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Posts Tagged ‘ creating urgency ’

Builder & Developer: Continuing Spring Sales

May 6, 2013
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House-Springtime Sales-Creating Urgency-Jason Forrest-Forrest Performance GroupHow will you keep your momentum of sales going past springtime? In Builder & Developer’s latest issue, Jason reveals how to “stay on top of your game.” Read an excerpt below:

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

To read more (on page 32) click here.

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: 360 Degrees of Sales

May 2, 2013
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Ripple-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

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

1. Tracking your daily points

2. Making the choices to eat certain foods easier

3. Allowing these choices to become routine

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

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

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

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

Here’s to earning what you’re worth!

Jason Forrest

 

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

ABOUT FORREST PERFORMANCE GROUP

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

SOLDLab: A Note on Incentives

April 15, 2013
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Mousetrap with Cheese-Incentives-SOLDLab-Jason Forrest-Forrest Performance GroupIncentives got you down in sales? See Jason’s article in SOLD Magazine’s latest issue (pages 12-13) on the two types of incentives and what happens when you the sales pro cut straight to incentives. Read an excerpt below:

“Especially in troubled markets, customers will test you on incentives. Within minutes of meeting you, they will ask you to give away the farm. And when you give away the farm, you also give away your position of strength AND compromise your role to improve your prospects’ lives.”

 

Click here to read more (on pages 12-13).

 

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.

SOLD Magazine: Position of Strength

March 21, 2013
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Mountain Climbing-SOLD Magazine-Position of Strength-Jason ForrestIn Maintaining Your Position of Strength, Jason illustrates and explains the needs and desires of the customer for you the sales professional. Read an excerpt below:

“You are like an experienced mountain guide who knows every twig, every stone and every fork in the trail while your typical prospect is an amateur climber who needs and desires your leadership in order to reach the summit. Without you, they cannot make the journey. Therefore, you must act as their leader so that they can find the product that improves their lives.”

To read more, click here and visit page 12.

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.

SOLDLab: The Phases of Emotional Urgency

January 25, 2013
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People Thinking-Emotional Urgency-Jason Forrest-Forrest Performance GroupJason 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

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.

A Sandy Sale

October 31, 2012
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Higher Red Arrow-Moving up-Success-Jason Forrest-Forrest Performance GroupOn the east coast, people are reeling from Hurricane Sandy–the Frankenstorm that sent high winds and flooding waters to cities  like New York City and heavy snows to nearby states like North Carolina. Our hearts go out to all those affected.

But while Sandy is on people’s minds near and far, one sales professional in Maryland is keeping his eye on the prize. His coach, Adam referred to the sales pro as “Hurricane Taylor” saying, “Rather than spending the day watching CNN and fretting about the weather, [Mike] worked the phones. Even though he lives an hour away from the model, and is close to the bay (aka, storm surge central) he tried to talk [the prospects] into meeting him at the model [during the storm].” They agreed to meet the next day and within a few hours, the deal was complete.

Now that’s an x factor sales professional right there. Congrats to Mike and Adam, for an x factor sale. As Adam said, “You made it rain and we couldn’t be more proud.”

 

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.

SOLD Magazine: Improving People’s Lives (Pages 12-13)

October 25, 2012
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Hand Raising-Reaching-Urgency- Jason Forrest-Forrest Performance GroupThe greatest tool you have as a sales professional is the power of urgency. True urgency goes way beyond incentives, deals, and other circumstances. True ur- gency comes from a person’s desire to improve his/ her life. This desire has more influence over a person’s buying decision than any other factor. And this is at the core of creating urgency.

Read more.

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

X Factor Trophy–Rewarding Your Difference Makers

July 13, 2012
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Salespeople matter. Despite the widespread belief thax factor sales trophy new home sales training forrest performance group jason forrestt price, product, and packaging make the difference, X factor sales professionals are the most powerful force you can have on your team.

Adam, a sales coach for one of our clients (a national home builder) has a fantastic idea for rewarding and recognizing such standout sales professionals–the X Factor trophy. This award is unique in that it’s not about a number of sales or an amount of profit. It’s about effort. And I think that’s fantastic.

