Archive for the dustin hillis Category

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 JordanKinard

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.

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  • 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?

 

Navigate is more than just a book. It’s a mindset.

Posted in dustin hillis, Leadership Coaching, Motivational, Prospecting Tips, Sales Coaching, Sales Tips, Selling Techniques, southwestern company, southwestern company truth on November 11, 2016 by JordanKinard

The Navigate process is not a quick easy fix to a broken sales philosophy. It’s not a way to manipulate a person with tricks or gimmicks and it’s definitely not a “get rich quick” system.

The path to being a successful top producer can be a long road that requires a great deal of work and a great deal of a sacrifice. However, those are some of the things that make it worth the journey.

The core fundamentals of becoming a Navigate top producer are hard work, a positive mental attitude, and a desire to be a student of the game. Only after you have bought in to these principles will you begin to push your sales success to the next level.

 

The difference between the ordinary salesperson and the extraordinary salesperson is mindset. With the goal of becoming a successful Navigator, you must develop an extraordinary mindset.

Different from an ordinary mindset, an extraordinary Navigate mindset is focused on serving others through adapting to their natural buying style. Someone with an ordinary mindset sells the way they personally would want to be sold. Someone with an extraordinary Navigate mindset sells the way others like to buy.

 

The Navigate Mindset:

  • You take the time to study buying behaviors and what makes them tick
  • You are aware of the 4 buying behavior styles and are always looking to identify someone’s style
  • You ask questions and care about the answers
  • You connect with people in a meaningful way
  • You can then provide true value for people and focus on their specific needs
  • You adapt your natural selling style to their buying style
  • You’re able to speak and act with integrity and make sure you do what is right
  • You help people buy the way they like to buy

 

It’s the Navigate mindset that separates you from the average salesperson.

 

With the Navigate mindset, your focus will always be serving and the byproduct will be selling. The Navigate process requires an “all in” mentality and it is then you begin to elevate your sales and elevate your success.

For a FREE webinar on the concepts of Navigate 2.0 click here!

 

Being Present In the Moment

Posted in dustin hillis, Southwestern Consulting with tags , , , , on April 12, 2016 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

family on phones

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.

Being Positive vs. Positive Self-Talk

Posted in dustin hillis, Motivational, Sales Coaching, Sales Tips, self talk on January 12, 2016 by Dustin Hillis

Being Positive vs Positive Self-Talk

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The wealthiest man I know once told me the key to success is having amazing self-talk. I remember feeling disappointed when receiving this advice over a nice dinner. What a conundrum that I’m getting advice from the a man who was featured in Forbes Magazine as one of the most successful people alive and I’m having a negative response to advice about positive self-talk.

I decided to investigate further what he meant by “you have to have amazing self-talk”. He went on to explain that self-talk is defined as what you say about yourself to yourself, and what you allow others to say about you that you believe. Then it hit me, my whole life I thought being positive is what having positive self-talk was all about. But after my conversation with Spencer, I realized that my self-talk had nothing to do with being a positive person. It had…

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The Four Degrees of Selfishness

Posted in dustin hillis, Motivational with tags , , , , on October 2, 2015 by Dustin Hillis

It wasn’t until I fully understood the degree of my selfishness that I was able to change. Don’t get me wrong. I have not arrived, nor will I ever feel like “I’ve arrived”. However, I feel like God has me on the right path and I have to daily check my compass to make sure I’m staying the course.

All of my life I’ve been focused on looking good and impressing other people. Early in my childhood I developed a “Performer” mindset where performing = love. The need to always be perfect and always “on” is a scary place to be. The reason being, we are all human, sinners, and it’s inevitable we will make mistakes. For the longest time, I always thought the things I did and mistakes I made were unforgivable and caused me shame and guilt, and I never learned how to accept love. However, what God has painfully showed me is that the most heinous of all my character flaws is not the things that I’ve done my whole life, as C. S. Lewis says in his book Mere Christianity, “the chief of all sins is selfishness. Selfishness is the sin of the Devil.”

