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Posts Tagged ‘ asking the right questions ’


Girl Scouts Got Game

March 31, 2014

shutterstock_181102415Los Angeles Times, one girl scout and her mother made a lucrative business through strategic targeting: Selling girl scout cookies outside of a pot dispensary. They sold 117 boxes in two hours!

Click here to read the full story.

Sharp choices in target marketing (effort), will give you a greater return on your investment (outcome). Know your audience and their needs. If you can tap into their “why” for buying, and present to them value and a solution, then there’s no reason you shouldn’t get the sale every time.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list
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.

AutoSuccess: Remove Ambiguity

March 4, 2014

Confused-Choices-Decisions-Buyer decision points-Asking the right questions-Jason Forrest-Forrest Performance Group- answers-handling objectionsIn his latest post on AutoSuccess online, Jason examines the problem of customers dealing with too many buying options. Read an excerpt below:

“The problem is that sales pros often contribute to the problem and make prospects feel even further from a solution than when they started. It’s easy to get lost in the details when buying a car. Your customer’s got to think about color, make, manufacturer, options and upgrades. It can be crippling. As a sales pro, you must narrow the decision down and remove ambiguity.”

To read more on Jason’s experience with refining choices, click here.

Here’s to earning what you’re worth!

 

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.

 

Five Habit-Changers to Move the Sales Process Forward

February 18, 2014

Man choosing behaviors-Growth mindset-Leading sales through the trenches-buyer decision points-Leading the sale-Leadership selling-Jason Forrest-Forrest Performance Group-Trusting the process-Sales FocusedHow do you change a customer’s behavior? Answer: You change their beliefs.

In a recent article, Art Markman, PhD said that to change habits, you have to optimize goals, create a plan with specific dates and times, be prepared for temptation, manage your environment, and engage with people.

Markman discusses these changes for individuals, but you can take buyers through the same process in order to get results.

By working through Markman’s five “habit-changers”, you will set yourself apart from your competitors and earn the sale.

Optimizing goals requires dealing with programming to change your prospect’s behavior. Remember: Programming affects beliefs, which affects emotions, which affects behaviors, and consequently, results. Learn what your buyer’s goals are and prioritize them based on sales process.

Second, tell your buyer when you will accomplish these prioritized goals. For example, “By the end of this day, I am confident that you will have found the product that meets each of your goals.” This way, your buyer knows you are an able guide.

Third, anticipate the wandering-eyed buyer who gets tempted easily and could get distracted from the goal at hand. Stick to the process and what you know the buyer needs.

Fourth, in order to manage your environment Markman states that you should, “make the desired habits easy and the undesired ones hard.” Even if you’re a sales newbie, you can easily tell what will and will not distract your prospect. Create a selling environment that will assist you during the process. If you’re driving your prospect to a home site you know they will love, but also know they will want to look at surrounding houses, using the power of misdirection, lead the conversation and their attention away from such obstacles.

Lastly, engage with your buyer. Ultimately, each buyer buys to improve their life. Collaborate with them to identify the best solution.

Try it for yourself.  And see if the buyer wont then follow you through the trenches of the sale (behavioral effect.)

Will you accept the challenge to change your customer’s behaviors?

Here’s to earning what you’re worth!

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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.

Auto Success: Know Where you Stand

February 12, 2014

Making a Deal-Auto Sales-Big Ticket Sales-Jason Forrest-Forrest Performance Group-Closing the Sale-Selling TechniquesIn his latest blog post on Auto Success, Jason Forrest explains how mutual accomplishment occurs and offers examples of mutual accomplishment in action. Read an excerpt below:

“Mutual accomplishment cannot be achieved with just a nod of the head. The best way to secure such an agreement is to ask a solid closing question that allows the customer to eliminate all other choices in their mind and make a final decision.”

To find out how mutual accomplishment occurs and to read examples of scripts, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list
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.

Power of Misdirection

February 8, 2014

Last week, we posted asking people to find the mistake in the picture:

Scotomas-The power of misdirection-Asking the right questions-Answers-Jason Forrest-Forrest Performance Group-Mistakes-Failing forward fast

Many people don’t catch the mistake right away. This is because the image implies that the focus should be on the numbers–the pattern and the colors, when in reality, the mistake is in the directions. Its should have an apostrophe.

