Archive for success

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?


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!

How to Be an Unstoppable Force

Posted in dustin hillis, Motivational, Sales Coaching with tags , , , , , , , , , on January 10, 2012 by Dustin Hillis

An event took place in high school that set in course a change in the way I think and believe what is possible. Up until that point, I was never in the top echelon of athletics, grades or really anything at all. I was just a normal kid who did not believe absolutely anything was possible… I had limiting belief.

motivation dustin hillisMy Momentum Building Event
I started wrestling in the 8th grade and I was pretty good, but not the best. My Junior year in High school I found myself going to the state tournament at #3 in my area; 189lbs out of Dalton, GA. My weight class and area were considered the hardest in the state, and mostly because of a guy named Brent Hughes from Murray County. Brent had beaten me three times that year. Wrestling Brent was like trying to wrestle a Grizzly Bear.  They actually took a picture of him with his shirt off weighing in for the state tournament and put it on the cover of the Georgia State wrestling magazine. Brent hadn’t just beaten me three times that year, he destroyed me 3 times that year! Every time I wrestled him I had this negative, self-defeating self-talk saying, “There’s no way I can beat this guy” or, “What am I going to do?” I felt like I had no chance to win against him.

Historically, if I were winning in the first period, I would win the match. But if I was getting beat or if I got on my back, I would just tell myself, “Aw, screw it” and give up. In my first match in the first period in the state tournament I found myself in a headlock on my back. While on my back and about to have the shortest appearance in Georgia state tournament history, a new thought entered my head. I thought, “You know what, I don’t even care, I’m just going to go nuts, and see what happens.” Something in me just clicked. I arched my back and in a fast furry, I was on top of this guy and pinned him.

In my next match, I was thrown on my head three times. Then a new thought entered my head: “This guy is going to have to kill me to beat me.” Then somehow, in the middle of him throwing me on my head for the 4th time, I ended up countering the throw and pinning the guy. At this point my confidence started building. I won the next match and then two more matches after that and found myself in the semifinals facing Brent Hughes.

Normally I would have been scared and telling myself, “I can’t do this. He’s so much better than me. There’s no way I can do this.” But this time around, I had a new attitude. I stopped thinking, stopped caring about “what if”, and started giving 100%. I went into this match with the thought, “I don’t care if he kills me. I’m going to come at him with everything I have. And even if I lose, I’m going to at least slam him one good time.” I visualized myself picking him up, (Brent Hughes, who could bench press 350lbs in high school), and throwing him on his head. In the past, I would try to finesse him and use wrestling techniques against him, but this time I came at him with everything that I had head on like a savage warrior. Within a minute in the first period I picked up the seemly unbeatable opponent, swung him in the air above my head, and slammed him on his head. He had to take an injury timeout. And to everyone’s surprise (including my own coaches), I beat him 7 to 3 and advanced to the state finals!

navigate dustin hillis

In that moment, something happened to the way I looked at myself and my confidence was changed forever. I had just beaten Brent Hughes, who had been expected to win the entire state tournament. And I hadn’t just beaten him, I beat him bad. In fact, the only points he got were from me taking him down and letting him up. I owned him. And I won!

I ended up losing the state finals. I was winning with 10 seconds left and ended up losing only by one point. After that tournament, I thought differently about myself. When I looked in the mirror, I believed I could do things I use to not think was possible. I refer to that day as my “Confidence Anchor Event”.

Anytime I’ve been afraid to do something or just simply didn’t want to do something, I go back to that day and I push through. Utilizing this “Confidence Anchor Event” has made the rest of the challenges in my life such as my first “real job” working with the Southwestern Company selling books door-to-door, starting a sales performance consulting business, starting a sales and leadership coaching business, starting a sales seminar business, writing books, being married, having a new born baby, so much easier for me. Every time the going gets tough I visualized going into that state tournament with the odds against me and I overcame those odds. Then the memory of that “Confidence Anchor Event” helps me push through and not give up.

Now every time I push through a difficult challenge that becomes a new “Confidence Anchor Event”. What is yours? Do you have a time in your life when the odds were against you and you wanted to quit, but you didn’t and you ended up victorious? If not… you can create one by simply never giving up on anything that is a challenge. Babe Ruth said it best “It’s hard to beat someone who won’t give up.”

Summer Job Scene Bleak for Adults;Teens;Alike (via Nashville Career Advancement Center)- Southwestern Company

Posted in southwestern company with tags , , , , , on July 5, 2010 by Dustin Hillis

Do you know someone who is college age and looking for a summer job? Read this article below about the Southwestern Company summer internship.

Newschannel5 – By Nicole Ferguson NASHVILLE, Tenn. – The summer job scene is tough these days, with adults and teens competing for the same jobs. "With the economy the way it is right now… I'm a school teacher and you only get 10 month pay. I really needed a job during the summer," said McGavock high school teacher Laura Vignon. The 25-year-old high school teacher has been working as a guest relations manager at Nashville Shores for the past five … Read More

via Nashville Career Advancement Center

Add to DiggAdd to FaceBookAdd to Twitter

%d bloggers like this: