Expandmenu Shrunk


  • Tag Archives dustin hillis
  • Can This Sales Manager Be Saved?

    Guest Post By: Kitty Barrow

     

    Last year, I was coaching a business owner who was constantly complaining about her sales manager. When asked, the owner explained that they initially let the new sales manager do as he wished because they didn’t want to hinder his ability to lead. Upon further questioning, the owner said that the manager was never given any expectations or a list of what success looks like for their job. It was really no wonder that the sales manager wasn’t doing everything the owner expected. It was never explained to him what she expected.

    Not every problem is ever solved too easily and this was no exception. At this point, the manager had been working at doing whatever he pleased for more than 6 months, and as the owner tried to work with him on what was expected of him, instead of agreement, they were butting heads. The owner was complaining to me about everything the manager was doing wrong, the things the manager seemed to be intentionally not doing, and how the manager kept messing up despite being told how to do things over and over.

    It was almost Christmas when the owner decided that she needed to fire the manager, but didn’t want to do it over the holidays, so decided she would do it the beginning of January. Yikes! The manager’s job was on the line if things didn’t change fast.

    At this point, we started working on Navigate, the book by my business partners Dustin Hillis and Steve Reiner. This involved figuring out the sales manager’s personality type so that the owner could lead him how he would like to be lead. In the discussion, we discovered that the sales manager was a Counselor personality type while the business owner was a Fighter. These are two completely different personality types. While Fighters do have very good traits, under stress, the Fighter tends to make demands and only focus on what people are doing wrong. The exact opposite is the Counselor, who under stress tends to clam up and become almost passive aggressive.

    It was a hard pill to swallow but our business owner decided to sit down with the manager and see the world through a Counselor’s eyes. Counselors tend to be all about making sure that everyone is happy. They have an opinion but they aren’t going to share it when they feel under attack. Counselor personality types can be some of the best team players as long as they feel that they are truly an integral part of the team.

    It was an “aha” moment for our business owner as she realized that when she was selling, she always “navigated” people’s personality styles, but when it came to running her company, she never felt that she needed to “work that hard.” In reality, once you make leading the way others like to lead a habit, it becomes second nature to you.

    Good news! Almost immediately the relationship between the business owner and her sales manager did a complete 180-degree turn. They started having Personal Conferences (one-on-one meetings) every week, and they were able to communicate well because the owner started leading the Counselor the way he wanted to be lead.

    In the last 7 months, the owner has expanded her business into other cities, and she says she couldn’t have done this without her sales manager doing a fabulous job and running the company at home.

    The moral of this story is that all leaders should keep in mind that ultimately you are responsible for the actions or inactions of those you lead. The next time you want to complain about anyone on your team, first look in the mirror to see where you can change to be a better leader for your people. The speed of the leader is truly the speed of the team.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • Letting Go of the Uncontrollable

    Guest Post By: Dustin Hillis

    Donald Miller says in his book Scary Close, “the root of sin is the desire for control”… and “the root of control is fear.” The fear of losing control is a powerful driving force that causes us to behave in a variety of crazy different ways. For some, this fear manifests itself by self-promotion and being self-righteous with the thirst for winning and being the best, while others might be controlling their image and presenting a perfect front to the world. For some, it’s the pursuit of being right or the relentless domination of others with an iron fist and exerting their will over the “inferior” people around them. The inverse is true when the craving for control rears its ugly head through self-destructive, shameful and guilt-ridden vehicles such as alcoholism, drug addictions, work obsession, food addictions, sex and pornography addictions, and many other self-control coping mechanisms create the illusion of having control in one’s life.

    In the “self-help” industry I often hear motivational speakers, authors, and “experts” promote prosperity and how to be in control of their results. Being in control of results usually involves manipulation. It hasn’t been until some recent events in my personal life that I’ve realized how destructive “being in control” can be. Upon reflection of my life, the more I’ve tried to control uncontrollable things, other people and results, the more I seem to screw up. Yet, everything noteworthy that I’ve ever done has come to me by letting go of the desire for control, focusing on the right activities and trusting God to deliver the outcome how He sees fit.

    letgo

    Don’t get me wrong. I feel that we are all called to take action and use the talents God has given us. However, we need to focus on the diligent activity, not the results. Ultimately, we only have a few things that we should put our focus on and let God take care of the rest.