Misdirection has you look into the distance for the answer under your nose. Consequently , you’re at the mercy of a self-inflicted scotoma. Someone tells you to look over at a tree and soon your piece of chocolate cake is gone. Or, your buyer exudes an indifferent facial expression leading you to believe they don’t want to buy. Dig deeper!

Attention will steer your perception. Attend to the wrong detail, and you might be digging for answers. Remember: Misdirection doesn’t remove the answer from in front of you: It just redirects your attention.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

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.

Five Sales Lessons From the (Girl Scout) Cookie Trade

February 4, 2014

Girl scout cookies-Sales-Sales Process-Sales Techniques-X Factor Sales Pros-Jason Forrest-Forrest Performance Group-Growth mindset-Three whys deep-X Factor Advantage-Communication-Want to vs. have toThey’re lessons from the Girl Scouts’ cookie boxes and we can’t help but snag a box or two of our own.

These girls are gaining knowledge about keeping the sale sold. Here are top five lessons they’re learning:

1. Lesson One: Handle objections graciously.

At seven years old, cookie sales pros are learning how to graciously respond when they hear a “no.” They’re using smiles to acknowledge the objection and reasoning to understand why a potential buyer objected at all.

2. Lesson Two: Communication Comes From More Than Words.

Actions like “make eye contact, be approachable, and smile” are all a part of understanding the importance of communication;  only 7% of the words you use allot to communicating with another individual.

3. Lesson Three: Spice Up Your Presentation.

Even an eye-catching sales booth and cookie arrangement can enhance the sales process–something familiar to the X-Factor Advantage (what gives each salesperson the edge on their competition.)

4. Lesson Four: Put Life on the “Want To” Mindset

As these girls develop their personalities through different skill sets, they begin to operate out of a “want to” mindset verses a “have to” one. Remember: The desire to improve one’s life has more influence over a person’s buying decision that any other factor.

5. Lesson Five: Going Deep…deeper…the deepest.

As each scout interacts with potential buyers, they gain an understanding of buyer’s personalities. This is similar to a lesson we call going Three Whys Deep. If a girl scout can understand the reasons why certain types of buyers would want the yummy goodness of specific types of cookies, then they can learn to sell to anyone.

Click here to read the full article.

“Cookies don’t just sell themselves” and neither does your sale! Girl Scouts Louisiana East are doing what it takes to earn what they’re worth, will you?

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

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.

 

Builder: Dig Deep With Buyers

January 28, 2014

Buyer and Seller-Convincing the buyer-Jason Forrest-Forrest Performance Group-Leadership Selling-Rising Interest Rates-decision pointsHave you ever wondered if something you’re asking your buyers is too personal?

In his latest article in Builder, Jason discusses how no question is too personal as well as the importance of digging deep into the prospect’s “why”. Read an excerpt below:

“In order to understand the whys, you have to dig with customers. That means nothing is off limits–family situations, W2s, and even, as we’ll cover, marital disputes. Sure, that may seem intense, but I am convinced that it’s the only way to do the best thing for your clients. Let me share why.”

To find out why, and to read the rest of the article, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

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.

The Preschooler’s Favorite Question= Your Greatest Sales Tool

January 23, 2014

Why-Three Whys Deep-Asking the right questions-Digging Deeper-Confidence-Jason Forrest-Forrest Performance Group-Growth Mindset-Solving the customer's objectionsUnderstanding  your customers’ mission to improve their lives is one of the most powerful sales tools you have. But it requires you to find the answer to two questions:

1.) Why do they need this product to improve their lives?

2.) What are the consequences of not doing something about this need?

It’s simple at first glance, but finding your prospects’ whys requires asking extensive questions and digging deep to familiarize yourself with their back story. Trust and confidence can be built when you solve your customer’s mission.

How deep are you willing to go?

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

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.

The Skinny on Generation Y Homebuyers

January 16, 2014

Generation Y-Young Adult on a Couch-Buyers-Selling-Buyer Decision Points-Jason Forrest-Forrest Performance Group-Hot Beliefs-Leadership SellingHow well do you accommodate your generation y buyers?

According to HILB’s (Home Industry Leadership Board) research, the topics you are used to discussing may be of waning interest, especially to millennials. Click here to see the infographic.

Selling is a game of chess: You must think several moves ahead. The basic philosophies of selling (lead, or find a new job, for example) don’t change, but it’s important to know what’s important to your buyers (like going green). As always, ask lots of questions so you know how to address each person’s particular needs.

Here’s to earning what you’re worth!

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.

