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Posts Tagged ‘ industry publications ’


Note from Jason Forrest: Embrace Objections

July 25, 2014

Yelling Business Man-Objections-Jason Forrest-Forrest Performance GroupSales Pros:

Do you prickle at the thought of prospects saying no? Do you get uncomfortable when they share their list of concerns? Or do you get the adrenaline rush that says, “They’re interested…this is a hot one?”

If you identify more with the former, you’re looking at it wrong. Objections are the best possible tool for salespeople because the sale begins when the customer says no.

The top one percent of sales professionals consider themselves leaders in their prospects’ quest for a solution, and as such, they love conflict. They want to bring up concerns so that they have something to advise.

Customers who reveal what’s going to keep them up at night give their sales professionals an opportunity to address their objections and lead them to feel more confident about their solution. So what would happen if you could increase the percentage of prospects who stated their objections on the first visit? Could you handle their concerns?
Don’t live in fear thinking that you’ll get “fired” if you speak your mind or say something your prospects don’t want to hear. Embrace objections as your chance to be the guru to your customers.

Here’s to earning what you’re worth!

Jason Forrest

 


 

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

Builder Online: Selling Success

April 1, 2014

culture_DT_HERO1_tcm138-2126004Are you properly equipping your team to get above and beyond the sales that the market can provide? In his most recent article in Big Builder, Jason delves into the importance of training and how it can set salespeople up to sell in any circumstances . Read an excerpt below:

“At its best, training does more for companies than anything else can. It can improve morale and the customer experience while also increasing revenue. Even more, the most effective training contributes to creating a constructive culture by 1). Convincing employees that their effort makes a difference and 2). Hedging an organization’s bet.”

To find out more about the crucial role that training plays in forging a constructive culture and setting the right tone for sales success, 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.

Houston Agent Magazine: Social Self-Consciousness

March 26, 2014

shutterstock_167757563Have you ever felt unworthy of working with a prospect because they are socially or economically better off? In his latest article in Houston Agent Magazine, Jason Forrest discusses the importance of confronting these hindrances to achieve breakthroughs and reach the next level of success. Read an excerpt below:

“Wally, a real estate agent, knows he needs to reach out to a prospect that a former client introduced him to, but he’s hesitant. The trouble is, he recognizes the referral’s name—she’s an anchor for the top news channel in town. He feels that he isn’t suitable enough to work with her. Wally is suffering from social self-consciousness—the next in our series on the sales reluctances that keep agents from earning what they’re worth.”

To read more on how confronting this sales reluctance leads to success, 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.

Builder and Developer: Defining and Demonstrating the Benefits of Green Building to Buyers

March 20, 2014

Green Grass House-Benefits of Green-Going green-Sustainability-growth mindset-success-ideas-homes-sales-builder market-Jason Forrest-Forrest Performance Group-strategy-buyer decision pointsWhat do you think of when you hear the phrase “going green”? In his latest article in Builder and Developer, Jamie explains how “going green” means more than you may think. Read an excerpt below:

“When I first heard the term “going green,” I thought it meant huddling around a campfire, knitting my own clothes, and eating my fill of twigs and berries. The truth is, the green thing is a lot more practical than all of that. Going green is not just friendly to the planet; it’s also friendly to our pocketbooks and time. It comes down to three categories that are easy to understand and demonstrate to our customers: sustainability, durability, and efficiency.”

To read in-depth on these three categories, 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.

Big Builder: Winning’s Multiplier Effect

March 11, 2014

Fish in a Fishbowl-Against the Odds-Jason Forrest-Forrest Performance Group-Removing Doubt-Earning what you're worth-Limited Beliefs-Melissa KrivachekIn his latest article in Big Builder, Jason discusses the value of effort over outcome. Read an excerpt below:

“When we celebrate effort in new home sales, we are doing more than giving a high five for a final result. Instead, we are recognizing sales professionals who create the sale, make it happen faster, or simply execute a beautiful presentation (whether it leads to a sale or not).”

To read more on the value of effort, click here.

Here’s to earning what you’re worth!

