Archive for Sales Coaching

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..

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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…

 

Modify: Fighter (Pt. 2)

Posted in Closing, dustin hillis, Sales Coaching, Sales Tips, Selling Techniques with tags , , , , , on September 29, 2014 by Dustin Hillis
Modifying to a Figher's Natural Buying Style

Modifying to a Figher’s Natural Buying Style

Last week we kicked off part one of our Modify: Fighter three-part series. Missed it? Catch up here.

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.

–> Click here to continue reading. 

 

Navigate: Selling the Way People Like to Buy

Posted in dustin hillis, Sales Coaching, Sales Tips, Selling Techniques with tags , , on September 8, 2014 by Dustin Hillis
Navigate: Selling the Way People Like to Buy

Navigate: Selling the Way People Like to Buy

One of the most valuable business lessons I ever learned came to me during my first year of marriage when I was trying to figure out what to buy my wife for Christmas.

I remember walking through the mall thinking about how I had no clue what to get her when I came across what I thought to be the perfect store—the Sports Store.  Personally, I loved the Sports Store, so I thought that surely my wife (who was a fashion stylist from San Diego) would, too.

I walked in to the store and began my search for the perfect gift.  As I was looking, I came across a section of the store that I thought would be the perfect spot to pick a gift for my new wife, the University of Tennessee Football section.  I loved the University of Tennessee Football, so—in my mind—surely my new wife—who was a Fashion Designer from San Diego—also loved the University of Tennessee Football!

 

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The Answering Objections Formula

Posted in dustin hillis, Sales Coaching, Sales Tips with tags , , , on August 25, 2014 by Dustin Hillis

 

How to Answer Objections

How to Answer Objections

At Southwestern ConsultingTM, we have found that there is a very proven formula to efficiently answer objections.

 

If you don’t follow this formula, what can happen is your prospect will continue to provide you with objections.  That can lead to frustration and spending unnecessary time and effort following up with people only to be given more objections.  These objections will seem legitimate, so you’ll spend time answering them…only to be given yet another objection.

–> Click here to continue reading. 

 

The Art of Not Thinking

Posted in Motivational, the art of not thinking with tags , , , , , on August 21, 2014 by Dustin Hillis

 

How I Discovered the Art of Not Thinking

How I Discovered the Art of Not Thinking

 

What is it that holds people back from reaching their true success and achieving that next level in their careers and/or personal lives?  What is that one thing—that lack of confidence—that causes us to give in, quit and stop at the moment where we could instead reach that next level of success?

 

That thing, that event, is called the Confidence Anchor.  There are probably events that have happened throughout your life where you have pushed through that barrier and you didn’t even realize it.  For me, the best example of this occurred during a wrestling match my junior year of high school.

 

 

–> Click here to continue reading…

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