TED Weekly: The Power of Introverts

January 15, 2014

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“Extroverts are more fun!”

“Extroverts make more money!” (Not entirely true, btw.)

The labels on introverts and extroverts are never ending, but in this week’s featured TED talk “The Power of Introverts,” Susan Cain makes the case for introverts. She explains that the Western World has created an atmosphere in schools and business arenas that cater to the extroverts, yet research shows that “Solitude is a crucial ingredient for creativity.”

Click here to watch Susan’s whole talk.

One stereotype salespeople often believe is that in order to increase sales  they must be extroverts (not entirely true, btw).

Your ability to sell like a pro depends on you:

Give yourself permission to sell to all customers like you choose to sell to a few.

Solving prospects’ stated and hidden objections.

Taking ownership of the sales process.

Leading the process.

And guess what? None of the above are contingent on being introverted or extroverted. It does, however, depend on your ability to think, understand and solve your prospect’s vision and mission, and your determination to succeed.

Do you have what it takes to increase your sales?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

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.

Houston Agent: Overcoming Sales Reluctances: How to Identify and Overcoming Yielding Tendencies

January 7, 2014

Yield Sign-Overcoming Sales Reluctances-Handling Yielding Tendencies-Sales Techniques-Sales process-Jason Forrest-Forrest Performance Group-Success and FailureWhat tendencies prevent you from reaching your full potential in your sales career?

In his latest article on Houston Agent Magazine online, Jason addresses how to overcome a sales reluctance known as “yielding.” Read a sample below:

“Those with yielding tendencies are likely to view themselves as a facilitator to the sales process rather than a leader. They also don’t like to confront the buyer and may hold off delivering bad news. They are afraid of buyers being mad at them and thus, avoid conflict at all costs. Those with yielding tendencies are afraid that leading the process may come across as too pushy or self-serving.”

To read about how to overcome this tendency, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

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.

 

TED Weekly: A life of purpose

January 6, 2014

Your net worth is not the same thing as your self-worth. Your value is not based on your valuables.

— Rick Warren

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityIn this week’s featured TED talk, Rick Warren expands on the idea behind his highly successful concept of living a purposed life. His big question is: “What are you doing with what you’ve been given?”

He makes the point that: “The purpose of influence is to speak up for those who don’t have any influence.”

Click here to watch this week’s featured TED talk and learn more.

As an X Factor Sales Pro, one of your responsibilities is to make a difference in your prospect’s life.

You are the entrusted light-bearer, and you’ve have survived the trenches of the sales process. Your buyer doesn’t hold the influence of sales knowledge–you do! Part of your value to the customer lies with your influence to lead your buyer to improve their life.

What value have you earned and how will you use it to influence others?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

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.

TED Weekly: The danger of the single story

January 2, 2014

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“The single story: Show a people as one thing, as only one thing, over and over again, and that is what they become.”                          –Chimamanda Ngozi Adichie

Traditionally, New Years signifies a fresh start. It’s a time to reevaluate, gain momentum, and commit to building a growth mindset. Ted Talks are a great way to do all of the above.

In this week’s featured TED talk, Chimamanda unravels the dangers of the single story. Her underlying point: The problem of the single story is that it robs people of dignity.

As an X-Factor Sales Pro, you are set apart. Your swagger comes from challenging yourself daily. You know you choose your life’s course (“I am not a goose“). ”

How would your sales career improve this year after adopting a growth mindset and taking on a TED Talk challenge?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

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.

2014 Year: It’s your year. Own it.

January 1, 2014

Happy New Year-Holiday-Celebration-Jason Forrest-Forrest Performance Group-Growth Mindset-Challenge-Self Growth-Leadership Selling-TrainingIt’s a new day, a new month, and a new year; are you lovin’ this fresh start?

A lot can happen in a year’s time. What are your goals (sales and otherwise) for 2014?

Will you double your sales? Or keep yourself and your team accountable to the tasks and goals at hand? How about investing more of your time and energy in your sales leadership training so that you’ll receive a greater return on your earnings?

Whatever you do, make it fun! Create a Pinterest board, put pictures of your goals on a vision board, or simply write them down on a sheet of paper you will see every day.

What else can you do to ensure that you earn what you’re worth this year?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

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.

 

TED Weekly: Education can kill or stimulate creativity

December 26, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityHow important is creativity, really?