 

Click here to subscribe to our FPG mailing list!

 


 

JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

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.

 

REALTORMag: The Science (and Art) of Selling

February 25, 2014

Buyer and Seller-Convincing the buyer-Jason Forrest-Forrest Performance Group-Leadership Selling-Rising Interest Rates-decision pointsAs a salesperson, do you revere the science and art of selling?

In his latest article on REALTORMag online, Jason discusses the importance of perfecting the art and science of selling. Read an excerpt below:

“From where I stand, being a good sales professional is harder than being a laborer, a craftsman, or even an artist. As a broker, do your people know that you respect what they do? Do you come across to your sales professionals as someone who truly understands that?

Whether you’re an agent or a broker, you’ll be most effective when you sincerely revere and respect sales. That’s why I use the term “sales professional.” ”

To read more on the science and art of selling, 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.

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.

Dealer Marketing Magazine: When Closing Sales–Keep it Short and Simple

February 11, 2014

Three Stacked Rocks-Simplicity-Foundations-Closing the Sale-Follow-up-Jason Forrest-Forrest Performance Group-Growth Mindset-Leadership Selling-Hot BeliefsIn his latest article for Dealer Marketing Magazine online, Jason expounds on the importance of keeping the follow-up short and simple. Read an excerpt below:

“When you follow up with prospects who have visited your lot, make sure to keep it simple. After you’ve engaged them, cut right to the chase and use the following three-step script:

  • Summarize what you and the customer have accomplished so far.
  • Tell them what comes next.
  • Set up an appointment to make the next step.

To read more on keeping the follow-up simple, 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.

 

 

 

To read the rest of this excerpt, click here.

REALTORMag: Change What you Look at; Change What you See

February 5, 2014

Bitten and full apple-Perception-Mirror-Jason Forrest-Forrest Performance Group-Light bearers-Transform-Image-Teammates-Teamwork-Sight“Perception is key to success. If you’re having trouble, it might be time to shift your point of view.”

In his latest article on REALTORMag online, Jason discusses the principle of “when you change the way you look at things, the things you look at change.” Read an excerpt below:

“It doesn’t matter whether you’re a broker who wants to lead a team (or team member) to grow or an agent looking to have a breakthrough in the coming year. The most effective, longest-lasting way to change behavior is to change the way you see the world. If we can change what people believe, we can change how they behave. Beliefs drive emotions, emotions drive behaviors, and behaviors drive results.”

To read more about how to change the way you look at things, 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.

Builder and Developer: Lead the Sales Pros to Earn Respect

February 3, 2014

Respect-Direction-Earning your worth-Earning respect-Success-Builder and Developer-Jason Forrest-Forrest Performance Group-Growth mindset-Leadership SellingIn his latest column in Builder and Developer, Jason explains the importance of earning respect with your prospects rather than seeking to build a friendship. Read an excerpt below:

“New home-buying prospects are not looking for a new friend; they’re looking for a new home. Some sales trainers get it out of order by saying that a salesperson’s first focus should be to get clients to like them. While it is important that you build rapport and that your customers ultimately like and feel comfortable with you, the very first step should be to build respect.”

To read the rest of Jason’s column, 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.

Sales and Marketing Ideas: Creating a Sales-Focused Organization

January 24, 2014

Man in front of virtual graphs-Market-Economy-Health-Sales Techniques-Growth Mindset-Jason Forrest-Forrest Performance Group-Mastery-X Factor Sales ProfessionalsIn his latest article, featured in Sales and Marketing Ideas, Jason discusses how to engender a sales-focused mindset in CEOs, leaders, and sales pros. Read an excerpt below:

“To build this type of organization, CEOs and owners must take a proactive approach to creating their brand and culture, sales leaders must focus on the things that influence sales results most, and sales professionals must treat their corner of the business as a franchise.”

Click here to read the full article (pg. 24)

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 and Developer: How to Reach Goals Through Accountability

January 15, 2014

Hand holding a tree-Nature vs Nurture-Growth Mindset-Ability-Jason Forrest-Forrest Performance Group-Frustration-Handling Objections-OwnershipWhat keeps you accountable to reaching your goals?

