Dustin is an entrepreneur and the Co-Founder of Southwestern Consulting™, a sales and leadership coaching and business development consulting firm that helps clients in 21 countries drive sales performance through the use of time-tested principles and relevant data.
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- iPhone – Dustin’s Business Resource
- Navigate 2.0: Selling the way people like to buy – Dustin’s Top Business Book
- Southwestern Consulting – Dustin’s business
- Connect with Dustin on his website
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3 Key Points:
- You cannot teach what you don’t know, and you cannot lead where you won’t go.
- Selling is the transference of emotions and expectations.
- Keep your principles. Stay focused on your principles.
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Time Stamped Show Notes
(click the time stamp to jump directly to that point in the episode.)
- [02:32] – Dustin’s expertise lies in the fundamentals of leadership and selling
- [03:00] – Joined Southwestern 15 years ago selling educational products door to door
- [03:54] – “You cannot teach what you don’t know, and you cannot lead where you won’t go”.
- [04:35] – When in school, Dustin hand wrote his company’s sales talk and thought of the various objections that he was likely to get, and multiple answers to counter those objections
- [05:19] – When it comes to finances, everyone has a certain amount of money, so really it’s not about how much you have, it’s about how you allocate it
- [06:15] – Worst Entrepreneurial moment: Dustin moved to San Francisco in 2006. He didn’t have many resources, just a phonebook, passion, and the support of his wife and friends. Dustin had to take on a lot of debt, fire people, and change compensation plans to keep the company afloat. The most difficult part was keeping everyone from quitting.
- [10:06] – “Listen to your clients. Listen to your team. The clients are the ones who give you the best ideas”
- [10:14] – “You have to innovate or you die”
- [11:24] – Entrepreneurial AH-HA moment: Matthew Fairy pushed Dustin and his colleague to come up with content for a coaching program, which led to the foundation of his coaching business
- [12:56] – As a leader you can never stop selling, listening to objections and innovating
- [13:50] – What are you most fired up about right now? “We have over the past eleven years created an amazing foundation”.
- [17:09] – The Lightning Round
- What was holding you back from becoming an entrepreneur? – “Nothing”.
- What’s the best piece of advice you’ve ever received? – “Selling is the transference of emotions and expectations that your prospect will buy from you while maintaining 0% pressure on your prospect”
- What’s a personal habit that contributes to your success? – “Not letting other people tell me what I can or cannot do” and “Identifying a fear and doing it”.
- Share an internet resource, like Evernote, with Fire Nation – iPhone
- If you could recommend one book to our listeners, what would it be and why? – Navigate 2.0: Selling the way people like to buy
- [20:56] – Keep your principles. Stay focused on your principles.
- 21:47 – Connect with Dustin on his website
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