Mere Christianity

http://www.amazon.com/Mere-Christianity-Lewis-Signature-Classics-ebook/dp/B002BD2UR0/ref=sr_1_1?s=digital-text&ie=UTF8&qid=1443735352&sr=1-1&keywords=mere+christianity

 

The first degree of selfishness: Nature – “Mine”

I’ve been selfish my whole life, ever since I could crawl and say the word “mine”. While getting my Psychology degree at the University of Tennessee, we studied child psychology and it is amazing understanding the concepts in nature versus nurture. Our human nature is to be selfish. No one has to teach us this; it just is the state we are born in. So many of us never leave the first degree of selfishness during our whole life. Like a little baby who thinks the whole universe revolves around them, we only look out for number one and think everything should be “mine”.

 

The second degree of selfishness: Nurture – “I deserve”

After evolving out of the first degree of selfishness, we become much more sophisticated with our egotism. We start playing the nice societal roles we are conditioned and “nurtured” to play. This is where we understand the universe doesn’t revolve around ourselves, so we then start thinking, “look at how sophisticated, smart and nice I am to share and understand the universe doesn’t revolve around me. Aren’t I special? I deserve respect. I deserve to be rewarded. I deserve to be special.”

Feeling like we deserve anything as a result of an act we did is the second degree of selfishness. The reality is we do not deserve anything for our acts. If we are called to be focused on serving other people and laying down our own selfish desires, then the idea of thinking about what “I deserve” is a recipe for disaster. Once the seed is planted that you deserved something, even if you get what you think you deserve, it will create an appetite for wanting more and feeling like you deserve more. The reality is that everything good in this world has been given to you by the grace, mercy, and love of God. Understanding that He is the giver of all good things helps take the focus off of feeling like you have to earn your way into something you deserve.

 

The third degree of selfishness: Narcissism

Definition – noun: narcissism:  Excessive or erotic interest in oneself and one’s physical appearance.

  1. Psychology: extreme selfishness, with a grandiose view of one’s own talents and a craving for admiration, as characterizing a personality type.
  2. Psychoanalysis: self-centeredness arising from failure to distinguish the self from external objects, either in very young babies or as a feature of mental disorder.

Origin: early 19th century: via Latin from the Greek name Narkissos (see Narcissus) + -ism.

After experiencing the hell of the third degree of selfishness, I know that with God’s grace and mercy I will never go back. The third degree of selfishness is where you stop caring about other people and all you are focused on is looking good, sounding smart, appearing to be in control, being respected, being recognized for achieving amazing accomplishments. As soon as we lose the ability to consider other people and cannot be authentic, transparent and tell the truth to everyone in our lives, we start to enter into the third degree of selfishness.

In 2010, I went down the third degree of selfishness path and truly hit rock bottom. I did things that have no justification at all. I was so consumed with what I deserve, looking good, sounding smart, being respected, appearing in control, and seeking recognition that I hit the self-destruct button on my entire life. Then a year later after realizing the degree of my selfishness, the damage had been done. So I did what my instincts told me to do… lie. Just hide and bury the truth and never tell anyone the degree of my selfishness. After all, there is no way anyone would respect, forgive or love someone who is this selfish.

 

The fourth degree of selfishness: Self Destruction & Addition

TheFuriousLonging

http://www.amazon.com/The-Furious-Longing-Brennan-Manning-ebook/dp/B005FMSK50

In The Furious Longing of God, Brennan Manning explains that Shame and Guilt are the tools of the devil. Any screw tape that you hear playing in your head revolving around shaming you or making you feel guilty is a message straight from the pit of hell. The fourth degree is the scariest place to be. This is where you can become so overwhelmed by shame and guilt you might feel like it’s easier to check out or possibly just end it. Most people turn to addictions in this phase to numb the pain of their shame and guilt. There are many, many forms of addictions. We could be addicted to work, alcohol, drugs, food, narcissism, pornography, caffeine, pills, etc. After several close acquaintances in my life commit suicide, hearing the news of their death always has the same effect on me of a tidal wave of emotions with shock, anger and sadness. After personally experiencing the full measure of the fourth degree of selfishness, I now have a very small glimpse of how people think it’s possible to take their own life. After all, it’s the ultimate form of selfishness.

