Archive for the Selling Techniques Category

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!

 

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..

Modify: Counselor (Pt. 1)

Posted in Sales Coaching, Sales Tips, Selling Techniques with tags , , , , , , on November 17, 2014 by Dustin Hillis
Modify to a Counselor's Natural Buying Style

Modify to a Counselor’s Natural Buying Style

When it comes to modifying our natural sales approach to adapt to a Counselor’s buying behavior style, it’s important to remember that a Counselor is a team player.

They are active listeners.  They are the people who are family-oriented.  They are the slowest of all the decision makers; they are more meticulous and they buy through consensus.

If you’re working with a Counselor, you’ll need to hone in and get to the core of what they are motivated by and, if you’re selling to a Counselor, what their biggest fears are.

So what is their biggest fear? Click here to continue reading.

Modify: Detective (Pt. 3)

Posted in dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , , , , on October 27, 2014 by Dustin Hillis
How to Modify your Approach to a Detective's Natural Buying Style

How to Modify your Approach to a Detective’s Natural Buying Style

Today I’m wrapping up my Modify: Detective series by discussing how to close with a Detective. If you missed parts one and two, you can catch up here: Modify: Detective Part 1 | Modify: Detective Part 2

A few weeks back, I shared a similar mini series called Modify: Fighter. Did you miss it? You can catch up here: Modify: Fighter Part 1 | Modify: Fighter Part 2 | Modify: Fighter Part 3 

When it comes to modifying our natural selling style to that of a Detective, what we need to remember is that Detectives are detail-oriented and analytical.  They are the CPAs, accountants and engineers in your life.  When you’re talking to an analytical type of decision maker, think about the things that motivate them and also what fears they have. –> Click here to continue reading…

 

Modify: Detective (Pt. 2)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , , on October 20, 2014 by Dustin Hillis
How to Modify your Approach to a Detective's Natural Buying Style

How to Modify your Approach to a Detective’s Natural Buying Style

Today I’m sharing part 2 of my Modify: Detective series. In this blog, I’ll discuss how to present to a Detective. If you missed part one, you can catch up here.

A few weeks back, I shared a similar mini series called Modify: Fighter. Did you miss it? You can catch up here: Modify: Fighter Part 1 | Modify: Fighter Part 2 | Modify: Fighter Part 3 

When it comes to modifying our natural selling style to that of a Detective, what we need to remember is that Detectives are detail-oriented and analytical.  They are the CPAs, accountants and engineers in your life.  When you’re talking to an analytical type of decision maker, think about the things that motivate them and also what fears they have.  –> Click here to continue reading…

 

Modify: Detective (Pt. 1)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques, Southwestern Consulting with tags , , , , , , , , , , on October 13, 2014 by Dustin Hillis
How to Modify your Approach to a Detective's Natural Buying Style

How to Modify your Approach to a Detective’s Natural Buying Style

Today, I am excited to share with you part one of my Modify: Detective mini series by covering how to conduct your approach with a Detective.

Last week I wrapped up my Modify: Fighter mini series. Did you miss it? You can catch up here: Modify: Fighter Part 1 | Modify: Fighter Part 2 | Modify: Fighter Part 3 

When it comes to modifying our natural selling style to that of a Detective, what we need to remember is that Detectives are detail-oriented and analytical.  They are the CPAs, accountants and engineers in your life.  When you’re talking to an analytical type of decision maker, think about the things that motivate them and also what fears they have. –> Click here to continue reading…