add emotion to the price. Have some kind of story that a customer has given to you in the past about how thankful they are to use your service. Use this story right after you have given the price. It should sound something like this: “The best thing about this is it’s only $497 a month.  That’s not bad considering I was talking to Mr. Jones and he was debating about whether to get the service or not. After thinking about it, he said when it comes to his family’s future and being secure he knew there was nothing more important. He went ahead and signed for the same thing you’re looking at today. Three weeks later he had to take advantage of his new insurance policy.  I know that was very unfortunate, but he said thank God he made the decision to buy, and he was able to pay his medical bills and keep on working.” Any kind of story you have from a customer that will attach emotion to the price needs to be added right after you give the price of the product.


When you do those steps effectively you will constantly have people agreeing with you that the price of your product or service is or great value and priced right and they will happily be buying your product or services.

Understanding the Why Behind What You Say

Posted in Sales Tips, Selling Techniques with tags , , , , , , , on April 30, 2012 by Dustin Hillis

Words construct our reality and create what others think about us. Everyday conversations can easily go into the crucial mode where just one word can change the dynamic of that conversation.

Our mind has a process through which it takes information called the DCR censor. Every piece of information that enters our mind goes through this three-step process.

1. Drive. The drive portion of our brain asks itself, “What’s in it for me?” When you’re selling to somebody or making an appointment with someone, the first thing they will ask themselves is this question.

2. Creative. The question that the creative portion of the brain asks itself is, “How can I hope to achieve this?” As you’re asking yourself that question, you are also thinking of the possible solutions. Usually this is based on previous experience. If you have experienced something in the past that is similar to this new piece of information, then the creative portion of your brain can be at ease and go, “Ok, I know how to achieve this because I’ve done it before.”

3. React. The reaction portion of our brain asks itself, “Am I comfortable with this?” This is where our fight or flight tendency kicks in. If you’re not comfortable with something and your natural tendency is to fight, then you’ll most likely call someone a name like “you’re being stupid” or “you’re being ignorant”. If you go on the offensive, then your natural tendency in the DCR censor is to fight. If you have more of a tendency to “flight” when you’re not comfortable, then you are more likely to shut down and avoid the conversation. The reaction portion of our brain is what holds us back from being comfortable.

Your mind is not your friend. Your mind is designed to protect you and to make you feel comfortable. Why we say what we say is to protect ourselves. We want to keep our self-interests in mind. You need to remember that your mind is not designed to make you successful and that you need to counteract what your mind naturally does.

There are four ways of reacting that all revolve around the DCR questions our mind asks us. They are:

1. Be defensive
2. Be aggressive
3. Be passive
4. Avoid

There are ways to solve this, though, and in turn become a master communicator.

1. Listen with your heart in the right place. When you’re in the middle of a conversation, regardless of how you feel, remove your ego. Remove the emotions and listen to the content of the conversation that is being said with your heart in the right place. A self-talk tip you can tell yourself when you’re going into an important conversation is, “I care about what is right more than who is right.” When your heart is in the right place and the intent of the conversation is to remove how you feel and then care more about doing what is right, there will always be a righteous outcome. The right thing will happen.

2. Be willing to be wrong and always listen to what is right. Sometimes you’ll go into a conversation and you might not know what the right thing is, but you will have an opinion. Hold your opinion loosely and look for the right thing. Be focused on looking for the truth and the truth will always prevail. If you go into the conversation thinking of that, then that will change the dynamics of the conversation you will have with somebody.

3. Do something different. The definition of insanity is doing the same thing over and over again and expecting a different result. So if your form of communication has not been working in your business and you can’t understand why people keep treating you this way, you have to shift your gears or else you will keep getting the same results.

Keep this in mind the next time you go into a phone call or meeting, and see how differently the outcome can be from conversations you’ve had in the past. These communication skills will take focus and training but will surely get you the best results!