 

The good news!

The good news is there is a Way out of this hell. There is a Light at the end of this tunnel. It starts with the Truth. THE ONLY WAY TO THE LIGHT IS THROUGH THE TRUTH. Brutal, relentless, honest, embracing, humbling truth. Start with taking an inventory of your life. Ask God to show you the mirror and reveal to you the degree of your selfishness. Write down all of the ways you are being or have ever been inconsiderate, unempathetic, damaging to others and selfish. This exercise will probably be the hardest thing you’ve ever done. Most of us couldn’t even handle seeing the degree of our selfishness through God’s eyes, so He will only show you what you can handle. You will know if you’re doing this successfully if you are absolutely wrecked, broken and ripped apart after praying for God to show you the degree of your true sins. Once you have an understanding of your selfishness, you need to own your mistakes and ask for forgiveness. Anyone you’ve ever hurt, damaged or caused pain in any way. Call them or take them out to coffee, look them right in the eye and tell them what you did to hurt them, own it, and ask for forgiveness.  Being selfish destroys trust. Telling the brutal truth is the only way to restore trust.  Start with telling yourself the truth that you are a selfish, self centered, ego-driven human sinner and without God’s grace and mercy you have no hope.

 

At the end of the day we are all called to die to our selfish desires. This is counter culture. The world tells us the opposite. We have a decision to make every single day. The decision is simple, but it’s not easy. Are you going to focus on yourself and what you deserve, or are you going to lay down your selfish desires and serve others? I promise the results of these decisions are vastly different.

Modify: Entertainer (Pt. 2)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , , , on December 15, 2014 by Dustin Hillis

Today I am wrapping up my Modify series. This week, I’ll finish with how to present and close with an Entertainer. Catch up on last week, how to present to an Entertainer, here (Modify: Entertainer Pt. 1).

Did you miss the rest of the Modify series? You can catch up here:

Modify: Fighter Part 1

Modify: Fighter Part 2

Modify: Fighter Part 3 

Modify: Detective Part 1

Modify: Detective Part 2

Modify: Detective Part 3

Modify: Counselor Part 1

Modify: Counselor Part 2

Modify: Entertainer – Presentation and Close

When it comes to modifying your natural approach, presentation and close with an Entertainer’s natural buying behavior style, it is important to remember that Entertainers are the kind of people who are energetic, enthusiastic, inspired by affirmation and their biggest fear is rejection.

Knowing all of those things, we really have to be careful with how we approach, how we present and how we close because they can be the most emotional when they are buying. They can also be really great advocates and referral partners, but only if we do it the right way.

–> Click here to continue reading.

Modify: Entertainer (Pt. 1)

Posted in dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , on December 8, 2014 by Dustin Hillis

Today, I am excited to share with you the last section in my Modify series. This week, I’ll cover how to approach an Entertainer followed by next week when I’ll go into how to present and close with an Entertainer.

Did you miss the rest of the Modify series? You can catch up here:

Modify: Fighter Part 1

Modify: Fighter Part 2

Modify: Fighter Part 3 

Modify: Detective Part 1

Modify: Detective Part 2

Modify: Detective Part 3

Modify: Counselor Part 1

Modify: Counselor Part 2

Modify: Entertainer – The Approach

When it comes to modifying your natural approach, presentation and close with an Entertainer’s natural buying behavior style, it is important to remember is that Entertainers are the kind of people who are energetic, enthusiastic, inspired by affirmation and their biggest fear is rejection.

–> Click here to continue reading..