    Here are 3 areas of daily focus:

    1. Your Attitude

    After the economy took a major dip in 2008, my father was in a board meeting for a Fortune 100 company. The CEO was going around the table reaming all the VPs for their numbers being off target. The gentleman sitting next to my dad was smiling ear to ear as the CEO berated his way down the line of senior executives. Once he set his fierce eyes upon the smiling man, he ripped into him, “I don’t know why you have that silly grin on your face. There is nothing to be smiling about with your numbers either!” Then the man stood up and calmly replied “Sir, no disrespect. But you can yell and scream at me all day long; however, there is nothing you can say or do that will take my positive attitude away from me.” Then the brave bold man confidently sat down. The CEO’s demeanor changed on a dime and he shouted with enthusiasm, “That’s right! We need more of you to have an attitude just like this guy!”

    You determine your attitude every day. Your attitude is a choice.

    2. Your Schedule

    We are called to be productive and serve other people. The best way to serve other people is to be organized, focused and proactive. At Southwestern Consulting, we work with hundreds of different companies all across the country and we find the #1 thing that people need help with is controlling their schedule and time. The best approach is to be diligent and plan how you are going to spend every minute of your most precious resource you’ve ever been given, your time. The key is to not get caught up in the trap of being busy to just be busy. Wasting time and wasting your talents is a waste of your life.

    Be proactive, not reactive. Understand your priorities. Set your schedule and stick to it!

    3. Your Activity

    There is a massive difference between people who “work hard” and people who “work smart”. Typically, people who “work hard” measure everything in how long they spend doing something. They think that a 3-hour meeting is a good thing because the person listened to them gab on for that long. Typically, people who think they “work hard” do end up focusing on results and measure everything they do based on the results they are or are not seeing. Therefore, they do not experience peace and joy when working because they are focused on results, that is something they cannot control.

    The rare individuals who “work smart” are the ones who focus on being efficient and effective. They work referrals/word-of-mouth marketing; they gather intel before engaging someone in a sales situation; they find ways to shorten the sales cycle and are excited about spending less time with people and serving them as fast as possible, and not wasting the prospect’s time, as well as their own time. They focus on productive activity and not wasteful, unproductive time.

    When my wife was a little girl, her father would make her re-vacuum the stairs if she missed a spot. He would tell her, “It doesn’t matter how hard you work up a sweat if you don’t get the job done right. You need to work smart and get the job done right the first time.”

    Letting go of the uncontrollable is a scary thing because in order to truly let go we, first must look long and hard into a mirror and admit what it is that we don’t want to let go of. Most of the time, the people, things or results someone is trying to control are stemming from a much deeper-rooted issue that manifests itself in the form of control. Living in truth and admitting our imperfections, wounds from others, personal sins and mistakes and asking for forgiveness is the beginning of letting go. Next, is putting a plan and accountability in place to change our behaviors to ensure that we don’t keep repeating the mistakes that are causing the need for control. Lastly, we have to fully submit to God all of our anxieties and worries and focus on being thankful and loving those around us. Once we let go all of the uncontrollable, life becomes more fun! The grass is greener, the sky is bluer, and everything tastes sweeter. Just let it go.

     

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks.  Mr. Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Unconditional Confidence

    Guest Post By: Dustin Hillis

    Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence quickly and end up with Unconditional Confidence in every area of our lives.

    confidence

    The 3 Types of Confidences: False Confidence, Conditional Confidence, and Unconditional Confidence.
    False Confidence is saying you can do something, but deep down inside you think there is no way you can actually do the task. It is fake self-talk. A good example is someone whose group of friends talks and acts as though they were superman or superwoman, but when put into an unfamiliar selling situation, they change from superman to super-scared. False confidence comes from F.E.A.R. which is False Evidence Appearing Real. Sometimes we all have false confidence and “fake it until we make it”. However, we all want to move out of false confidence as quickly as possible.
    Conditional Confidence is why a sales job can be frustrating and emotional. Why do you think that selling can be frustrating and emotional? It’s because we develop conditional confidence and attach our self-worth to results (aka whether or not we make a sale). Many people have made one, two, or three sales in a row and their confidence goes way up. Then they go a day, a week, or a month with no sales and their confidence bottoms out. Conditional Confidence hits peaks and valleys like a roller coaster. This confidence is conditional on the outcome or result.
    Unconditional Confidence is the most important type of confidence. It separates all top producers from average. Top Producers who strive for unconditional confidence have that something special—charisma, swagger, or mojo. How do you develop Unconditional Confidence? Unconditional confidence is based on your beliefs and habits. To develop unconditional confidence, you need to know that you do have innate skills and that your momentum comes from your work habits. Every day you can gain more confidence by focusing on the habits that are within your control.

