Archive for the Leadership Coaching Category

Unconditional Confidence

Posted in Leadership Coaching, Sales Coaching, Sales Tips, Southwestern Consulting with tags , on February 8, 2017 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.
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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:

  1. 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.
  2. 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.
  3. 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.”

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 Decisive

Posted in Leadership Coaching, Motivational, Sales Coaching, Sales Tips, Southwestern Consulting with tags , , , , on June 7, 2016 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.

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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.

R.A.F.T.

Posted in Leadership Coaching, Sales Coaching, Southwestern Consulting with tags , , on March 2, 2015 by Dustin Hillis

Flat Tire

My very first summer selling I was out in the backwoods of Missouri where I got not one, not two, not three, but 10 flat tires. My 10th flat tire happened while I was driving a rental car. By that time in the summer, I had gotten pretty quick at changing out a flat and had formed a habit of jumping out of the car to change it, timing myself to see how fast I could do it to try to beat my NASCAR pit crew record breaking time.

On this particular day, I did not beat my NASCAR pit crew record-breaking time because in that rental car I’d never had a flat tire. I put it on the jack and didn’t realize in that car you’re supposed to pull the emergency break before changing the tire. The car fell off of the jack. And if you’ve ever been in the backwoods of Missouri and have a car fall off its jack, I can promise you that you’ll understand that this is not a fun experience! So I ended up having to move the car and work as hard as I could to get the jack out from underneath the car, jack the car back up, and change the tire. It took forever!

I’m loading my boxes back into the trunk and I looked down and realized that my skin looked like it was moving for some odd reason. Upon further inspection, I realized that I was completely covered in ticks. It wasn’t just a few ticks; it was not just a couple of dozen ticks…I’m talking hundreds of ticks that were in the canopy of woods above my head while I was changing the tire which had been falling on my head for over an hour while I worked on that rental car.

What did I do? What any other rational human being would do…I freaked out!  I stripped down to the nude, took my clothes and threw them in a blue Walmart bag that was sitting in the back of the car because I didn’t want to get the ticks in the car. Then I jumped in the car and drove off still freaking out! I remember thinking, “What’s going on?  Why am I out here selling in the middle of Missouri?” I wanted to quit, I wanted to go home, and I determined that that’s what I was going to do.

I pulled up into the only gas station in the entire town. It was the hangout for the city. It was the only place to go, evidenced by all of the people there. I opened the door of the car and I realized—wait a minute—I’m buck naked!  So I jumped back in the car, reached into the Walmart bag and grabbed my covered-in-ticks pants, putting them back on while I started running across the gravel, bare feet and all.

I opened the door to the gas station and find an old lady sitting in the corner. She asked, “Son, what’s wrong with you?” “Lady, I have ticks!” I told her. I think she laughed while pointing me in the direction of the bathroom. I quickly grabbed the only thing I could find in the store to help my situation: a bottle of rubbing alcohol and a razor, and ran to the bathroom. Inside, I looked myself in the eyes and, for the first time in my life, was absolutely convinced I wanted to quit.

I never wanted to quit more at anything in my life. And I’m not a natural quitter. But this day, I wanted to pack up my bags and go home. I didn’t care how much money I was making. I wanted to quit. And I’ll never forget looking at myself in the mirror, just picking off ticks and feeling miserable and sorry for myself. It wasn’t a pretty sight.

It was during this time that something in me began to stir. I remembered going through  training at Southwestern before that summer began and hearing Lee McCroskey teach about this very time in one’s life, the point in which someone feels ready to quit. He explained that everybody has an excuse why they quit and quitting happens in different forms in each different person. Some people quit and literally go home. They are through. Some people quit mentally while keeping at it physically. Some people quit on a month; some on a week; some on a day; some on a goal period…

I’ll never forget hearing him say that and writing down on a card, “I will never quit on my summer, on a month, on a week, on a day, on a goal card or a customer.”  I pulled out that card and re-read it. Looking myself in the eye, I decided, “All right, I’m going to do this.” I took out that rubbing alcohol and razor and I shaved the ticks off, one by one. That wasn’t the best day that I’ve ever had, but it was one of my most important days of my life.

It was important because I made a decision that day to push through.

I didn’t quit.

I had a few customers after that and it was brutal. But you know what? I finished.

After that, quitting was never an option.

I want you to think of a time in your life where you wanted to quit at something—whatever it is—and you didn’t quit. You pushed through. As the country song goes, “…if you’re going through hell, you keep on going. And you get through before the devil notices you’re there.”
When have you done that? When have you pushed through pain to the break through on the other side? On the other side, life becomes easier and quitting becomes less and less of an enticing choice.

