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Posts Tagged ‘ J Forrest Group ’


Note from Jason: Your biggest competitor

May 4, 2012

Running on the Shore-Housing Nirvana-Jason Forrest-Forrest Performance Group“I do not try to dance better than anyone else. I only try to dance better than myself.” –Mikhail Baryshnikov

Sales Pros:

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

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

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

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

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

Here’s to earning what you’re worth!

Jason

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

Contributed by Jason Forrest

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.

 

Bump, set, spike (for increased sales)

April 24, 2012

Running man next to cones-Increased Sales-Influence-Jason Forrest-Forrest Performance GroupGet your division president, superintendent, land department, loan officers, and designers on your team. If they’re in your office at the same time as a prospect, involve them in your sales process. Ask them for a third-party endorsement and then sit back and watch them sell.

For example, when your division president comes in, ask, “Why did you choose to work here?” or “What do you think is great about this builder?”  Or with your superintendent, say something like, “You could’ve worked for any builder, but you chose Builder Y. What is it about the construction quality that drew you here?”

If your land person shows up, get them to talk about the neighborhood and what unique niche they were trying to fill. Hearing why it was important for the land department to secure the property and what they went through to make it happen will reinforce the value for the prospect.

Facilitate the employee (your teammate) to provide that third-party influence. After they’ve made their sales presentation, make sure to step back in and capitalize on the conversation. When your teammate leaves, use their responses as a springboard and ask questions like, “Of all the things you heard, what stood out to you most?” Their answers will either uncover objections you can address or push the prospect to the point where they’re ready to move forward.

Either way–it’s a win. Go team!

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 more at http://www.forrestperformancegroup.com.

What’s your why?

April 19, 2012

I always find that those with purpose are the most driven, successful, and happy people. Purpose is the why behind what we do. j forrest group inspiration board jason forrest new home sales training and development new home sales training programWhy are you in sales? Why do you sacrifice weekends and evenings? What life goals do you have? (And I’m talking about the ones that go beyond what you’re going to do this weekend).

As we stay connected to our personal why, it helps us strive continually to be better. That’s why I love what one of the sales coaches I work with did with his team members. He had each sales professional create his/her own inspiration board–filled with images and words that remind them why they do what they do each day.

Not only does it help create trust and community among the team (this sales coach said there were a few tears as they each shared), it helps us stay centered on the things that matter to us–the very reasons we get out of bed and into our business suits each day.

Choose your base–cork board, poster board, an empty frame…a cookie sheet. It doesn’t matter–just as long as you fill it with your whys. You can even create it so that it can evolve and grow as you evolve and grow.

So what’s your why? Share in the comments below. Better yet–share what you learned from creating your own inspiration board!

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 more at http://www.forrestperformancegroup.com.

He came, he trained, he won. (a big, fun announcement)

March 28, 2012

training_magazine top young trainer jason forrest j forrest group creating urgency sales training

“A leader is a person you will follow to a place you wouldn’t go by yourself.”
– Joel Barker

Our fearless leader at J Forrest group is one of the crazy ones–a leader with passion, hot beliefs, and now the title of one of Training Magazine’s Top Young Trainers of 2012. We already knew that, but hey, it’s nice when a publication with 48 years of experience sees it, too.

To congratulate Jason or share why you believe the award is well-deserved, please comment below or visit our Facebook page. Give us a like while you’re at it.

“Jason deserves it because he is the most hardworking person I know and because he REALLY enjoys his job, believes in what he’s doing 110% and is making a difference in so many lives!” Laura, Client Development Coordinator

Contributed by Alicia

The average salesperson versus the sales pro

November 10, 2011

At Forrest Performance Group, we’re all about building X Factor new home sales teams–those that stand out from the crowd and are filled with sales professionals who revere their profession, solve customers’ problems, and refuse to accept a victim’s mentality.

Are you a sales pro? Watch to find out.

The Fearless Sales Pro

The Average Salesperson Versus the Sales Pro from Forrest Performance Group on Vimeo.