Archive for the Motivational 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 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.

Vanderbilt University Marketing Class Lessons

Posted in Motivational, Sales Coaching, Sales Tips with tags , on February 12, 2016 by Dustin Hillis

Vanderbilt University Marketing Class

“Who thinks they are going to be in sales when they graduate?” is the question I kicked off my class lecture with in the business class at Vanderbilt University. Which is the same question I’ve asked in my last six times of being their guest professor.  It amazes me every time I ask the question that no one raises their hand!

The number one thing I hope the Vanderbilt students get out of our session is that everyone is in sales no matter what profession they choose after college. At Southwestern Consulting we have doctors, lawyers, and dentist who all have gone through our 12 months coaching program to learn how to be a salesperson.  Because the hundreds of thousands of dollars they spent on their formal education didn’t teach them the most import piece of running their business, SALES!

The second thing I hope they take away from our class is that selling is serving, not forcing someone to do something they don’t want to do. One of the sharp young students asked me about a book the guy from the Wolf on Wall Street wrote. Thinking I was going to agree with his manipulation tactics and when I told him I believe the best salespeople in the world are the antithesis of the Wolf on Wall Street, he was shocked.

The third thing I hope they take away is an understanding of the art of true salesmanship and how it is a craft that can be honed just like any other profession, such as a doctor or lawyer. The younger generations have this fantasy that when they are ready to hit the working world they will just get a job, the phone will ring, and they will be doing what they love. They have no idea that what they are learning in college is a small fraction of what they need to know to be successful.

It is fun teaching this class every semester and staying in touch with the next generation of world leaders!  I hope that we all continue to reinforce and instill the right principles to our kids and the younger generations. It’s a good reminder every time I teach this class how much the world does not teach or promote the truth about what it takes to be successful in life, and it reinvigorates me to keep coaching and helping people focus on doing the right things and achieve their goals in life.

3 Ideas How to Take the Pressure Off

Posted in Motivational, Sales Coaching, Southwestern Consulting with tags , , , on February 8, 2016 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?
  1. Find the root of the problem. Typically, there are three main root issues that cause us to put too much pressure on ourselves.
    1. “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.
    2. 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.
    3. 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.

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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.”

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.