By celebrating effort, Adam is acknowledging that what each salesperson does matters. So many factors could contribute to meeting goals and we don’t want to celebrate that someone was just in the right place at the right time.

We want to break down the lottery mentality and recognize sales professionals who create the sale or make it happen faster. When you, as a leader, reinforce that effort makes a difference, you help create a constructive culture where your salespeople feel that they are in control.

Adam believes it’s important that sales team chooses the winner, saying, “In that moment when they decide who among their peers is the X Factor, they are part of the experience.”

But that’s not the only benefit. Adam also says that it “stokes the fire” in his competitive-by-nature team members, making them want to earn the award next.

Napoleon said that men will die for ribbons. Adam’s take on that is that if men will die for ribbons, “they will kill for trophies.”

 

Contributed by 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 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.

Note from Jason Forrest: Free Money, anyone?

June 15, 2012
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Dear Sales Pros:

Money Present-Free Money-Jason Forrest-Forrest Performance GroupFriday’s interest rates for a 30-year fixed loan came in around 3.7%. So assuming inflation is averaging around 3%, there’s only a .71% gap between inflation and what home buyers will pay in interest.

What it means for the buyer:

Perfect storm for prices:
Not only are interest rates low, but prices are historically low, too. So yeah, I’d say the time to buy is now.

More spending power:
Homebuyers can get more home for the same payment or they can spend less money and and then put a new car in the garage (likely at a higher interest rate)! After they close, of course.

What it means to you–the new home sales professional:

Use the info as a way to create urgency and speed up the process:

New home sales pros need to put their own energy and enthusiasm around the benefits. Use your passion and conviction to communicate what a great time it is to buy (create urgency) and instill certainty in the economic climate.

Don’t forget though–this is a closing technique to use only after you’ve found the best home for your prospect. No matter the circumstantial reasons that may compel someone to buy, you need to make sure that you provide the solution for their situation.

Get your current price sheet and calculate what the payment would be based on today’s interest rates versus what they’d be at at 4.5%, 5.5%, and so on. Use this knowledge to help demonstrate the affordability and overall awesomeness of buying now.

And use it as an excuse to call your prospects who are on the fence or have a long timeframe!

This is a great opportunity–for both you and your buyers. Maximize it.

Here’s to earning what you’re worth!

Jason Forrest

Contributed by 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 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.

Note from Jason Forrest: Setting Private Appointments

June 8, 2012
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Sales Pros:

15th-Calendar-Jason Forrest-Forrest Performance GroupAs a new home sales person in your shoes not too many years ago, I used one simple tactic to create urgency, build momentum and give me an excuse to call prospects–private appointments.

At my builder, we opened our doors at 10 a.m. on Saturdays. So my strategy was to invite prospects out for a private showing at 9, saying I only had one slot for a private appointment and that it would be a time just for them–without any other prospects coming in or calling.

Prospects loved it so it was easy to convince them to come in. They felt tended to personally and I also had a high closing rate. So that means I started my Saturdays off in the best way possible–with a sale. Talk about momentum!

So then when I welcomed new prospects, I got to tell them that things were going great and we already had a sale for the weekend. Then I’d say, “Let’s see if we have something here that works for you,” which helped to create urgency in them. It was like a chain reaction of momentum–for me, for the be-backs, and for the future prospects.

So going forward, consider the benefits of setting up a private viewing appointment each Saturday. Make a habit of offering the option to your be backs and starting your weekend strong with a sale. What do you have to lose?

Here’s to creating urgency, building momentum, and earning what you’re worth!

Jason Forrest

 

Contributed by 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 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.

What a journey! I thought the 40 Day Sales Dare challenge was like returning to the gym. As a salesperson, I become complacent and need to “work out” and hone my selling skills. At first, it was awkward and difficult, but as I got positive results, I started looking forward to the workout (dare). According to my tally, I will now be able to “bench press” an additional 15.75 homes for an annual revised goal of 41.75. Thank you Woodside for the investment in my training.

Melissa Linkrose
Woodside Homes

FORREST PERFORMANCE GROUP | 1-888-391-4326 | Info@ForrestPG.com