Archive for the southwestern company

Spencer Hays: I Am a Person of Influence

Posted in southwestern company, southwestern company truth, Southwestern Consulting with tags , , , , on May 9, 2011 by Dustin Hillis

Last week one of my mentors and the wealthiest man that I know (Spencer Hays)

Spencer Hays

gave me a card that has wisdom flowing from it.  This man is not only wealthy, but almost every business he has been involved in over his 50+ years in business has been successful.  He is a business owner of the Southwestern Company, entrepreneur, leader, recruiter, trainer, and hard worker.  I personally think the most endearing thing about him is the fact that he truly is humble and knows in his heart who he really is.  Just look at one of his business cards, the title he chooses to go by is “Salesman”.

Here is what’s written on the card he gave me:

I Am A Person of Influence

  • I make people feel appreciated.
  • I make people feel that they belong.
  • I make people feel that what they do is important, that they count, that they make a difference.
  • I help people develop a vision for what they can become, achieve, and have.
  • I help people develop specific goals with pay values and plans.
  • I help people face and overcome fears, doubts, and regrets.
  • I help people develop competency related to sales, products, and technical aspects of the business.
  • I make sure people know that I believe in them.
  • I set a good example.
  • I give vision.
  • I give hope that the vision can become a reality.
  • I create understanding.
  • I keep people from becoming distracted by trivial matters.

I do these things over and over again!

“There is no more noble occupation in the world than to assist another human being – to help someone succeed.” – Alan Loy McGinnis

Compiled by Spencer Hays and his Business Associates at the Southwestern Company

For more information about Spencer Hays and his Southwestern Company Business Associates go to www.southwestern.com .

Also check out Spencer’s recommended reading: http://secure.ssnseminars.com/store/Navigate-Selling-the-Way-People-Like-to-Buy-book-by-Dustin-Hillis-P621C10.aspx

Navy SEALs & Top Producers at the Southwestern Company

Posted in southwestern company, southwestern company truth with tags , , , , , , on March 12, 2011 by Dustin Hillis

Flying home to Nashville, TN to get ready to back to work at the Southwestern Company coming from Bogota, Colombia last year I had the honor of sitting next to and speaking with the Commander of our Special Forces unit with the US Navy SEALs.  What he and his team do for our country is not only inspiring, but humbling to even think about.  Most of us cannot even imagine what our military goes through everyday just so that we can enjoy the fringe benefits of everyday life.

After spending over three hours talking with my new Commander friend I began thinking of the similarities between how an ordinary sailor becomes a Navy Seal and how an ordinary salesperson becomes a Top Producer.
The only real difference between a normal Navy sailor and a Navy Seal is training. The same goes for an ordinary salesperson that has turned Top Producer.

Let me walk you through what it takes to become a Navy SEAL…and a Top Producer, for that matter.

After meeting some rather stringent requirements to become a Navy SEAL candidate, sailors must undergo Basic Underwater Demolition/SEAL or BUD/S training. It is divided into several phases:

  1. Indoctrination
  2. Basic Conditioning
  3. SCUBA training
  4. Land-warfare training

navy-seal-11navy-seal-8

Official U.S. Navy Photos

BUD/S training lasts seven months and tests each individual to the brink, both mentally and physically. Days are filled with running, swimming, calisthenics, and learning small-boat operations. They must endure drown-proofing (where trainees must learn to swim with both their hands and their feet bound) and surf torture (a.k.a. cold water conditioning).

SEALs also train extensively in closed-circuit SCUBA systems and underwater navigation. They complete land-warfare training for nine weeks in intelligence-gathering and structure penetration, long-range reconnaissance and patrolling, and close-quarters battle. They become the best of the best and are trained to react to sniper attacks or anything else they might encounter.  All of the training is part of the process designed to build and perfect optimal Navy SEAL skills.

When BUD/S is complete, trainees move on to basic parachute training and SEAL qualification training to refine their skills before they are officially awarded the rank of Navy SEALs.

All of this extreme training is critical. To the average onlooker the training may seem excessive. However, in reality SEALs must be able to operate efficiently at all times, despite weather, temperature or physical discomfort. Their lives, and the lives of others, depend on it.

