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  • Category Archives Dustin Hillis
  • Modify: Fighter (Pt. 1)

    Guest Post By: Dustin Hillis

    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?

    Fighters are straight to the point, don’t-waste-my-time, “let’s go!” type of people.  When approaching a Fighter, there is a very simple technique that you can apply to help set an appointment and encourage them to like and trust you faster.

    –> Click here to continue reading.


  • Navigate Handshakes

    Guest Post By: Dustin Hillis

    When it comes to identifying people’s natural buying behavior styles, one of the best ways to identify someone’s style is by taking note of how they walk, move and shake hands.

    Fighter

    Visual: Arnold Schwarzenegger has just entered the room, straight off of the movie Terminator.  He is coming straight at you!

    Fighters pump their arms and move their feet quickly.  It almost looks like a fast-speed, militant-style walk headed toward you.

    Once they get to you, they’ll often shake your hand in one of two ways.

    1. They’ll extend their hand in a tomahawk chop motion.

    -OR-

    1. They’ll extend their hand in a javelin-jab motion.

    –> Click here to continue reading…


  • How to Read Key Metric Ratios

    Guest Post By: Dustin Hillis

    How to Read Key Metric Ratios
    How to Read Key Metric Ratios

    You cannot expect unless you inspect.

    Understanding your key metrics, or as we call them at Southwestern ConsultingTM, your Critical Success Factors, is essential to success.

    So many people push, fight and refuse to track their activity and think through their ratios. Usually there are some basic, fundamental ratios that most salespeople need to know and be able to track, regardless of industry.

    One of those ratios is the Dial to Reach Ratio.  That ratio measures how many phone calls you have to make/doors you have to knock on/contacts you have to make to reach one decision maker.

     Another that’s important to understand is your Reach to Appointment Ratio or how many decision makers you have to talk with in order to get one of them to set an appointment with you.

    –> Click here to continue reading… 

     


  • The LinkedIn Referral Technique

    Guest Post By: Dustin Hillis

    Using LinkedIn to Gain Referrals
    Using LinkedIn to Gain Referrals

    Where do you rank in your level of expertise at asking for, expecting and getting referrals?

    Are you an expert?  Are you honestly getting five referrals every time you meet with somebody?

    Are you a novice?  Do you rarely get referrals?  Is your idea of getting referrals that you do a good job and impress people and ask them to pass your name?  (Or perhaps you’re a really bold novice and you give them a couple extra business cards and ask them to hand them out!)

    If you practice those strategies, you need to realize that you’re doing what amateurs do.  We want to be pros!  We want to be the best!  If you want to be the best, you have to ask for, expect and get referrals on the spot.

    When you’re meeting with people–especially your biggest fans, your customers, the people who like you and know you’re doing a good job–there’s no reason why you shouldn’t get referrals.

    –> Click here to continue reading…

     


  • Southwestern Consulting™ Co-Founders deliver keynote speeches to Regions Bank!

    We were thrilled when Co-Founders, Rory Vaden and Dustin Hillis, were asked to deliver their keynote speeches to an audience of Regions Bank Executives and Employees.  This is the kind of thing we work so hard for and we’re always excited to share the experience with you.

    SWC at Regions

    __________________________________________________________________________________

    If you’d like to learn more about booking a Southwestern Consulting™ speaker for your upcoming event or meeting, contact us here.  We look forward to partnering with you in the future!


  • Comparison Is The Thief Of Joy – by Dustin Hillis

    Comparison causes stress, frustration and ultimately limits people’s belief in what they think is possible.

    It takes an extreme amount of self-control and mental toughness to not compare yourself to other people. Think about it.  When was the last time you had any of the following thoughts:

    • “I would be doing much better if I had Mary’s territory”
    • “I’m doing more work than Henry and he need to pick up the pace”
    • “The only reason John is successful is because he gets special treatment by the boss”
    • “It’s not fair that Sue is getting paid as much as she is. I work just as hard if not harder than her”
    • “Nancy’s husband is so much more attentive to her needs than my husband”
    • “I wish my wife was as hot as Mike’s wife” . . .finish reading this article here.