    There are 3 key areas that anyone can control every day:

    Your attitude, self-talk, and energy level. No one can control your attitude besides you. Knowing and believing you are created for a purpose and having positive self-talk is the most important area of focus in anyone’s life. Your energy level is a choice. Your attitude is a choice.
    Your schedule and time management. You determine what time you go to sleep, when you wake up, what time you make your first prospecting call, what time you make your last prospecting call, if you’re going to work on the weekends, or not. You are in control of your time.
    Your activity. No one can force you to work. You have to decide to get as much done as possible with the time allowed. Break your day into goal periods and decide what you are going to do with your time every minute, every hour of every day. Elon Musk (CEO of Tesla, Space X, and Solar City) breaks his day down to 5-minute time blocks that are scheduled before he starts every day.
    The key to being unconditionally confident and having self-worth in business is to not attach your self-worth to how much you produce. Your gauge on whether or not you’re doing a good job is based on work habits – Activity, Attitude, and Schedule. That way at the end of the day, you look in the mirror and don’t ask yourself “did I sell anything today?” Instead, you will ask yourself, “Did I focus on controlling the controllable habits today and do my dead level best?” When you are growing and improving every day in your beliefs and habits, you are creating Unconditional Confidence.

    A good positive affirmation to use when forming unconditional confidence is saying to yourself every day when you look into the mirror:
    “I do not expect success all the time, but due to the belief in my gifts and God-given abilities in addition to my knowledge and acquired skills, I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr. Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Being Decisive

    Guest Post By: Dustin Hillis

    What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a “yes” or it’s a “no”. Opportunities are lost every day from not making a decision.

    What is there to think about? Most of the time if we have to think about something, it’s because we don’t have a clear vision for what we really want. People are so focused on the day-to-day minutiae of life, that they cannot set their sights down the road on the bigger prize. It’s interesting to ask people the question “what do you want?” Most people respond with something generic like “happiness”, “make a lot of money”, “world peace”, etc. If someone asked you “what do you want?”, could you answer the question? Knowing what you want is the first step in being a decisive decision maker.

    screen-shot-2016-06-06-at-8-57-16-pm

    Considering your priorities and reorganizing priorities based on what is going to get you another step closer to your goal every day is a skill. We are all busy being busy. Nobody on the planet thinks they aren’t “busy”.

    Why do so few people exceed their goals in life? They have their priorities out of order. If your priority is to become the number one producer, become financially independent and build wealth, then why are you spending so much time checking email, reading up on current events and chit-chatting with your co-workers by the coffee machine? You should spend 90-95% of your time doing things that only you can do with your unique skills and talents. Understanding your priorities will help you to stay focused on the things that only you can do.

    All that is left now that you know what you want and you’ve got your priorities reorganized daily is to take action. Stop thinking. Pick up the phone. Book the trip. Ask the girl of your dreams out on a date.

    Stop thinking and start doing. Make decisions. Be decisive. If 90% of your decisions are right, then the 10% that are wrong will be made up from making more positive decisions.

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • How to Take the Pressure Off

    Guest Post By: Dustin Hillis

    We live in a world of unmet expectations. We are consumed with struggling through the daily grind to be successful, or stripping away stresses to find our inner-self and calmness, or indulging in everything life has to offer to just be happy. We feel “less than”, pressure, and frustrated when we don’t achieve what we are longing for. We make an idol of success, tranquility or happiness.

    Tim Keller said it best in his book Counterfeit Gods, “When an idol gets a grip on your heart, it spins out a whole set of false definitions of success and failure and happiness and sadness. It redefines reality in terms of itself.”

    It’s mind-boggling how some of the most successful people I know are so full of insecurity and self-doubt. The outside world thinks these people are the most successful people who have it all together, and the reality is they are freaking out on the inside and putting too much pressure on themselves. I remember feelings of extreme pressure that I would put on myself, and thoughts of being less than no matter what I accomplished or achieved.

    I’m sure you’re asking yourself right now, “this sounds good, but how in the world am I supposed to do this?”

    Here are 3 Ideas on how do we take the pressure off:

    1. Take a reality check. Ask yourself these two question:

    ♦  During your idle time, where is your head at? What do you literally think about when you are left by yourself?

    ♦  If you were 100% honest with yourself, where are you at emotionally?

    2. Find the root of the problem. Typically, there are three main root issues that cause us to put too much pressure on ourselves.

    ♦ “Comparison is the thief of all joy” – Any time we compare ourselves to anyone else, it creates pressure. There will always be someone else who is better, faster, better looking, stronger and smarter. We are all inadequate to everyone at something.