In his latest column post in Builder and Developer, Jason outlines important steps to take in order to achieve your 2014 goals. Read an excerpt below:

“As an individual, you can hold yourself accountable to reaching your own goals by surrounding yourself with people who will support your goals and mindsets and help hold you accountable. Ask yourself what you need from your spouse, family, and friends as well as from peers and supervisors. Share your goal with those close to you and with your leadership.”

Find out here what the four steps of accountability are to begin earning your goals.

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.

 

AutoSuccess: “Eighty percent of success is showing up”

December 30, 2013

Man looking in car mirror-Perfectionist-Jason Forrest-Forrest Performance Group-Sales Process-Handling Negative Tendencies-Hyper pro tendencies-Hot BeliefsDo you show up physically AND mentally each day for work?

In his latest blog post in AutoSuccess, Jason explains what it means to “show up” to work. Read an excerpt below:

“If you’ve been in the business long enough, you already know that the sheer act of picking up the phone increases your sales. Even though it’s tempting to feel like you’ve done all you can after you give your prospect the best possible presentation, follow-up calls are crucial to your success. The truth is that 85% of customers leave the house intent on buying a vehicle, so every minute that passes from the time they leave your office gets somebody closer to the sale. ”

Continue reading 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.

REALTORMag: The Do’s and Don’ts of Leading Your Team

December 19, 2013

Dos and Don'ts-Expectations-Jason Forrest-Forrest Performance Group-Setting Expectations-Standards of Performance-Coaching TechniquesAre you aware of the dos and don’ts that set clear expectations for your associates? In his latest blog post on REALTOR Magazine, Jason lists some important dos and don’ts that will increase accountability and remove ambiguity. Read an excerpt below:

“Do:

Every day, remind your team of at least one of the behaviors you expect and why it is important. Be consistent and this information will remain top-of-mind.

Don’t:

Disrespect your team members’ knowledge and past experience. Dismissing a person’s experience devalues them and discredits you.”

To read more of these dos and don’ts, 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.

SOLDLab: X Factors: Fail Forward Fast

November 21, 2013

Success and Failure- Overcoming Objections-Jason Forrest-Forrest Performance GroupDoes failure frighten you? In his latest blog post in SOLDLab, Jason Forrest discusses the value of failure when used to fail forward. Read an excerpt below:

“Because X Factors are not afraid to fail, they are in position to give their very best and make sure they don’t leave anything on the table. The average salespeople are afraid of being rejected. And that drives them too. It just drives them the other direction–to pull back and disengage. The X Factor sees each interaction as potentially their only chance.”

To read more on what it means to fail forward fast, 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.

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.

Realtor Magazine: Want Sustainable Growth? Hold Agents Accountable

October 30, 2013

Plant on stack of coins-accountability-Jason Forrest-Forrest Performance Group-Growth mindset-Teamwork-Teammates-Sales-Sales Techniques-Hot Beliefs-LeadershipHear the word accountability and want to shudder? It doesn’t have to be that way. In his latest blog post in Realtor Magazine, Jason Forrest discusses the power of progress and growth when created through accountability. Read an excerpt below:

“One of the greatest benefits of embracing conflict is that it allows you to set expectations and hold people accountable to those expectations. As counterintuitive as it may seem, this also builds trust. The best leaders I’ve seen know exactly who they are and everyone around them knows what to expect from them. They have no problem with conflict coming from any direction, and this assertiveness builds trust with their teams, allowing them to lead effectively.”

To read the full blog post, 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. 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

October 24, 2013

Erasing Fear-Handling Objections-Jason Forrest Forrest Performance Group-Sales Techniques-Training X Factor Sales professionals-Hot beliefsWhat happens when fear takes hold of you as you begin to speak in front of others? In his latest blog post in Houston Agent, Jason Forrest discusses the idea of fear as well as a few solutions to overcoming it. Read an excerpt below:

“Such fear is an enemy that must be conquered in order to live life to the fullest and to earn what you’re worth. Overcoming fear is one of the great triumphs of the human spirit. It helps us to achieve a higher level of success and fulfillment in any endeavor.”