  • SEEKING SUCCESS? KNOW WHY YOU ARE DOING IT!

    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

    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.


  • CREATE A BUYING ATMOSPHERE

    How to create a buying atmosphere

    We’ve talked about how building trust is a crucial facet of selling. So, how do you make someone like and trust you? At the Southwestern Company they teach how you need to create a “buying atmosphere”–a non-pressured environment that allows your prospect to open up their mind and allow you to truly demonstrate the value of your product or service.

    Creating a “buying atmosphere” can be established in a sales situation by using statements such as “Well, Erin what I’m going to do is show you how this works, and if you like what you see that’s great…but if it’s not a fit, that’s no big deal. I just want to make sure you understand how it works. Does that sound fair?”

    Any time you feel like you are over pressuring the client be sure to use a buying atmosphere statement like the one above or even something as simple as “if you like it, great. If not, no problemo.” The sales experience shouldn’t mimic that of a used car lot. It should be the kind of atmosphere that encourages discussion, fosters relationships and builds trust. ALWAYS create a buying atmosphere that keeps both parties comfortable and engaged.

    DUSTIN HILLIS


  • Are You Fishing in an Empty Pond? FIND MORE REFERRALS IN 3 FULL PONDS

    Are You Fishing in an Empty Pond?

    Picture 7

    Have you ever heard anyone use the excuse “I just don’t have anyone to call on!”?  Fishing in a pond without fish is not fun.  Our job is to find the ponds that have fish. There is a large body of water that a lot of salespeople seem to forget to fish in and there are 3 main pools of water you can pull from to fill your pipeline.  The large body of water that is the holy water for salespeople that will keep them alive forever is REFERRALS!

    3 Referral Pools

    1. ABC Lake– Asking for a referral from every person you meet
    2. Old Man Joe’s Farm Pond– Calling on existing clients and “farming your book of business” and asking for referrals
    3. Fish Hatchery– Developing a network of referral power partners who send business to you

    At the Southwestern Company we have seen true sales professionals who know that prospecting is a vital ingredient in the recipe for success.  In fact, prospecting should be one of your daily tasks.  As you may have heard before, prospecting can make or break your sales effort – which is exactly why you need to do it well…but what does it take to be “good” at prospecting?

    Man-Fishing-1

    First of all, it’s important to keep in mind that prospecting is more than just a part time task…it is your livelihood.  Prospecting should not be a duty that’s left only to “slow” times.  Continued prospecting ensures constant growth, and can minimize income and production slumps. Your prospecting efforts should be viewed as an investment in the future success of your business.  Basically, it’s an investment in your long term goals.  If you’re consistently seeking out new leads, you guarantee yourself an audience regardless of market status.

    Secondly, you should recognize that prospecting is a discipline.  Rory Vaden the Co-founder of Southwestern Consulting a Southwestern Company says “Success is never owned, it’s only rented, and the rent is due every day.” It won’t matter how “good” you are if you don’t have the discipline to see it through.  Much of being a successful sales person is perseverance and practicing a solid work ethic.  Set prospecting activity goals for yourself and use a schedule to get there.  Commit yourself.

    And finally, prospecting should be viewed as a task that requires both quality AND quantity.   Prospect well, but prospect often. Many sales professionals at the Southwestern Company swear by the “triple rule” that says your prospecting efforts should exceed your expected sales by three times.  For example, on the small scale, if you wanted to sell 3 products, you should prospect 9 potential clients!

    Remember: never lose sight of what needs to be done!Get a handle on the commitment you’ve made to your own success and stick to your goals.  Make sure you are “fishing” like a pro and asking for referrals.  Ask yourself, are you reallytaking advantage of available resources?  Are you procrastinating?  If you are not working at your full potential get a coach or accountability partner to help you make sure you’re fishing in the right ponds and consistently have you line in the water.  For more info on coaching go to


  • The “Golden Ten”: How to Generate Leads and Turn Contacts into Clients!

