Archive for selling

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. 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. 

Navigate: Selling the Way People Like to Buy

Posted in dustin hillis, Sales Coaching, Sales Tips, Selling Techniques with tags , , on September 8, 2014 by Dustin Hillis
Navigate: Selling the Way People Like to Buy

Navigate: Selling the Way People Like to Buy

One of the most valuable business lessons I ever learned came to me during my first year of marriage when I was trying to figure out what to buy my wife for Christmas.

I remember walking through the mall thinking about how I had no clue what to get her when I came across what I thought to be the perfect store—the Sports Store.  Personally, I loved the Sports Store, so I thought that surely my wife (who was a fashion stylist from San Diego) would, too.

I walked in to the store and began my search for the perfect gift.  As I was looking, I came across a section of the store that I thought would be the perfect spot to pick a gift for my new wife, the University of Tennessee Football section.  I loved the University of Tennessee Football, so—in my mind—surely my new wife—who was a Fashion Designer from San Diego—also loved the University of Tennessee Football!

 

–> Click here to continue reading. 

 

Managing your Natural Selling Behavior Style

Posted in southwestern company with tags , , , on June 28, 2010 by Dustin Hillis

How do you manage your natural selling behavior style?  It’s a question that doesn’t often get a quick answer.  And it’s always an interesting revelation when you take a look at your selling style and how do you behave when you are in a high pressured work environment.

I’m sure many of you would agree that you behave a certain way when you are selling something and you can behave completely different when you’re in a social environment. There’s a completely different dynamic when you’re selling versus just hanging out…which brings me to today’s focal point;  Navigate

In Navigate, the four different buying styles are covered.  Knowing more about these buying styles will undoubtedly cultivate your selling style.   As you examine at the four below selling styles, consider which ones best describe you, and think about how could you balance the extremities found in the different styles.

  • The Fighter:   Gets straight to the point, has a “don’t waste my time” attitude.  Fighters go straight to the bottom line. When they answer objections, they tend to fight with people versus embracing the objections. Fighters are the ones that close hard, and close again. They love the thrill of the hunt.
  • The Entertainer:  Extroverted and wants to build rapport.  The entertainer wants to feel they are well liked.  People trust them almost immediately. Many times they simply accept objections. If someone says the want to think about it, the entertainer will say “Oh okay, I understand, I’d want to think about it too”.  The always use a soft handed close, they feel it out and make sure everything feels right and if it doesn’t they don’t dare apply too much pressure.
  • The Detective:   A detective is very detail oriented; they want facts, they want figures.  They love to analyze everything.  They don’t get emotional; they don’t tell many stories. They are more into “this is the product, this is the price and this is how it can help you”, and they just state the facts when it comes to selling. When they answer objections, they do it logically. And when they close, they want it to be a logical decision. They close based on logic.
  • The Counselor:  Want to make sure that everyone in the group is on the same page. When they’re selling, they take their time, they to get to know the prospect then they do a second meeting with the prospect and their manager…then another meeting with their manager and the vice-president.  They build relationships and take their time with their selling and don’t want to rub any feathers or cause any controversy.  They are there to answer every question, no matter how long it takes.  They counsel prospects.  When answering objections, they empathize well.  Naturally when it comes time close, they don’t really even close. They will often sit back and let the customer come to the decision and close themselves.

How do you balance this out? How do you manage your behavior style?   For starters, you need to pull out the extreme points in your selling style and begin taking baby steps to get out of that “rut”…

For example, fighters can be too tense.  It’s a good idea to start a relaxation routine.  Before walking into a sales situation, practice some relaxation techniques and tell yourself that you don’t have to over react when the pressure is on.  Tell yourself often why people matter and why it’s important to care about the people you serve. 

Entertainers should take steps to focus on controllable factors or “keep your feet on the ground” so to speak.  Focus on your schedule, and goals.  Determine how many phone calls you need to make in a day and start trying to get organized.  Don’t let the busyness of the world get you so caught up in the whirlwind that you become frustrated.   

Detectives tend to get negative when the pressure rises. When the economy turns, when everything that can go wrong does, detectives become negative and pessimistic…and then become extreme to try and control the negative circumstances. So, detectives need to loosen up.  I challenge you to mess up your hair one day and wear it that way all day – and just see how that feels. It’s hard to be sour when you’re hair is messy on purpose.  Say something positive to the first person you meet every single day and try to verbalize some random positive comments throughout the day. 

Counselors, tend to shut down and avoid the controversy during pressure.  They feel weak.  So just relax and remember that pressure is a good thing. Say to yourself, “no pain, no gain”.  Because counselors tend to focus on others, it’s a good idea to add a little self-focus and evaluate what you really want from your job and from your life.  Set a goal to buy something for yourself.

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