Archive for Top Producer’s Edge

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: 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…

 

Navigate Handshakes

Posted in Sales Coaching with tags , , , , , , on September 15, 2014 by Dustin Hillis
Navigate Handshakes

Navigate Handshakes

When it comes to identifying people’s natural buying behavior styles, one of the best ways to identify someone’s style is by taking note of how they walk, move and shake hands.

Fighter

Visual: Arnold Schwarzenegger has just entered the room, straight off of the movie Terminator.  He is coming straight at you!

Fighters pump their arms and move their feet quickly.  It almost looks like a fast-speed, militant-style walk headed toward you.

Once they get to you, they’ll often shake your hand in one of two ways.

–> Click here to continue reading. 

 

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.