    The “Golden Ten” – how to Generate Leads and Turn Contacts into Clients!

    One of the most important things you need to ensure sales success is a solid resource of leads…but that means you will have to get out there and generate those leads!  The good news is that lead generation doesn’t have to be intimidating and if you use the right techniques, it can actually be both productive and fun!  Because this is such a common sales question, we’ve put together the “Golden Ten” tips for generating leads.

    So, without further adieu, “The Golden Ten”:

    The Golden Ten

    The Golden Ten

    1)      Use your networking resources!  Exchange URL links with companies or business that share your target audience but do not represent a direct competitor.  When any member of that target audience visits your “partner’s” web page, he or she will have direct access to YOU!  Increasing web traffic is a MUST in lead generation; more people use the Web as a shopping forum than another other available source. For example www.southwestern.com andwww.southwesternconsulting.com shares web traffic to help increase web traffic from the Southwestern Company to Southwestern Consulting.

    2)      Give your patrons a chance to hear from you.  Put your ‘opt in’ on every page of your web site. As a patron browses your site, he or she may not be immediately inclined to provide you with contact information – but providing them with more opportunities may prove enticing.  The more opportunities you take to generate leads – the better.  This option is convenient and is not overly pushy.    For example check out the Southwestern Company seminar website at http://www.ssnseminars.com/.

    3)      Use a newsletter as a way to advertise your business.  No matter what’s going on with your company, customers will respond to a newsletter option.  Giving potential patrons an option to sign up for a monthly business update or newsletter is a great way to spark interest even over a long period of time.  Statistically, customers who don’t purchase immediately will make a purchase within the subsequent 12 months!  A newsletter will allow you to stay in view during this window.

    4)      Using a website to advertise your service is one of the best ways to stay out in front of the sales wave, especially since so much of business is virtual these days.  Using an auto responder to automate your website is great way to keep your web page current without taking up scads of time.  Auto responders can be set up to send out a periodic update or email reminding your customers of sales, new products, etc.  Check out the Southwestern Company website atwww.southwestern.com.

    5)      Be personable! Send thank you notes to let your clients know that you truly appreciate their business.  After any successful transaction, issue a thank you – either in the form of a greeting card or an e-postcard.  This thank you note will help you stand out and is very well received in client circles.  People appreciate acknowledgment.  You can use this technique in all areas of business – not just sales.

    6)      Potential customers like to hear what other customers are saying.  Ask your clients for testimonials that can be published on your web page or your sales copy, pamphlets, etc.  This is a great way to show your customers that other “real” people are truly happy with your services.  Video testimonials work great check out the Southwestern Company student testimonial videohttp://www.southwesternsummer.com/southwestern-company-students-home.aspx.

    7)      Use your social networking circles.  Social networking is the wave of the sales future!  If you haven’t yet explored the option of using social networking as part of your sales strategy, today is the day to do so!  Spend some time looking into this powerful tool and don’t let the wave of the future pass you buy!  Check out the Southwestern Company Facebook site at http://www.facebook.com/?sk=messages&tid=1374284354847#!/Southwestern?ref=ts.

    8)      Publish press releases for new products or services.  Believe it or not, people respond to the press in a way that most other advertising falls short.  Use the power of the press release to get your services and your name out anytime a new opportunity comes up.  You’ll be surprised at the response you get.

    9)      Followup, Followup, Followup!  Did you know that most people have to see or hear a message 7 times before it is installed in the “memory bank”?  That means that a followup system that get’s your message in front of potential customers at least 7 times is ideal.  Using varying options for this followup should be easy: an email, a postcard, a letter, a phone call, a newsletter…get creative and have fun with it!

    10)   Market yourself with events!  Promote events, teleclasses, seminars, and other industry related paraphernalia.  Speak publicly as often as possible and use YOU as a resource.  Marketing yourself will be just as important as marketing your business.  Plus, getting out there and showing what you’ve got and what you can do will draw customers like moths to a flame!