Coaching X Factor Sales Professionals | Forrest Performance Group

Posts Tagged ‘ coaching X Factor sales professionals ’

Positive Market News: Jobless Claims Fall

May 24, 2013

Tags: CNNMoney, coaching X Factor sales professionals, Forrest PG, Jason Forrest, positive market news, sales tips and techniques, sales training, X Factor sales professionals

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.

April X-Factor Winners!

May 1, 2013

Tags: coaching X Factor sales professionals, Crazy ones, Jason Forrest, X Factor award, X Factor sales professionals, X Factor winners

Here’s to the X Factors:

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

Houston Agent: Six Levels of Coaching for Brokers and Agents

April 22, 2013

Tags: coaching X Factor sales professionals, Houston Agent, industry publications, Jason Forrest, published articles, sales process, selling against the competition, Six Levels of Coaching, X Factor Broker

How do you distinguish yourself from your competitors? In his latest article in the Houston Agent, Jason discusses the things that set the average broker apart from the X Factor broker. Read an excerpt below:

“The things that can really set you apart are having a stellar sales process, exceptional people and flawless presentations. These are what the most effective brokers focus on in order to build a solid, results-oriented team. However, those who stay in the first three levels of coaching (the most common and least effective) end up falling behind the pack.”

To read more about the six levels of sales training/coaching that allow a broker to transform from average to stellar, 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

REALTOR: Improving Results with the P’s of Sales

April 16, 2013

Tags: coaching X Factor sales professionals, cultural change, Forrest Performance Group, industry publications, Jason Forrest, published articles, REALTORMag, Three P's of Sales

Scope out Jason’s first article published in REALTORMag on improving your team’s performance and overall sales results. Here’s an excerpt below:

“You live and die by the sales results of the associates on your team, which means you’re focused on the P’s of marketing (product, price, promotion, position, packaging, and place). If you’re like most brokers, you’re thinking about what your marketing materials look like, whether you’re advertising enough, and how competitive your pricing is. And that’s exactly the paradox of this whole thing, because the aspects of your job that truly increase your team’s sales results are what I call the P’s of sales — people, process, and presentation.”

Click here to read on.

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

SoldLab: X Factor Beliefs on Failure

April 2, 2013

Tags: coaching X Factor sales professionals, Forrest Performance Group, industry publications, Jason Forrest, overcoming objections, published articles, SOLDlab, x factor beliefs

See Jason’s latest blog post on SoldLab discussing Richard Branson’s X Factor Beliefs on Failure.

Check out an excerpt below:

“What does this mean for you as a sales professional? It means you should embrace failure. As Branson says, see failure as an opportunity to learn. When you fall, don’t well on what you “shoulda, woulda, coulda” done. Just think about what you’ll do differently next time.”

To read on, 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

Houston Agent: Revere Sales

February 28, 2013

Tags: closing the sale, coaching X Factor sales professionals, Fearless Selling, Forrest Performance Group, Houston Agent, industry publications, Jason Forrest, Leadership Selling, new home sales, published articles, sales techniques, sales trainer, X Factor sales professionals

“Reverence is a special word, conveying an intangible but intense passion and respect for something or someone. Do you revere the science and the art of a well-executed sales process?” To read more about Jason’s article in the Houston Agent, 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

Training Magazine: Improving Your Brand

February 27, 2013

Tags: coaching X Factor sales professionals, Forrest Performance Group, industry publications, Jason Forrest, published articles, sales training, Training Magazine

In Training Magazine, Jason reveals the importance of personal/workplace brands and how both go hand-in-hand when improving one or the other. Read an excerpt below:

“Sometimes we see ourselves as honest, and our peers see us as brutally honest. Sometimes we see ourselves as balanced, and our bosses see us as lazy.The hard truth is that the way an individual wants to be seen is often incongruent with how he or she actually is seen.”

To read more, 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

Note from Jason Forrest: Info versus Application

February 12, 2013

Tags: coaching X Factor sales professionals, Jason Forrest, new home sales training, sales training, X Factor sales professionals

Dear Sales Pros:

Training is good, but I don’t care how many lessons you get, if you don’t apply them, they do you no good. That’s why it’s so important to put your lessons into practice. You may hear the best, most-inspiring speaker, but if you don’t know what to do with all those lessons once you leave, you won’t retain that knowledge.

Sales Executive Council research shows that your performance will increase by 22% with training alone. But without continued coaching and on-the-job reinforcement, your will lose 87% of the training after just one month. With long-term coaching, your performance can increase by up to 88%. You’ll retain your training and discover how to implement it successfully.

If you want results, don’t look for a quick fix.

Here’s to investing in long-term solutions and 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

Visit ForrestPG.com for more information.

SOLDLab: The Phases of Emotional Urgency

January 25, 2013

Tags: coaching X Factor sales professionals, creating urgency, cultural change, Fearless Selling, industry publications, Jason Forrest, new home sales techniques, published articles, SOLDlab, X Factor sales professionals

Jason discusses the phases of emotional urgency in SOLDLab’s January Issue (pages 12-13). See an excerpt below:

“Why can some customers make a decision and fork over a check in only two or three days, but it takes others two or three weeks just to make up their minds? Why can some people be satisfied after seeing only a couple of options, but others tend to see dozens? The answer has to do with how quickly and completely emotional urgency is accomplished.

Emotional urgency is not based as much on circumstances (market, incentives, etc.) but on the customer’s desire to improve their lives. It’s the why behind the purchase. the minivan is going to decrease the stress of carting the kids around. The homes is going to allow them to entertain family members. The yacht is going to allow them to see the world.

When a prospect is pursuing a big-ticket purchase, emotional urgency develops in phases. How soon someone purchases depends on how quickly he/she moves through those phases.”

Click here (Page 12-13) to continue reading about the different phases.

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

People don’t know what they want…

December 27, 2012

Tags: ask better questions, asking the right questions, coaching X Factor sales professionals, Fearless Selling, Forrest Performance Group, Jason Forrest, new home sales trainer, Prego extra chunky, sales process, solving customer problems

Until you tell them.

I always say that people don’t know what they want until you tell them. And now I have proof. And that proof comes in the form of Prego’s Extra Chunky Garden tomato sauce.

Howard Moskowitz, a psychophysicist, discovered that Americans say they want “authentic” spaghetti sauce (thin and blended), but what they really want (or at least about a third of them) is extra chunky. Until then, people running the focus groups asked what participants wanted. But nobody knew to ask for extra chunky garden until Howard Moskowitz gave them the option. Before this discovery, Prego was struggling. But after the discovery, Prego is a leading spaghetti saucer.

Don’t ask prospects what they want. Dig deeper. Ask the questions that get to the real answers.

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

Posts Tagged ‘ coaching X Factor sales professionals ’

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