    ♦ Not having fun. – Your attitude is a choice. Your energy level is a choice. Choosing to have fun and be joyful in every single thing you do every single day is a choice.   Most people live in a reactionary state. They just let things happen to them and just think “woe is me”, or they take themselves so seriously they leave no room to simply have fun.

    ♦ Feeling like a failure. – Feeling like a failure is the granddaddy of all root issues when it comes to putting too much pressure on ourselves. Failure is part of life. No one is perfect. Anyone who expects to be perfect at anything will be guaranteed to feel like a failure because it’s impossible to be perfect at anything over a long period of time. At some point, we will all break. Often, it takes us reaching our breaking point to be able to accept our brokenness and dig down to the root of our problems.

    3.  Focus on Unconditional Confidence.

    In Maslow’s hierarchy of needs, the highest level is “self-actualization” which focuses on morality, creativity, spontaneity, problem solving, lack of prejudice and acceptance of facts.

    aa_maslow

    The difference between Maslow’s “self-actualization” and Unconditional Confidence is that Unconditional Confidence cannot be found inside yourself. Unconditional Confidence is not a goal or something you achieve. Unconditional Confidence comes from an understanding that you were created for a higher calling. You were created to die to your selfishness, and your highest achievement in life is to love, serve and care for other people. Another great book by Tim Keller – Every Good Endeavor – does an excellent job at describing in detail how to have Unconditional Confidence.

    There are three types of confidences and our goal is to strive to be Unconditionally Confident.

    1. False Confidence – Faking it until you make it has its place and time. However, we need to quickly get ourselves out of a false confidence state once we embark on trying something new. False Confidence is saying you’re going to do something or thinking you are good at something with no real evidence to back it up. There are plenty of people out there who say “I could have done that if I really wanted to” or “I’m going to be number one.” Etc.

    2. Conditional Confidence – Conditional Confidence comes into play after we’ve set the stage with our False Confidence. We’ve set an expectation for ourselves that we are supposed to be a certain way or accomplish certain things, and then when the results are less than what we hoped for, we feel defeated and less than. Conditional Confidence is contingent on results. If we win, we feel good. If we lose, we feel pressure. Conditional Confidence is equivalent to the 4th level of Maslow’s Hierarchy of Needs – “Esteem: self esteem, confidence, achievement, respect for others, respect by others”. Most of us get stuck with Conditional Confidence our whole life.

    3. Unconditional Confidence – People who are Unconditionally Confident have figured out their purpose in life and what they are called to do. Once we have figured that out, we then get to work every day knowing we are making a difference in the world through our work habits, not our results.

    If taking the pressure off is something that you need to focus on, print off this quote and read it aloud every day for the next year:

    “I do not expect success all the time, but due to the belief in my gifts and God-given abilities in addition to my knowledge and acquired skills, I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • Being Present In the Moment

    Guest Post By: Dustin Hillis

    Recently a man was taking a picture with his smart phone and backed off the ledge of a cliff and died. Being present in the moment can be the difference between life and death. Being present in the moment can be the difference between staying married or getting a divorce. Being present in the moment can be the difference between your child growing up feeling loved or alone. Being present in the moment can be the difference between winning someone’s business or losing the deal.

    The greatest gift you can give someone is your attention.

    When was the last time when you were in a room and everyone was engrossed in their cell phones and not paying attention to their surroundings? Can you recall the last conversation when the person you were talking with was looking over your shoulder and not making eye contact with you and you could tell they were listening to less than half of the things you were saying? When was the last time you were barely engaged in a conversation? Of even worse, you only focused on looking good by trying to impress the other person by talking about yourself, and not caring to ask the other person questions about themselves, resulting in a balanced conversation. People who are more focused on being interesting versus being interested will always have a difficult time fostering authentic relationships.

    3 Levels of Not Paying Attention

    Level 1. Attention Deficit

    There are a large number of people in this world who are naturally wired to be on the go and cannot sit still long enough to ask questions and listen. While this might be a gift or a curse that God has given you, it’s still not an excuse not to be present in the moment. Some individuals with extreme cases end up taking medication for ADD. After being diagnosed with Attention Deficit Disorder (ADD), I was prescribed medication which caused me to experience hyperfocus. It also caused me to also experience negative side effects that caused me to stop taking the drugs. I found that after years of practice I could control my ADD and hyperfocus when I put myself in the right environment with no medication.

