Bullseye-Proof-Jason Forrest-Forrest Performance Group

CNNMoney Reports that Jobless Claims Fall, Point to Strong May.  

Things are turning around, folks. On the surface, this is good news. But as sales professionals, it’s always important to stay on your game. The market (whether good or bad) doesn’t dictate your success. You do. So don’t focus on the conditions around you. Focus on your own sales process. Practice it. Refine it. Then do it again.

No matter what is happening around you, focus on improving yourself to stay on target.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Be a leader or find a new job. I’m serious. I know you’ve heard the phrase “lead, follow, or get out of the way.” But if you’re an X-Factor sales pro, you must lead or you may as well find another career. Joel Barker defines a leader as a person you follow to a place you would not go on your own.

As the leader in the sales relationship, you dictate the flow, pace, and direction of the visit. I’m not telling you to be an overbearing jerk. Quite the contrary, actually. If your customers are looking for a new home, then they’re not satisfied with their current situation. And you are the one who can help your clients reach their goal—you know the most about the process, the homes, and the community.

Leading doesn’t mean that you do all the talking either. Again, it’s the opposite. Ask the right questions and listen (really listen) to the responses. That’s how you’ll be able to identify the right destination and walk them towards it.

You may be thinking that it’s a great concept, but too big to sink your teeth into in practice. Well I’ve put a lot of manageable and practical lessons (40 to be exact) into a book called 40 Day Sales Dare. The book is designed to give you an area of focus for each day and builds discipline and confidence along the way. You can also find mini-lessons here on my blog or in my podcasts.

You’re doing your customers a favor by helping them reach their goal, not by sitting back and observing the process. See yourself as a human GPS or a tour guide and lead your customers where they’re trying to go.

Here’s to Earning what you’re worth!

Jason Forrest

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

“Beyond the finish line, I’d heard from so many people (that) maintenance is the hardest thing. (I used to think), ‘Try losing 200 pounds.’ But maintenance really is a lifetime.”

–Erik Chopin, Biggest Loser

Even after sales leaders equip sales pros with all the information they need, they, like Erik, will need someone in their lives to hold them accountable.”

—-

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

“In 2009, I graduated from a yearlong coaching program to help me develop as a world-class speaker. Every week, I had to turn in a script, plus one three-minute clip of me telling a story. My coach, Steve Siebold, then spent three hours on the phone with me critiquing it.

At one point during the program, I called Steve and said, “I need a break. I have a one-year-old at home. Our second baby was just born prematurely, and I’m trying to get 40 Day Sales Dare completed. Not only that, but I need to focus on getting more business.”

He said, “Okay, Jason. That’s fine if you want to quit, but let me ask you—Is it impossible to do all of that or just impossible for you? If Donald Trump or Oprah Winfrey were in your situation, would they do it?”

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

“This the first part in a 12-part series.

One of the most important qualities for someone looking to achieve a successful career in home sales is the ability to overcome sales reluctances. In order to overcome such fears though, brokers and agents must be able to first identify them.

And so begins a series on 12 of the most common types of sales reluctances and how real estate professionals can face, work through, and ultimately, overcome the tendency.”

Read more.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

There’s no saying what will happen in the heat of the moment.

As sales professionals, we know the difficulties of the “just-looking” buyer. But something we often overlook is keeping our decision-making-mojo when the buyer decides to buy. Your decision-making-mojo is your ability to stay focused through the excitement of the sales process.

Don’t get me wrong, the excitement is good because it can show your buyers you’re happy for them. However, the enthusiasm can sometimes cloud your judgment. Always be sure to repeat and affirm what the buyer has said and keep your focus so you can see objectively where they are at in the sale and keep it moving forward.

Here’s to earning what you’re worth!

Jason Forrest

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Time–it’s one of our most valued commodities. Time is money. Don’t waste time.

As a sales professional, time can be your greatest asset or your biggest obstacle. That’s why we say that selling is a game of minutes–the longer you are with the buyer or the just-looking, the more likely you are to find out what they are really looking for and to earn their trust.

Consider your conversations with buyers and how you’ve successfully gotten them to see you as a trusted advisor–someone they want to spend time with because it moves them closer to reaching their goal. Ask your fellow co-workers what works for them. Get feedback from your bosses.

Every buyer that walks through your door is an opportunity. How will you use the time you’re given?

Here’s to earning what you’re worth!

Jason Forrest

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

“The best way to stay on top of your game in any season is to focus on creating emotional urgency (centered around the prospects’ desire to improve their lives) rather than circumstantial urgency (centered around the prospects’ desire to get a good “deal”). In order to keep the momentum going through every season, always focus on creating emotional urgency rather than circumstantial urgency.”

To read more (on page 32) click here.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

What would you do with (metaphorical) eyes in the back of your head–or a 360-degree view of everything around you? Weight Watchers calls this Weight Watchers 360 because it consists of:

1. Tracking your daily points

2. Making the choices to eat certain foods easier

3. Allowing these choices to become routine

This 360 view is designed to be realistic for losing weight in any type of lifestyle.

Likewise, we challenge you, the Sales Pro, to use the 360 approach to sales because it forces you to look beyond the products you have immediately available (or the ones that you have been encouraged to sell by your management) and to see what is best for the prospect. This viewpoint also challenges you to use all of your senses; especially listening.

When you listen to the buyer’s needs before pitching what you want to sell, you are able to rotate 180 degrees and view the sale from the prospect’s eyes. Once you’ve listened, you can rotate another 180 degrees (making a complete 360) and engage with the buyer or the by acknowledging what was just said and either confirming that you have the need/want they’re looking for, or by offering an alternative that will still suit the same need/desire.

This rotation doesn’t happen just once. It should be used as many times as it takes to engage the buyer and for them to consider your sale over the competition’s.

Here’s to earning what you’re worth!

Jason Forrest

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.

Apple refers to the “crazy ones.” In our business, they’re the X-Factors.

X-Factors are the ones who believe in themselves and their Leadership Selling process. They’re not afraid of the word “no.”  Instead, they’re actually strengthened by it. And X-Factors have no respect for being just average. You can mock them, you can disagree with them, but you can’t ignore them. Because they make it rain. They give us permission to be better versions of ourselves. They are liberated from their own alibis and in turn, that liberates us. Some may see them as over the top, but we see them as the hidden variables in a company’s success. Because the people who believe they are the primary source of confidence, motivation, hope, and certainty in their customer’s buying decision really are.

Inspired by the “Crazy Ones.”

Please join us in congratulating our clients’ most recent X Factors:

The Olson Company:

Caryn Hector

Richmond American:

Brooke Willows

Carson Baus

Chris Roberts

Karita Graham

Traci Rivera

Wendy Davis

Woodside:

Brian Simmons

Brenda Skaggs

Devi Day

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.