Positive Self-Talk

Posted in Motivational, Sales Tips, southwestern company, Southwestern Consulting with tags , , , , on August 4, 2010 by Dustin Hillis


I can, I will, I am going to! This is the mantra you will hear at a Success Starts Now conference. 

What is “self talk”?  I was introduced to self-talk when I was in high school by one of my football coaches. He pulled me off to the side and asked me, “Dustin, are you going one hundred percent in every play?”  I told him, “yeah, well sometimes I am and sometimes I’m not”.  He asked why and I told him “I feel like I need to save energy so I can make it through the whole game and still do well.” Then He told to say out loud, before EVERY play, “I go 100 percent.”  I said “Ok”, told him I would follow through and that before every play I would literally start saying, out loud, “I go 100 percent.”  And I did.

It started with the words and then it began to change my self-image. My actions then started following the way I thought and the way I felt and I actually started playing at 100 percent. Prior to this, I was never considered the best player on the team and I certainly wasn’t considered the best player on the field… but through that positive self-talk, I ended up changing my actions and made the All-State team.  I ended up playing 2 years of college football and it really all started with self-talk.

What is self-talk and why is it so important? I remember going to the Southwestern Company and my first year in sales school and Dan Moore gets up on stage and tells a story about a guy named Mr. Mediocrity and goes on to tell us that Mr. Mediocrity lives in every single person and that it’s our job to condition Mr. Mediocrity.

He told us that Mr. Mediocrity will bounce up and hop on your shoulder and that he will whisper negative thoughts into your head, such as, “what about the economy, this costs too much, this is boring, this job is not the right job for me and I need to be doing something else”.

Your mind has to be conditioned.  The same way that you condition your body through working out, the same way you condition your heart through eating healthy, and the same way you condition your soul, through reading the bible… YOU CONDITION YOUR MIND THROUGH USING SELF-TALK.

Avoid negative thoughts, negative actions, and negative circumstances at all costs.  If you can’t say something positive out loud then don’t say anything at all.  If you’re constantly aware of your speech and your thoughts, and you are actively trying to be positive, you eventually stop negative thinking. 

Self-talk is not only about what you say to yourself, but also what you hear other people saying about you and what you say about other people.  Every word that comes out of your mouth should be lifting people up as well as lifting YOU up.   

Try to take control of every single thing that you say. Here are some actions items and questions that you can think about;

  1. Make a list of all the things that you know you are susceptible to when it comes to negative self-talk, the things your mind tells you that could be negative. Like, “I am not a good reader”, “I can’t wake up early”, or “that may be for other people but that is not for me”.
  2. Then make a list if things that hold you back from making conscious efforts to improve your self-talk. Why do you not use self-talk? Do you think it is cheesy? Do you think that it doesn’t work? Whatever it is make a list of things that would be reason why you don’t do it.
  3. Make a list of people who talk about you in a way that makes you feel better about yourself. Literally, make a list of people who affirm you, lift you up.
  4. Then make a list of the following affirmations:   
  • When you wake up:  “Today is a great day” let that be the first thought that goes through your head.
  • While you are taking a shower: Say something positive about your goal for the day. “I can, I will, I am going to make my 10 phone calls today”.  “I can, I will, I am going to make my 3 sales today”. Say it over and over again while you are taking a shower.
  • While you are driving to work:  “I am so thankful for all the things I have in my life and their area ton of things that I have in my life that I am thankful for”. While driving to work, if you would like to say a prayer, that would be a good time to be alone and pray as you are driving.
  • Before every phone call or every presentation:  Affirmations about having a service line. This presentation is not about me but about the person I am meeting with and how I can help and serve them.  
  • After you do a good thing  OR bad thing: After you make a sale or hear a no, or even after someone cancels, have an affirmation ready.

Using Positive Self-Talk is the difference between an average producer and a top producer.  If you believe this is true… create a list of Positive Affirmations and use them everyday!

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