In this week’s featured TED talk, Sir Ken Robinson advocates for educating children in a way that doesn’t stifle their creativity. He says we’ve conditioned ourselves to fear mistakes and avoid them at all costs. But what if we embraced our failures as a part of the journey toward success and also as a means to stir our creativity?

You are a leader! Whether you’re leading a team of sales pros, or leading your prospect through the trenches of the sales process, your style of sales coaching/training is crucial to developing sales pros with self-assurance.

Do you inspire creativity in the people around you? Will your buyer leave you with an understanding of exactly what they are looking for and a tangible experience to show for it? Do your sales pros walk away from one-on-ones or group meetings with the energy  they need to transform into a stronger leader?

If you’ve answered yes to any of these questions, you are well on your way to leading new and creative leaders to earning what they are worth. If not, there’s no time like the present to begin this journey with them.

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

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: Your opportunity to rise

December 13, 2013

Opportunity knocker-Growth Mindset-Success-Reward-Leadership-Jason Forrest-Forrest Performance Group-Action-ChallengesSales Pros:

You’ve heard of Debbie Downer, Grumpy Gus, Sad Sally, Negative Nancy, and probably more (most of which are used in a derogative context.) BUT, hidden within all the negativity is opportunity. Can you spot it?

Kobe Bryant does: “Everything negative–pressure, challenges–is all an opportunity for me to rise.”

The word “opportunity” is key regarding negativity. During the holidays, especially, and with the imminent new year, it’s easy to stress over sales. Sometimes stress is unavoidable, but the best way to handle it is to keep in check your mindset; is it a growth or fixed one?

A growth mindset will recognize, like Kobe, that negativity is an opportunity to rise above the circumstance and to push forward without creating scotomas or objections.

The opportunity has always been there; what will you do with it?

Here’s to earning what you’re worth!

Jason Forrest!

Click here to subscribe to my mailing list

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: Challenge-o’s, The breakfast of X Factors

December 6, 2013

Woman Climbing-Confidence-Accepted Challenges-X Factor Sales Pro-Swagger-Jason Forrest-Forrest Performance GroupSales Pros:

Do you wake up in the morning craving a challenge? Do you often put the hardest task at the top of your list? Do you begin your day with an intense workout? If you’ve answered yes to any or all of these questions, there’s a high possibility that you are an X Factor.

In a recent article, James Clear (a contributing writer from Business Insider) discusses that behavioral scientists “have discovered that one of the most effective ways to create an enjoyable experience is to stack the painful parts of the experience early in the process” because “psychologically, we prefer experiences that improve over time.”

This is not unlike the X Factor’s ability to run towards the roar.  It flows from the belief that you can earn what you’re worth by doing something you don’t want to do right now, knowing that later it will benefit you. Rather than making excuses or procrastinating, the X Factor searches for the challenge because it is fuel for the rest of the day.

If you didn’t answer yes to any of the questions above, but want a taste of the X Factor’s morning breakfast, here are a few things you can do (but be warned, you will have to bite the bullet the first few times):

-Begin with something small like cleaning around your house. Start with your least favorite chore like scrubbing the tile and end with something like vacuuming.

If that’s too easy for you, take it up a notch.

-Change your afternoon workout to the first thing you do in the morning. As you habitually take on the most challenging thing first, the easier it will be to instinctively tackle everyday challenges.

And of course, it should be part of your work routine too:

-Set hard (but obtainable) goals. Work on the difficult and demanding projects first. Or do something you normally put off first. But most importantly, hold yourself accountable to achieving your intentions!

Do you have what it takes to be an X-Factor Sales Pro?

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.

 

Houston Agent: Overcoming Role Rejection

December 5, 2013

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Man before an open road-choice-mastery-Jason Forrest-Forrest Performance Group-Achievement-learning through failure-want toDo you have the social disease of the sales profession?

In his latest blog post in Houston Agent, Jason examines how a salesperson can overcome this sales reluctance. Read an excerpt below:

“Well, the best way to overcome this reluctance is simply to change the way you think! So let’s think about selling differently. Just like the best singers, dancers and actors, top Realtors and sales professionals employ a combination of art and science. One way to change the way you think and be proud of your role is to remember that sales is the toughest of the performance arts.”

Click here to read more.

Here’s to earning what you’re worth!

 

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.

TED Weekly: The riddle of experience vs. memory

December 4, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityWhat makes you happy: the experience, or the memory granted from the experience? OR, are the happinesses of the two distinct in nature and not fair in comparison?

