Get Your Free eBook

GET IT NOW! Rory Vaden eBook

Sign up to receive my Daily Discipline blog posts via e-mail and get a copy of my popular e-mini book of quotes FREE.

Get a free Rory Vaden e-book!

The story of Southwestern Consulting – My Business Partner Dustin Hillis Featured on the EO Fire Podcast

Dustin Hillis  and I met when we were in college through the Southwestern Advantage door to door summer work program.

Dustin broke the all-time sales record in the company’s 160 year history making $100,000 in one summer. The year prior was the year I broke the company’s recruiting and team building production record.

 

This past week I was so honored to see Dustin be interviewed and featured on one of my other good friends, John Lee Dumas’ podcast. The Entrepreneur On Fire Podcast hosted by John Lee Dumas gets millions of downloads every month, has featured some of the most recognized thought leaders in the world, and is widely regarded as one of the best business podcasts in the world.

Click here to listen to Dustin’s interview with John.

How to Sell to 75% More People

75%

It’s been said you should “treat other people the way you want to be treated.”

But in sales, that doesn’t apply.

In sales, it’s not about treating people the way you want to be treated; it’s about treating people the way they want to be treated.

Most salespeople sell the way they like to sell, but they are missing out on 75% of the population of people who are not like them.

A couple of my business partners, Dustin Hillis and Steve Reiner, are just releasing a book called Navigate 2.0: Selling the way people like to buy.

In it, they talk about the four distinct behavioral styles of buyers based on the chart above.

Fighters – Bottom line, cut to the chase types who like to get to the point quickly. They are fast-paced and task-oriented.

Entertainers – Gregarious, enthusiastic, life of the party people who love a good time and care deeply about being liked. They are fast-paced and people-oriented.

Counselors – Caring, considerate, team-oriented people who develop genuine relationships and make sure nobody is left out. They are typically a bit slower-paced and are people-oriented.

Detectives – Logical, intelligent, analytical detail oriented people who care about accuracy and fairness. They are also a bit slower-paced and are task-oriented.

No one behavioral style is better than any other, but they are all very very different – especially when it comes to how they buy.

You cannot sell like a Fighter to a Counselor and expect to make much progress. And if you’re a Detective, then when Entertainers try to sell you using their style you will be annoyed and put off.

You have to learn to Navigate. You have to go to their style if you want to sell them.

For a free 1-hour online video training with my business partner Dustin on how to do this visit: TheNavigateBook.com.

Navigate: Advanced Selling Systems with Dustin Hillis – Episode 162 of The Action Catalyst Podcast

Navigate

Dustin Hillis is an entrepreneur and the Co-Founder of Southwestern Consulting. He has a degree in Psychology and is the author of the book Navigate: Selling The Way People Like To Buy and Co-author of newly released Navigate 2.0. He is the co-creator of the sales training curriculum Top Producer’s Edge & Manager’s Edge, which has been fully integrated by more than 5,000 sales professionals worldwide.

More than just a teacher of sales, Dustin is a Top-Producing practitioner.  As a rookie dealer at Southwestern Advantage, the oldest direct sales company in the US, he finished as the #1 salesperson among over 3,000 salespeople worldwide. A few years later, Dustin broke the over 160-year-old all-time sales record earning a profit of over $100,000 in a 14-week summer as a Junior in college. He is currently the #1 salesperson out of over 150,000 salespeople in the history of the company.

Show Highlights:

  • It takes working hard, studying and being coachable. @dhillis
  • Psychology is rooted in the essence of sales. @rory_vaden
  • Remember, don’t sell the way you want to sell, sell the way people like to buy. @dhillis
  • It doesn’t matter what industry you’re in, if you’re a top seller you have these for traits:
    1. Attitude and Self Talk
    2. Work Ethic
    3. Problem Solving
    4. Student of the game
  • You must be able to put the blinders on, put your head down and go to work. @dhillis
  • Top Producers are willing to invest in their own minds and think of learning as a journey. @dhillis
  • Navigate is Broken into 3 parts:
    • Solidify
    • Identify
    • Modify
  • The reason people buy is because they like you and trust you. @dhillis
  • Our resistance to identify with selling often is the result of the negative stereotypes associated with selling. @rory_vaden
  • Selling is nothing more than a conversation about someone’s needs. @rory_vaden
  • Closing a sale is bending over backwards to help a customer figure out what is best for them. @rory_vaden
  • The very first step in selling is being completely convicted about what you’re selling. @rory_vaden

 

Click Here to get the Navigate Advanced Selling System FREE Training Webinar.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!