40 Day Sales Dare | Forrest Performance Group

Posts Tagged ‘ 40 Day Sales Dare ’

Note from Jason Forrest: Be a Leader or Find a New Job

May 23, 2013

Tags: 40 Day Sales Dare, asking the right questions, Jason Forrest, Leadership Selling, sales leadership training, X Factor sales professionals

Sales Pros:

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.

Note from Jason Forrest: Don’t be a Downer

April 1, 2013

Tags: 40 Day Sales Dare, big ticket sales techniques, Debbie Downer, sales professionals, sales techniques

Sales Pros:

Debbie Downer, a character on Saturday Night Live, reminds me of some salespeople. If you’re enjoying eggnog and cookies, Debbie will warn you about the dangers of salmonella and the juvenile diabetes epidemic. If you’re planning a trip to the beach, she’ll quote shark attack statistics.

In my book 40 Day Sales Dare, I talk about how often I see salespeople bringing up all the stressful topics like credit scores and loan rates before they even open the door to the first model home or take a first test drive. Sure, those discussions will come, but give your prospects a chance to fall in love with your finishes and layouts or car features before you hit them with application fees.

I’m not asking you to avoid reality, just don’t be a downer or you’ll send your clients running.

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

The 41st Dare: Don’t Chase the Unicorn

October 18, 2012

Tags: 40 Day Sales Dare, 41st Dare, Forrest Performance Group, Little Black Dress, new home sales techniques, new home sales training, sales techniques, sales trainer, Training Magazine

On a recent coaching call, a sales pro told me that he uses the “little black dress” with buyers. The idea is based on one of the dares in my book, 40 Day Sales Dare. It’s about my wife, who went in search of the perfect little black dress for an event. She wanted a certain material, length, cut, and style. And she never found it.

But she did find something that was close. And it turned out that she got what she didn’t know she wanted.

The concept was for sales professionals to understand that the perfect home, car, or diamond doesn’t exist. So instead of chasing the unicorn, their job is to help prospects prioritize what’s most important to them and then make compromises.

While I always saw it as a way to help sales professionals see things differently in their interactions with potential buyers, this sales pro actually tells buyers about the little black dress–allowing them to relate it to their own experiences. Nice work! I love it when sales pros help me see things differently!

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

41st Dare: Simplicity of the Fundamentals

August 27, 2012

Tags: 40 Day Sales Dare, Forrest Performance Group, Forrest Performance Group store, Jason Forrest, new home sales coaching, new home sales techniques, new home sales training

Some say 40 Day Sales Dare is nothing new, while others say it’s groundbreaking.

Those in the former category say they have nothing to gain from 40 Day and those in the latter say it’s dramatically changed their careers for the better. Funny thing about it, though, is that when I ask the “it’s too simple” crowd if they’ve actually tried it, they say they haven’t.

Don’t complicate things. It is simple. That’s the beauty of the whole thing. Successful athletes don’t have tricks or gimmicks; they have discipline and good coaching. 40 Day Sales Dare is not magic, it’s not a get-rich-quick scheme. It’s just a process that provides discipline and if you follow it, you will have results. If you don’t believe me, maybe you’ll believe these folks.

What has your experience been? Share in the comments.

Contributed by Jason Forrest, new home sales trainer/coach

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Remember your first love?

May 8, 2012

Tags: 40 Day Sales Dare, lead conversion, Leadership Selling, new home sales, new home sales process, new home sales techniques

Of course you do–the first time your belly got tingly and your hands sweat with anticipation when you might see the object of your affection. And remember how you compared everybody you dated or liked to the first one who gave you butterflies and made your heart pound?

In new home sales, you can create that same effect with your buyers as they leave your office. Give them such a memorable and positive experience that as they go to the next home or community, they are constantly comparing back to you.

Get them asking each other, “Remember how the sales pro at [your builder] really took the time to listen to us and understand our needs?” Or thinking that your home was the one they could picture raising their kids in. And your neighborhood was the one that made them feel connected–where they felt like they would fit in and be part of a community.

If you do your job, you will get them to the point where they are always comparing the next home or builder to you.

For more on making them compare to you, see Dare 38 (“Give them an Assignment”) from 40 Day Sales Dare.

Contributed by Jason Forrest

Note from Jason: Your biggest competitor

May 4, 2012

Tags: 40 Day Sales Dare, J Forrest Group, Jason Forrest, new home sales professionals, new home sales techniques, note from Jason Forrest, selling against the competition

“I do not try to dance better than anyone else. I only try to dance better than myself.” –Mikhail Baryshnikov

Sales Pros:

Focus only on you and your own game. Don’t worry about your performance in comparison to anyone else’s.

When you compare yourself to others, you get in trouble because you either think they are better than you, or that you are better than they are.

It’s dangerous to worry about who is better, because you’re defeated before you even begin, thinking that you will never become that good. You lose hope in your own potential and give yourself an unhealthy excuse not to challenge yourself.