This week’s featured TED talk by Daniel Kahneman, Nobel laureate and founder of behavioral economics, discusses not only the differences between the experiencing self and the remembering self, but also the distinct happinesses associated with both. In brief, there’s happiness in your life and happiness about your life.

Click here to watch the whole talk.

This doesn’t just apply to you; it applies to your buyers. When you walk your buyer through owning your product, are you creating a tangible experience where they can savor what it would be like to own now? If you can create an experience that taps into the happiness in their life, you will not only begin to understand their reasons for wanting to improve their life, but also the leadership that it will take to get them there.

Watch the TED talk and comment below with what you think of Kahneman’s great idea.

Here’s to earning what you’re worth!

 

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: Nick Saban says, “Get Your Mind Right”

November 29, 2013

Xs and Os play-Strategy-Jason Forrest-Forrest Performance Group-Growth Mindset-Process-Desired Result-Satisfaction-MasterySales Pros:

“GET YOUR MIND RIGHT!!”

Tomorrow, Auburn and Alabama will face off in an epic Iron Bowl challenge, so we are turning our attention to Nick Saban and his epic team.

Under Nick Saban, the University of Alabama has become a gold-standard for college football and it all comes down to Saban’s beliefs.

On 60 minutes, Nick Saban was dubbed the most dominant coach in college football including the man chasing after perfection. Saban said he is, “Creating a standard for how to do things,” and that, “Everyone must buy in to this standard or you won’t have chemistry.” At the core of every performance, in a team environment, there must be the same belief for a unified result.

One such crucial belief, in football or in sales, is about focusing on the next play rather than on the scoreboard. When the right beliefs are in line, the correct behaviors will follow, and consequently, so will the desired results.  But in order for the right behaviors to follow, there must also be accountability. (Or someone to hold the person accountable to the correct behaviors.) And if the thought of having someone keep you accountable makes you shudder, then you might want to dig three whys deep for the reasons you’re doing what you’re doing.

When you love your craft, you love it for its entirety, not just the results. Likewise, you should have the same passion for learning the basics, perfecting them, and then going back to each even if you feel like you’ve mastered them all. Potential for growth can occur at any point in the process.

Join the X-Factor revolution and change your concentration from the score to the plays; you might just find that the result will take care of itself.

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.

 

Thanksgiving: An Attitude of Gratitude

November 28, 2013

Happy Thanksgiving-Holiday-Gratitude-Jason Forrest-Forrest Performance Group-Growth Mindset-Success and Failure-Buyers

What are you thankful for?

At the top of your list you might have family, friends, food, a home, and a job, which are all excellent things to be grateful for. BUT, did you include all the opportunities and details that attributed to your growth in the past year? We’re talking about every buyer that walked through your door, each objection that tested you on your knowledge of the process, every failure as a testament to where you began to fail forward, the moments you owned the process, and the return you experienced in helping others find just what they were looking for.

These are just a few things to add to your list, but if you make a list of your own, you may find there are a multitude of items you can be thankful for this year. Try it! And then save it for a gloomy day when you find you need a smile.

Here’s to earning what you’re worth!

 

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.

Buyers with a vision, on a mission

November 27, 2013

Man in a doorway-Prospect-Buyer-Just Looking-Jason Forrest-Forrest Performance Group-Key-Success-Sales TechniquesCarrie Rosenfeld, of GlobeSt.com, states that “90% of people visiting new homes today are on a mission to buy, according to a study of 67,000 new-home shoppers surveyed in 150 cities across the nation.”* Do you see this desire in in your buyers? If not, there’s a chance you’re not digging past the objections to find it at their core.

If you remember no other characteristic of your buyer, remember this: When your buyer walks through your door, they have an interest and are serious about buying a home (otherwise they wouldn’t bother looking.) Even if they claim they are just looking, their motive for looking will explain otherwise.

Think about it. If the prospect wasn’t serious, they would have stayed at home and dabbled in a search online. But because they stepped out their front door and walked into yours, they are giving you permission to handle their objections and lead them through the sales process. You are the trusted light-bearer with the knowledge they require to buy today.

So the next time a buyer walks through your door, keep this motive in mind and the process of the sale will come to life!

Here’s to earning what you’re worth!

 

*New Homes Garner Small Percentage of Sales

 

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.