So, what does all this have to do with salespeople? Let’s just start by saying that sales training and Navy SEALs training can’t truly be compared. I’ve never gone through surf torture and I commend the men who are willing to go through so much in preparation to serve their country. But look at it this way, in the same way that Navy sailors must go through this incredible training process to become SEALs, the Salesperson must go through an incredible training process to become a Top Producer at the Southwestern Company. Ask anyone in sales; it’s no easy task to become the best salesperson in the company, region or industry! If you think about it, isn’t it amazing how a training process paired with unwavering determination can turn the ordinary into the great?

Whether you want to be a top producer or you’d like to become a SEAL: training is key. Here’s a brief look at the Southwestern Company sales training process:

  1. Southwestern Company Sales Fundamentals
  2. Sales Mastery
  3. Sales Techniques a.k.a. Practice!
  4. Continuous Learning from other Top Producers

In the climb to become a Top Producer, you’ve got to start somewhere.  The salesperson must first begin understanding sales fundamentals, as is done in Year One of Southwestern Sales Training. During this part of the training process the students learn how to develop work ethic, maintain a positive attitude and develop the right habits.

The second step in training process is to master the art of sales. This is done through continuous sales training, expanding one’s skill set and becoming wholly invested in sales. It’s no longer about memorizing the best basic techniques, but going above and beyond to know all there is to know about sales.

Lastly, in order to become a Top Producer you must practice what you preach. Go into the field. Perfect, hone and refine your skills. Experience slammed doors and sweet success until the former becomes few and far between and the latter becomes commonplace.

The evolution from a good salesperson to great sales professional, from sailor to SEAL comes as a direct result of training. In order to stay on top and stay sharp SEALs are constantly training and repeating the cycle so that they are continuously improving and learning new skills. Same goes for the Top Producers. Once you’ve made it to the top of the mountain, you’ve always got the sky to conquer! 

Check out the Southwestern Company Top Producer’s BUDS training program for sales people at Top Producer’s Edge personal coaching.

(Thank you http://science.howstuffworks.com/navy-seal9.htm for information and photos)

 TOP PRODUCER V/S NAVY SEALS

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What Motivates an Oscars Award Winner and a Top Producer?

Posted in Motivational, Sales Tips, Selling Techniques, southwestern company truth with tags , , , , on March 11, 2010 by Dustin Hillis

What motivates top producers in both movie making and money making?  Is it money?  Is it recognition? Is the fame? Is it winning an award?

Oscars for Top Producers

Oscars for Top Producers

Last year I attended the Direct Selling Association national meeting in Washington, D.C.  In a round table training sessions the topic was “How to Motivate a Sales Team”.   Leaders from various direct selling companies told how they motivate their sales teams, and then the question came to me and I said, “At the Southwestern Company, what we do is…”   I heard someone whisper, “This will be good!”  As I looked around the table every leader was looking at me intently with their pens in hand ready to hear the secrets of the Southwestern Company and how we motivate our sales team.  I told the group that it all begins with helping train young salespeople to find their purpose for working hard.

Knowing why you are doing what you are doing will help you reach the pinnacle of any industry.  The reason award winners on Oscars night get to walk up on a stage in front of the world and accept an award for being the best in their industry is the same reason the Southwestern consistently trains people to be more successful than they ever thought.  Both Oscar winners and top producers know the WHY behind what they do. 

If your WHY is big enough, you will find the how.

What is it that motivates you?  Is it money? Is it recognition? Is it fame?  Is it winning an award?  

An easy way to find your purpose is do the following exercise:

Write out 5 characteristics of the type of person that you want to be.

Make a list of 10 things that you love about life.

Write out 10 things that you are thankful for.

10 things you want to do.

5 things you want to have.

Then write down in 3 sentences or less what motivates you.

Once you know what motivates you to achieve your highest potential; the awards, fame, and fortune is bound to follow.

For more sales tips go to www.swsalestalk.com.

Mort Utley: How much will you wade through?

Posted in Motivational, Sales Coaching, Sales Tips, Selling Techniques, southwestern company truth with tags , , , , on March 3, 2010 by Dustin Hillis

Check out this speech by Mort Utley. For all who have sold books through the Southwestern Company or all who have had to practice the great art of persistence–this video is for you. It’s all about wading through the tough times to get to the gold. Listen to what Mort has to say, enjoy his classic analogy, take in some inspiration and… remember the pony!

Picture 56

Remember the Pony from Geoffrey Kidney on Vimeo.