    Level 2. Addicted to Technology

    Smart phones are making us stupid. The world is addicted to their phones. A large number of people are spending a majority of their time on their smart phones. Between Facebook, Instagram, Youtube, blogs and email, everyone is living a virtual reality versus living in real time. The most interesting man in the world (in my favorite Dos Equis beer commercial) says “I live vicariously through myself.” Life is beautiful. All we need to do is put down the technology and pay attention and see the real time Instagram-worthy things all around us.

    Level 3. Consumed with Oneself

    When someone is so consumed with himself or herself that they don’t care about other people, they enter another level of not being present in the moment. Think of the last time you went to a dinner or had a meeting with someone and at the end of the time together you knew everything about them and they knew nothing about you? Do you have friends who don’t really know anything about you? Are they really your friend? If someone is so consumed with how awesome they are, it will be difficult for them to be present in the moment and have a genuine conversation with you.

    Now that we’ve identified the 3 levels of not paying attention, let’s discuss how to be present in the moment.

    The first step in being present in the moment is to slow down and take a deep breath. Life is not a sprint, it’s a marathon. Who always wins in Aesop’s Fable The Tortoise and the Hare? The tortoise wins every time! Pay attention to your breathing. By simply taking a few deep breaths, you will slow your heart rate down and you’ll be able to be more present. Just by simply slowing down, you will start noticing things that are beautiful all around you that you may have never noticed before. I love how my 4-year-old daughter, Haven, always notices any flowers and makes us stop and look at them and smell them. It’s one of my favorite things to do.

    After you’ve learned how to slow down, start working on being grateful. Every day either when you wake up or when you’re going to bed take out a piece of paper or a journal and write down 10 things that you are grateful for in your life that day. Throughout the day, pray or affirm your gratitude for all of the little things in life. When good things happen to you, don’t get over excited and when bad things happen to you, don’t get overly upset. Always stay even keeled in your emotions and grounded in thankfulness and gratitude. Just be thankful to be alive and healthy every single day. Everything else is just a bonus!

    Get a better routine. Wake up and go workout, read some affirmations, eat breakfast and then maybe check your email for 30 minutes and then put it away. Then have a scheduled time in the middle of the day to check email and technology, then one more time at the end of the day. Checking email 3 times per day and social media one time per day should be enough! We do not need to be consumed by our social media all day long. Our relationships are suffering if we are addicted to our devices.

    Finally, get over yourself. No one cares how awesome you are. Emotional midgets are the ones who care so much about what others think about them that they only want to talk about themselves. We need to honestly care about other people, ask questions and listen. We need to empathize with other people’s pains and struggles. Focus on maintaining eye contact, look for the non-verbal communication to make sure that what they are telling you is the whole story or, if you need to, keep asking more questions to get them to really open up and tell you what is really going on.

    At the end of the day, we are all called to love one another. There is no way we can show love if we are too busy being busy and consumed with our own selfish human nature. This has been and will continue to be a struggle of mine. Hopefully, you will join me in the pursuit of loving other people and being present in the moment.

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • How to embrace failure

    By Dustin Hillis

    Most of my life I’ve wasted exorbitant amounts of energy trying to overcome my failures and manage my brokenness. I have fled from my failures, tried to hide my mistakes and put on a fake smile to mask my pain and regrets.

    In the book The Furious Longing of God, Brennan Manning provides keen insight into how God’s mercy is shown by Him not allowing us to fully see the depth of our brokenness, as we wouldn’t be able to handle it. The more I endure life’s battles, the more it has become apparent that success has nothing to do with overcoming failures. God has called us to embrace our failures.

    Failure is inevitable. If you haven’t experienced a multitude of failures in your life, it’s probably a result from an even more significant quandary of playing the game of life too safe, not taking chances, not putting your heart and soul into your passions in life, or denial.

    Chances are you have experienced failure and then felt shame or embarrassment about it. Perhaps you went into problem-solving mode to overcome and/or manage your failure so you could be proud of the fact that you are self-sufficient and overcame your weaknesses. Does this sound familiar?

    >> Continue reading on Dustin’s blog here <<


  • Modify: Fighter (Pt. 2)

    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 presenting a Fighter, there is a very simple technique that you can apply to help win them over.

     

    Presenting to a Fighter

    When you’re presenting to a Fighter, you need to remember this one thing:  They need to know what’s in it for them. They don’t care about all the details, nor do they want to hear about your amazing product or service. All they care about is the bottom line and how this effects them personally.

    You need to literally use the words “what’s in it for you is…”.

    –> Click here to continue reading


  • 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…