 

Writing and Well-being: How writing every day improves…

November 26, 2013

Writing in a Journal-Growth Mindset-Well-being-Jason Forrest-Forrest Performance Group-Hot Beliefs-Sales Techniques-ImprovementThe holidays can be stressful and it’s important to take care of your well-being!

Most of the time we make decisions based on what we believe will benefit us, and a lot of the time we are correct. But if there could be any decision you make in the near future, this would be a high recommendation: Write every day!

Laura Pepper Wu recently wrote an article on the psychological research that attests to the benefits of writing every day. The conclusions include:

-Making sense of things

-Acknowledging your achievements

-Clearing your mind for better communication

To read the rest of her article, including tips for writing daily, click here.

Whether you are an entrepreneur, a sales pro, a student, a mother, a teacher, or a daydreamer, if you want to improve your abilities and master your craft, these three conclusions apply to you!

To know where you are going, you must realize where you have come from and how it points you in the direction of refinement. Write down your highs and lows that attribute to your successes and failures and include how you overcame your failures and how they lead to success, which ties into the second conclusion.

Acknowledge your achievements. Your achievements are something to be proud of, even if you are on a constant drive to improve yourself. Write about what was good in those achievements and you may find another achievement around the corner.

Sometimes too many thoughts entangle coherency. Writing these thoughts down can help you sift through what is clutter and what is useful information. The more you do this, the easier it will be in the future to separate the thoughts in your mind, allowing you to communicate effectively.

Will you accept the challenge to write every day to earn what you’re worth?

 

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.

TED Weekly: 3 rules to spark learning

November 25, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityIf you’re not learning, you’re not growing!

In this week’s featured TED Talk, “3 rules to spark learning” Ramsey Musallam addresses the importance of curiosity in students. He provides 3 basic rules:

1. Curiosity comes first. Without curiosity, there’s no motive to dig deeper and know the ins and outs of what is being learned.

2. Embrace the mess. Failure is inevitable, but it is a part of the process and remains necessary.

3. Practice reflection. Even when you’ve become the master of your craft, you can still be a student who learns how to improve and how to get creative with your ownership.

Should you find that you’re not growing, begin with getting curious about one aspect of your profession that intrigues you, allow it to get a little messy, and once you’ve refined the mess, reflect on how you can go through the process again to become an even better master of your craft.

Here’s to earning what you’re worth!

 

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: Train Like a Gladiator, Sell Like a Pro

November 22, 2013

Gladiator-Honor-Title-Respect-Arena-Sales Techniques-Hot Beliefs-Jason Forrest-Forrest Performance Group-X Factor-ChoiceSales Pros:

Defend your honor!

As you read this, you’re entering the ludi (barracks) for training. There is a performance to prepare for; how will you train?

Most gladiators fought as slaves, but those who took the oath voluntarily entered for the sake of honor. Even though death and shame were high possibilities, the reward outweighed the cost.*

These gladiators were masters in their craft. They paid attention to minute details of technique, studied weaknesses of  different combat styles, and constantly looked for ways to gain the advantage on their performance. Forget about excuses. If one arose, the gladiator quickly buried it because any excuse to train poorly gives an opponent room to advance.

How would you train today if you knew that your next sales presentation could be your last? You might begin by considering your techniques as well as your past failures and successes. If you find that there’s room for improvement, which there always is, you’ll decide to go through the rigorous training to earn the honor you’re worth! You’ll begin to look for possible objections your prospect might have and train to respond to them.

The sales arena is before you–what will you do with your training to emerge as the victor?

Here’s to earning what you’re worth!

Jason Forrest

 

* Gladiator Training Camp

 

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.

Smackdown: Nature vs. Nurture

November 18, 2013

Hand holding a tree-Nature vs Nurture-Growth Mindset-Ability-Jason Forrest-Forrest Performance Group-Frustration-Handling Objections-OwnershipWhen it comes to talent, does nature or nurture hold more influence? On the one hand, nature maintains a rebellious force that does as she pleases, but on the other, nurture utilizes a slow process that gains momentum and allows humans to defy all odds…so which wins?

In your performance, it’s nurture! The decisions you make and the effort you put into your craft have a far greater influence than your natural inclination. That does not mean that the attributes you’re born with are irrelevant to your success.

Natural talent is great, but what you do with that talent and how you allow it to grow is what really determines whether you become a leader in your pursuit or not. It is the difference between a dabbler and a master, a sales person and an X-Factor Sales Pro, a follower and a leader.