Back by Popular Demand – The Southwestern Company presents “The Mimic Effect”

Posted in Sales Coaching, Sales Tips, Selling Techniques with tags , , , on February 1, 2010 by Dustin Hillis

Some time ago, we made a post that was dedicated to teaching others the art of the “mimicry”… Lately, we’ve been getting lots of questions about what it takes to be a “master”  – so, we’ve decided to bring back the Mimic Effect to help all of you who are seeking to learn the secrets of best and brightest.

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The Southwestern Company presents “The Mimic Effect”…

Have you ever noticed that when two kids are good friends they mimic each other? Sometimes they bounce around like a Mexican jumping bean and have more energy than what they know what to do with. Or if the kids are like me and my best friends growing up the friends or group of friends could be known as the notorious “gruesome two-some” or kids that your parents warn you about.

“The mimic effect” is a universal principle that’s been around since the beginning of time. At the Southwestern Advantage, we have taught top producers to learn from other top producers for over a century.  We are naturally programmed to emulate the people we surround ourselves with. The good, the bad, and the ugly absorbs into our DNA like a sponge. As Charlie “Tremendous” Jones said “the only difference between who we are now and who we are in 5 years, is the people we meet and the books that we read.”

From birth to death “the mimic effect” determines the altitude of our success. We are only as successful as our 5 best friends. Whether or not you have heard of this universal truth before matters not. Do you purposely use the principle to take your business and life to the next level? Do you find yourself aware of this principle, yet still squandering your life away hanging with negative, lazy, fear paralyzed people?

Try this simple exercise that will forever change your life:

Developing your “peer group”:
Write down the specific characteristics you want to have. What do you want other people to describe you as?

For example: Dependable, Honest, Top Producer, Hard Working, Creative, Wise, Entrepreneur, Business Owner, Financially Free, Dedicated, Caring, etc.

Then make a list of the 5 people you spend the most time with. Then write down the top 5 traits other people would say they have (good or bad). Next, make a list of people you know who have all of the traits you just listed. After that compare your lists and see if you have anyone on your list of people you spend time with who are doing the things you want to do with your life. If not… you guessed it’s time to get a new set of friends! Set a goal to surround yourself with the people who are already doing the things you want to do and “mimic” them.

If you want to be a good investor…start hanging out with a top investor in your town. When hanging out ask a specific question and try to get inside their brain. Then “mimic” them!

If you want to start your own business, or be a top producer, or be a good husband/wife, or whatever your passion is to become, you must surround yourself with people who are already doing what you want to do and let “the mimic effect” go to work for you.

When I decided I wanted to become a professional sales trainer/ consultant/ coach for the Southwestern Company I put into play the law of “the mimic effect.” I made a list of the type of people I needed to surround myself with… and guess what, I’m now certified by the National Speaking Association.

Here is the peer group that I on purpose surrounded myself with:

My Southwestern Company top producer/ sales ninja “peer group”
Here is the Southwestern Company all-time sales record holders and our Chairman Henry Bedford.

Sales ninja "peer group"Sales ninja “peer group”

From left to right: Dave Brown- The world’s best cold calling salesman of all time! (at the Southwestern Company he had 23 customers in one-day selling books door to door!), Kyah Hillis (formerly Kyah Grady)- shattered the Southwestern Company record not once but twice! (Making her #1 out of over 250,000 salespeople who have come through the Southwestern Company over the past 154 years), me, Henry Bedford- All around badass and CEO/ chairman of the board of all 17+ of the Southwestern Companies. Bill Zizzy- Former Southwestern Company sales record holder, Dave Rosen- Former Southwestern Company sales record holder. Although I never formally had a professional relationship with Bill or Dave they were still in my Southwestern Company sales ninja “peer group”. I applied “the mimic effect” with them through listening to their advanced sales CD’s over and over and over and over again in my car during the summers and drinking from their wealth of knowledge.

Here is a member of my Southwestern Consulting professional sales coaching “peer group”:

SSN! crew on stage with Matthew Ferry SSN! crew on stage with Matthew Ferry

Matthew Ferry- Life coach extraordinaire! (Author of “Amplifying Your Money Magnetism”)

So if you really want to take your business/life to the next level put “the mimic effect” to work for you.
Know what you want.
Know who you want to be like.
Find those people and spend time with them.
Then let “the mimic effect” do the rest!

For additional information and help with designing a “peer group” and applying “the mimic effect” go to https://www.southwesterncoaching.com/

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