To read about his solutions, 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.

Builder & Developer: Leading the Home Decision:Selling the Home’s Interior

October 13, 2013

House Interior-Big Ticket Sales-Leadership Selling-Sales Techniques-Jason Forrest-Forrest Performance Group-New Home SalesIn his latest article in Builder & Developer, Jason Forrest addresses the importance of a patient and intentional sales process, leading both the sales pro and buyer to a solution that improves the prospects’ lives. Read an excerpt below:

“My parents have a picture of me when I was three years old. It’s Christmas and I’m wearing Superman pajamas. When I look at that photo, it feels like home. Home isn’t just a building; it’s an experience. Sometimes sales professionals focus on the wrong things when selling homes–they sell the sticks and bricks rather than the Superman pajamas (or the life that happens within a home.”

To read more about the other ways to lead your buyers through the home selling process, click here (pg. 64).

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.

Alexander Speakers Bureau features Jason Forrest

October 9, 2013

New Home Sales Training-Jason Forrest-Forrest Performance Group-Leadership SellingIt’s official! Jason Forrest has been added to Alexander Speakers Bureau roster as a “speaker who will knock it out of the park for you!”

Alexander Speakers Bureau retains over 17 years of experience in booking speakers and trainers ideal for specific audiences and events. They are unique in that their team goes out of the way to find the perfect match for any speaker-based occasion.

Help us congratulate Jason not only for making the roster, but also for his continued excellence in coaching sales professionals up in the art and science of selling by increasing sales and retention rates through Leadership Selling, Leadership Sales Coaching, and Leadership Sales Culture training.

 

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.

Dealer Marketing: One Simple Close

October 7, 2013

Making a Deal-Auto Sales-Big Ticket Sales-Jason Forrest-Forrest Performance Group-Closing the Sale-Selling TechniquesDo you have a mountain of books advising you on how to close a deal? If so, consider tossing them aside for one technique. In his latest blog post in Dealer Marketing Magazine, Jason Forrest discusses the one simple close that is most natural and effective. Read the strategy below:

“The most natural and effective tool I’ve found is the summary close, which leads into the transaction close.”

To see how the summary close is used in a conversation and how Jason breaks selling into three stages, 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.

REALTORMag: Lock on and roll out

October 3, 2013

Rusty Lock-Lock on, lock out-Jason Forrest-Forrest Performance Group-Hot Beliefs-Tactical-Asking the right questionsBe careful what you lock on to, it could be the end of you. In his latest blog post called Lock On, Lock Out for Success, on REALTORMag, Jason Forrest explains the importance of knowing what beliefs you lock on to and which to stay away from. Read an excerpt below:

“When you lock on to something, you see everything through that filter. You look for supporting evidence and lock out any evidence that contradicts your beliefs and goals.”

To read more, 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.

 

 

 

EO Overdrive: Making Stress Work for You

September 25, 2013

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetHopefully you’ve never torn a muscle because, well, that would really hurt. In his latest article in EO Overdrive, Jason illustrates how stress can actually improve your working environment–especially when you step out of your comfort zone. Read an excerpt below:

“No one’s comfort zone stays the same size over time. If we stay inside our comfort zone, it shrinks. If we step outside of it enough, it expands to re-encompass us. That’s just the way comfort zones work. Athletes are continuously aware of the principle of eustress. That’s what their vigorous training is all about— no pain, no gain. For athletes, it’s always about stretching— stretching their muscles, their endurance, their skills and their knowledge to keep improving.”

To read more on making stress work for you, 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.

Realtor Magazine: Your Brokerage and Gen Y Buyers

September 17, 2013

Generation Y-Young Adult on a Couch-Buyers-Selling-Buyer Decision Points-Jason Forrest-Forrest Performance Group-Hot Beliefs-Leadership SellingIn his latest blog post on Realtor Magazine Online, Jason discusses the ushering in of Generation Y as buyers, and what your brokerage can do to reach them. Read an excerpt below:

“Generation Y buyers are entering the home buyer’s market armed with spreadsheets (digital, of course), instant communication, and an affinity for technologically friendly spaces. It’s no surprise that studies are focusing on the Generation Y buyer…They’re conservative and hesitant because they’ve been rocked by the economy, are laden with student debt, or lack job stability.”