At Southwestern Consulting™, we created a technique to help you do this consistently. It’s called RAFT.

R-A-F-T.

Try to imagine this acronym as your life raft, as something that helps you navigate the tumultuous waters that life brings your way.

R stands for Realize. You have to realize an event is occurring. Many times, realizing that you’re in the middle of an event is the hardest part. What is an event? An event is anything that takes you off schedule, anything that takes you out of your routine, anything that takes you out of your normal rhythm.

In my story, my event was the flat tire and finding myself covered in ticks. Events come in all shapes and sizes. It could be as large as a crashing economy, death of a loved one or loss of a marriage. Or it could be as small as a rainy day, flat tire or bad hair day. All of those events, regardless of size, can end up disrupting your momentum.

A stands for Accept. You have to accept that the event is occurring. This is another very difficult part! Acceptance is a psychological action. When I was getting my Psychology Degree at the University at Tennessee in Knoxville, I was so interested to learn that what psychologists are really doing as part of their job is working to drive their clients towards acceptance.  More often than not, people don’t like accepting things.

There are three things in life that you should put your energy and focus on.

1.    Controllables (your work habits, attitude and schedule)
2.    Things that you can influence (people)
3.    Things you have to accept (the events in your life—these are things that you can’t control. Instead, you need to roll with the punches as they come at you)

What’s interesting is that most people choose to spend their time, energy and thoughts focused on things that they just should instead be accepting. But that’s not fun! Everybody loves to gossip, to have an excuse, to talk about why something can’t work. It’s a rare individual who doesn’t make an excuse, but instead finds a way.

F stands for Focus. You have to focus on the controllables. Like I said above, there are only three things you can control—one of which is your attitude. Attitude is a choice and I challenge you to choose wisely. You can also control your schedule and your activity. Are you making wise choices?

T stands for Transform. You must transform the negative event or the negative emotion into positive momentum. Emotions are good, but even bad emotions can be harnessed to slingshot you into positive and record-breaking production.

It’s not coincidence that the week I broke the company record for making the most money in a single week was the week following learning my parents were getting divorced.
At that time, I made a choice to do RAFT:  to focus on the controllables versus quitting. Football players do the same thing. They get knocked down. When I played football, after somebody blindsided me the first time, that was when I had my best game ever.

Make sure you’re doing the following:

1) Realize the event is occurring.
2) Accept that the event is occurring.
3) Focus on the controllables.
4) Take the momentum of the negative and slingshot yourself into positive momentum.

If you can do those things, you will be able to be self-controlled, break records and take it to the next level.

Do you want more information about the R.A.F.T technique and its components? Fill out the form below to get in touch and we’ll send you more information:

Creating Your Creed

Posted in dustin hillis, Leadership Coaching, Southwestern Consulting with tags , , , , , , , on August 4, 2014 by Dustin Hillis

 

Creating Your Creed

Creating Your Creed

In order to have a team that has a common mission and vision, there must be methodology and principles to live and operate by.  At Southwestern ConsultingTM, this is what we call a creed.

 

Every company needs a creed. At Southwestern ConsultingTM, we have helped hundreds of companies create creeds for their businesses.  As a company, creating a creed changed the trajectory of our business.

 

In 2009, we found ourselves in a situation of having… –> Click here to continue reading. 

 

The All In Principle

Posted in dustin hillis, Leadership Coaching, Motivational with tags , , , on November 12, 2013 by Dustin Hillis

The All In Principle

Nothing great has ever been done half-hearted.  You cannot accomplish something extraordinary with one foot in and one foot out.  You have to be all in!

Hernan Cortes figured it out when he and his 600 men went on a mission to conquer Mexico.  The only way they could possibly find a way to win the battle and conquer Mexico was to burn the boats.  He knew that having no escape, no plan B was the only way he could possibly motivate his men to not quit and find a way to win.

I think the only reason I was able to get a scholarship to play college football was from a very valuable lesson I learned from my coach in high school, Coach Adams.  In the middle of a game, Coach Adams pulled me out of the game and asked me an interesting question.  He said “on that last play were you going 100%?”  I replied “well no.  The play was away from me and I was saving my energy for the next play.”  Coach Adams laughed and said “if you go 100% ever play, you will have more energy for the next play every time.  Energy creates more energy.  You need to go 100% every play.”  After that I ran back on the field and for the rest of my football career, I said out loud before every play “I go 100% every play.”  That lesson changed my life.

Do you go 100% every play, every phone call, every meeting, every day?  Set a simple goal over the next 21 days…go 100% every play!