If the ability to improve your talent (nurture) didn’t exist, you would have to rely solely on your inclinations (nature) to get you through life’s toughest objections. You would move where the wind blew you and stay stagnant. You could forget about your own personal ownership over your career. It wouldn’t even factor in because nature would be the only source of your success or failure.

Recognize your innate talent, but don’t stop there. Continue to nurture by running towards the roar and pushing yourself.

Here’s to earning what you’re worth!

 

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.

 

Auto Success: The missing variable

November 12, 2013

AutoSuccess logo-Jason Forrest-Forrest Performance Group-Auto Sales-Hot Beliefs- Big ticket sales-Buyer Decision PointsIn his latest blog post in Auto Success, Jason Forrest discusses how the sales pro might actually be the one preventing sale. Read an excerpt below:

“One of my builder clients once had me analyze two communities with wildly different sales results for the same model. At one community, the plan simply wouldn’t sell, but just 15 miles away, the same model was the top seller. Since buyer demographics, prices, and incentives were comparable in both neighborhoods, I went looking for the variable.”

To read about this variable, click here.

Here’s to earning what you’re worth!

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.

Note from Jason Forrest: Get Frustrated. It’s Good for You

November 8, 2013

Frustrated man in front of plans-Success-Failure-Find it fail it frustrate fix it-Jason Forrest-Forrest Performance Group-Hot beliefs-Sales-Growth MindsetSales Pros:

You know the feeling. What began with the spark of a desired outcome is diverted from its original course. Questions emerge. The internal struggle ensues. Your heart pounds and your blood boils. It looks a lot like anger, but it’s actually anger’s cousin: frustration.

Most people view frustration as a beast that needs to be tamed. But frustration over an inability to change or achieve a desired result can lead to growth as long as, in the moment of frustration, the desire for the intended outcome remains. This is key. Out of this desire flows the fuel to persevere, and most importantly, to learn.

When we struggle for an intended result or for a piece of knowledge/information, we are more likely to retain it. What’s too easily won is not valued as much.

Frustration doesn’t feel good, but if you’re never frustrated, you’re not trying hard enough or you don’t want to improve badly enough.

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.

 

 

Talent vs. Effort: Three Things You Need to Know

November 7, 2013

Success Mug-Talent-Earning what you're worth-Coaching-Leadership-Sales-Jason Forrest-Forrest Performance Group-Elements of Talent

In any pursuit, there are three ways to procure talent: Practice, great coaching, and total concentration.

1. Practice. Practice. Practice:

You don’t come out of the womb walking. The ability comes from muscle growth and muscle memory. Likewise, talent comes from a culmination of attempting, failing, and succeeding, and repeating (also known as practice). This is where you learn to preserve good habits and correct the bad ones.

2. Great Coaching:

Behind the best performers, you’ll find a great coach. Coaches have the ability to lead people to places they wouldn’t go on their own, find the why behind behaviors, extract the want to, and coach through the objections that stand in the way of earning what they’re worth.

3. Total Concentration:

Mastery requires commitment, drive, and complete concentration. Your concentration correlates with your momentum–when one slows, the other does too.

With these three elements, nothing will stop you from mastery in your pursuit.

Here’s to earning what you’re worth!

 

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: A note on the TED Talk Challenge

November 1, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalitySales Pros:

The October TED Talk Challenge has come to an end, and what a journey towards inspiration it was! In fact, I had so much fun with it that I’m going to carry it on and do it for a whole year! I’m taking the TED Talks discussion to Twitter, where I’ll sound off on what I’m getting out of the experience.

I heard talks about having gratitude for nature’s beauty, using our talents to do good, and the danger of thinking and acting on a “single story.” I even watched an infant’s process of learning to say the word “water,” with 6 months of language development condensed into 40 seconds.

My greatest takeaway from the overall experience is that it’s all about changing the way we look at things.

Watching other experts share ideas expanded my level of consciousness. Are all of my problems solved? No. BUT, the hypothesis of getting out of my current consciousness was correct .

Interestingly enough, I discovered a reoccurring theme throughout the majority of the talks and it happens to be one that I do life by: Changing beliefs and how you see things changes everything.

These are my top recommendations for those in sales careers:

Brené Brown: The power of vulnerability

Simon Sinek: How great leaders inspire action

Amy Cuddy: Your body language shapes who you are. “Fake it until you become it”

Rick Warren: A life of purpose

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.

 

 

 

 

 

Share with us some of your insights and greatest takeaways from the talks.