To read Jason’s strategies on how to target your millennial customers, 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.

Builder & Developer: Keeping the Sale Sold

September 9, 2013

Buyer and Seller-Convincing the buyer-Jason Forrest-Forrest Performance Group-Leadership Selling-Rising Interest Rates-decision pointsIn his latest featured column in Builder & Developer, Jason discusses the moments where sales training becomes crucial to the sales process. It also discusses the three types of buyers a sales pro may find with when interest rates are rising. Read an excerpt below:

“As interest rates rise, you’ll find three types of buyers–kill, hurt, sting. The first (kill) will be sent reeling by even small increases. They will be totally priced out of the home they’ve contracted on or are interested in. The second (hurt) will be majorly troubled and unsettled by the fluctuation, but can fight to make it work. The third (sting) can easily afford rising interest rates even though they aren’t going to like the change in affordability.”

To read more on Jason’s thoughts of “keeping the sale sold”, click here (pg. 46).

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.

SOLDLab: Anne Sullivan the X Factor

September 5, 2013

Anne Sullivan-Helen Keller-Coaches-Jason Forrest-Forrest Performance Group-X Factor-Portraits of an X FactorIn his recent article on SOLDLab online, Jason Forrest paints a portrait of a historic X Factor, Anne Sullivan (Helen Keller’s teacher–or better yet, coach.) Read a clip of his article below:

“Anne’s childhood included death, disease, and abandonment. As a child, Anne contracted an eye disease that damaged her sight. Her mother died when Anne was eight. When their father abandoned the family, Anne and her brother went to an orphanage, where Anne’s brother died within months. Like all X Factors, Anne wasn’t limited by her difficult circumstances. Instead it seems they shaped her into the tenacious young woman she became.”

To read the rest of Jason’s article about Anne Sullivan and handling obstacles, 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.

 

Dealer Marketing Magazine: The Truth of Objections

September 2, 2013

Gavel in front of courthouse-Truth-Handling Objections-Jason Forrest-Forrest Performance Group-Digging Deep- Overcoming Obstacles-Sales Techniques-Auto SalesAre you digging down to the meat of the objection?

In his latest post on Dealer Marketing Magazine, Jason dives in to the problem of addressing only spoken objections over the real objections (including an explanation of each.) Read an excerpt below:

“Objections are as much a part of your job as they are for any judge in a courtroom. For sales pros, they’re the reasons customers don’t want to move forward with their purchase. The trouble is that the objections your prospects cite and their true concerns are not always the same thing. Your challenge, then, is to seek out the true reason for each objection you hear.”

To read more about handling the truth of objections, 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.

UPSTART Business Journal: Honesty & Authenticity with Your Brand

August 29, 2013

Entrepreneurs Organization-Jason Forrest-Forrest Performance Group-Branding-Leadership Selling-Business Leaders-SuccessAs a part of Entrepreneurs’ Organization (EO), Jason Forrest has the opportunity to interact with business leaders from all over the world. EO consists of 9,500+ leading entrepreneurs in a global business network that empower small and large business owners to learn and grow with one another toward greater business success.

Jason’s latest article with EO, published in Upstart Business Journal Online, Jason discusses the significance of having an active process when maintaining your company’s brand. Here’s an excerpt below:

“A year ago, my team and I had a day-long discussion about our branding, in which we were upfront and honest about what our company is and is not. For twelve hours, we discussed our values, strengths and passions, while highlighting the unique qualities that separate our brand from others. It was a cathartic and much-needed session that allowed us to take a hard look at our customer service, our offerings and, most importantly, our identity within our industry. Over the years, I’ve learned that these exercises are integral to achieving continued business success because understanding, communicating, re-evaluating and maintaining your company’s brand is an active process.”

To read the rest of Jason’s article, 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.