Archive for the ‘Dustin Hillis’ Category

3 Keys To Survival

3 Keys To Survival Back when I lived in Anchorage, Alaska, my dad wanted to take me and my little brother fishing.  My dad loves fishing the hardest possible way.  We woke up early one morning and went to a float-plane charter.  My dad insisted that we go to the most remote lake possible, that nobody had ever been to.  […]

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Feedback

“There is an element of truth in every piece of constructive feedback.” In my book Navigate, I write about the 4 different buying behavior styles and how psychologically buyers make decisions based on their fears. – The Fighter’s biggest fear is “losing control.” – The Detective’s biggest fear is “making a mistake.” – The Counselor’s biggest fear is “change.” – […]

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Efficiency and Effectiveness

Efficiency and Effectiveness My father-in-law, Jack Grady, loves telling the story about when he asked his daughter (my wife Kyah) to vacuum the stairs. He recalls that an hour after her working hard at vacuuming she reported back to him that she was finished. Upon inspection, he found that she had missed several spots and made her do it again. […]

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Focus Is Power

Focus Is Power Problem: We think when we should be acting, and we relax when we should be thinking.  I recently was in Ohio working with one of our Southwestern Consulting™ coaches named Karla.  Karla’s husband is a farmer.  We were discussing how during the harvest season her husband is absolutely focused on harvesting their crops and nothing else. In […]

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4 Types of Leadership

4 Types of Leadership How to be a Navigate Leader Recently, I was riding in the car with a consulting client field shadowing and listening to him coach his newly-acquired team.  He is a classic Top Producer who was promoted into sales management without any leadership training.  (I see this happen all the time!  Why do we put so much […]

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5 Types Of Decision Making

5 Types of Decision Making How to make a decision is simple, but actually keeping your decision-making process simple is not easy.  Decisions are made every day.  Some decisions are big decisions, some are small. Some decisions will change the trajectory of your day, while others will change the trajectory of your life. With so many decisions to make, how […]

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Comparison Is The Thief Of Joy

Comparison causes stress, frustration and ultimately limits people’s belief in what they think is possible. It takes an extreme amount of self-control and mental toughness to not compare yourself to other people. Think about it.  When was the last time you had any of the following thoughts: “I would be doing much better if I had Mary’s territory” “I’m doing […]

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Closing Different Buying Personalities

Navigate: Closing Different Buying Personalities Closing the sale is one of the most important parts of the cycle of selling.  The best closers understand that closing is not an event, but rather closing the sale is a process of incremental “yes” questions.  I define closing as “providing a service/product to someone that they need by helping them go from point […]

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Identifying Someone’s Buying Behavior Style

The 7 Second Rule:

When selling to someone, you need to be able to sell the way they like to buy. In order to do this, you need to first build a connection with that person. You only have seven seconds to identify someone’s buying behavior style. After those seven seconds, they have formed their opinion on whether or not they like you and if they will do business with you. Here are some tips for each buying behavior on how to quickly and accurately identify them.

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All or Nothing

Nothing great can be done half-ass.  You’re either in or out.  It’s all or nothing. The unfortunate reality is that we live in a mediocre world where people embrace something challenging with the attitude of “well, I’ll try this out and see what happens”.  There is no greater travesty than people die after living a life of having a non-committal […]

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Being a Problem Solver

Top Producers are Problem Solvers. Being a mentally tough Problem Solver is simple, but not easy. 3 steps on how to be a Problem Solver: 1. Embrace the challenge of an unexpected event!   It was a mild summer day in the mountains of Fairbanks,  Alaska. I was driving between houses, demonstrating my Southwestern Company educational books and software, when I […]

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