It’s just as unhealthy to think you are better than someone else because you set a ceiling of what’s possible for you, and think things like, “I’m selling 20% more than everyone else on my team–that must be good enough.” Why would that be good enough if you could do better?

Make if your goal to push yourself to be better–to be your best. Your success is linear–as you improve your sales behaviors and beliefs, you improve your earnings, too.

Here’s to earning what you’re worth!

Jason

The above note is an excerpt from 40 Day Sales Dare.

Contributed by Jason Forrest

Angry Buyers

April 10, 2012

Tags: "just looking" buyers, 40 Day Sales Dare, Fearless Selling, Jason Forrest, new home sales, new home sales process, new home sales professionals, new home sales training

A couple comes in to a new home sales office and says, “We’re just looking.” What they don’t say is that they arranged a babysitter, filled up their SUV at $4 a gallon, and drove an hour to the community on a Saturday afternoon–the only day they both have off.

They say they’re just looking because they don’t know exactly what they want–they just know they’re not totally satisfied with what they have. The couple repeats the routine for six months and finally returns to the same community, arms crossed and brows furrowed. This time, they angrily say, “We know exactly what we want–do you have it?”

Why are they so angry and short? Well they’ve just spent much of the past six months unsatisfied with their current situation, but unsure what they want to change. As much as they’re afraid of being sold or of committing to something that isn’t right for them, they’ve walked into sales office after sales office, unconsciously begging someone to help them figure out exactly which home will improve their lives.

And now they’re ticked because nobody led them to a solution. Nobody had the courage to reject the “just looking” smokescreen and take them through the process like they would anybody else.

When they said they were just looking, salesperson after salesperson left them alone to wander the models aimlessly and return to their less-than-ideal home with an empty tank of gas and no answers.

Remember, an angry buyer today was a just looking buyer six months ago. And a just looking buyer today is just a solution away from being a contracted buyer. Because what they’re really “just looking” for is someone to guide them home.
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For more on this subject, see dare 21 (“Focus on the ‘Just Looking’ Buyer”) of my book, 40 Day Sales Dare.

Contributed by Jason Forrest

How to Fail in Business Without Really Trying

March 20, 2012

Tags: 40 Day Sales Dare, follow up, Jason Forrest, lead conversion, new home sales consultants, new home sales process, X Factor sales professionals

Really trying means doing. And saying you’ll try means you intend to fail. It’s a cover for, “I don’t expect to have much success with this, but I want you to think I’m going to give it an honest go, so….I’ll try.”

I happen to know that new home sales professionals who are good about following up are more successful than those who aren’t, which is why I often recommend one hour of uninterrupted follow-up calls. Listen, I get that it’s not easy. People have a lot going on. But it’s also not impossible. So when I get push back from salespeople who say they don’t have time or never have one uninterrupted hour in a day, I push back.

I ask them to commit to making as many calls as they can for one hour. If a prospect comes in, I always, always advise them to take care of the prospect and then get back to making calls. And then, if they can’t get 60 minutes in straight it one day, then they do it again the next day. And the next. Until they succeed. I don’t accept, “I’ll try.”

How often do you “try?” How would your career change if your mindset changed to “I will do,” or “I must do,” as Geoffrey James describes in his post, Three Words that Guarantee Failure.

For more on similar challenges, see 40 Day Sales Dare. Share your thoughts and experiences in the comments below.

Contributed by Jason Forrest

Jason Forrest 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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn more at http://www.forrestperformancegroup.com.

I want to go home…

August 26, 2011

Tags: 40 Day Sales Dare

Life happens at home. It’s a place that represents security, comfort, love, and peace.

Through a brief google search, I found 119 songs on the subject. Home is the inspiration for so many artists because the home is where the heart is. We are emotional creatures with souls that make us feel happiness, heartbreak, love, and hate. Remind yourself today (and every day) what you are selling. You are selling holiday memories, and family, and the baby’s first day home from the hospital. You’re selling family game nights, the occasional family feud, and the place a homesick college student will return to.

You are not selling a book, or a cup of coffee, or a TV. You are selling life.

Starting today, recommit your sales career to getting in touch with selling the home (not the house). Below are some questions to get you started:

1. Name your top three childhood memories in your home.

2. Name your top three memories in your current home.

Now go and ask three of your friends and/or family members the same questions.

One last thing. Go to this site and read the lyrics while listening to these songs. Get in touch with selling the emotion of a home.

P.S. Learn about our new home sales training programs.

Don’t be a Downer

April 7, 2011

Tags: 40 Day Sales Dare, Financing

In my book 40 Day Sales Dare, I talk about how often I see salespeople bringing up all the stressful topics like credit scores and mortgage rates before they even open the door to the first model. Sure, those discussions will come, but give your customers a chance to fall in love with your finishes and layouts before you hit them with application fees and construction changes. I’m not asking you to avoid reality, just don’t be a downer or you’ll be running your clients out the door faster than the turkey in the clip below.

Posts Tagged ‘ 40 Day Sales Dare ’

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