Jason Forrest | Forrest Performance Group

Posts Tagged ‘ Jason Forrest ’

Jason Forrest’s latest for Avid Builder: Accountability

May 17, 2013

Tags: Accountability, Avid Builder, AvidBuilder article, industry publications, Jason Forrest, new home sales training, published articles, sales trainer, sales training

Jason Forrest’s latest article for Avid Builder is on Accountability and discusses how successful sales pros perform for leaders who set clear expectations and don’t let comfort get in the way. See an excerpt below and the full article here.

“Beyond the finish line, I’d heard from so many people (that) maintenance is the hardest thing. (I used to think), ‘Try losing 200 pounds.’ But maintenance really is a lifetime.”

–Erik Chopin, Biggest Loser

Even after sales leaders equip sales pros with all the information they need, they, like Erik, will need someone in their lives to hold them accountable.”

—-

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.

Jason Forrest’s latest for HB Resource

May 16, 2013

Tags: HB Resource, Jason Forrest, new home sales training, published article

Jason’s latest article for HB Resource discusses how our beliefs either lead us to the behaviors that bring result or to the ones that lead to failure. Read an excerpt below or the full article here.

“In 2009, I graduated from a yearlong coaching program to help me develop as a world-class speaker. Every week, I had to turn in a script, plus one three-minute clip of me telling a story. My coach, Steve Siebold, then spent three hours on the phone with me critiquing it.

At one point during the program, I called Steve and said, “I need a break. I have a one-year-old at home. Our second baby was just born prematurely, and I’m trying to get 40 Day Sales Dare completed. Not only that, but I need to focus on getting more business.”

He said, “Okay, Jason. That’s fine if you want to quit, but let me ask you—Is it impossible to do all of that or just impossible for you? If Donald Trump or Oprah Winfrey were in your situation, would they do it?”

ABOUT FORREST PERFORMANCE GROUP

Note from Jason Forrest: Don’t Lose Your Decision-Making-Mojo!

May 14, 2013

Tags: buyer decision points, closing the sale, Decision-Making-Mojo, Forrest Performance Group, Jason Forrest, Leadership Selling

Sales Pros:

There’s no saying what will happen in the heat of the moment.

As sales professionals, we know the difficulties of the “just-looking” buyer. But something we often overlook is keeping our decision-making-mojo when the buyer decides to buy. Your decision-making-mojo is your ability to stay focused through the excitement of the sales process.

Don’t get me wrong, the excitement is good because it can show your buyers you’re happy for them. However, the enthusiasm can sometimes cloud your judgment. Always be sure to repeat and affirm what the buyer has said and keep your focus so you can see objectively where they are at in the sale and keep it moving forward.

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

Note from Jason Forrest: Selling is a Game of Minutes

May 9, 2013

Tags: asking the right questions, buyer decision points, closing the sale, Fearless Selling, Forrest Performance Group, Jason Forrest, overcoming objections, selling against the competition

Sales Pros:

Time–it’s one of our most valued commodities. Time is money. Don’t waste time.

As a sales professional, time can be your greatest asset or your biggest obstacle. That’s why we say that selling is a game of minutes–the longer you are with the buyer or the just-looking, the more likely you are to find out what they are really looking for and to earn their trust.

Consider your conversations with buyers and how you’ve successfully gotten them to see you as a trusted advisor–someone they want to spend time with because it moves them closer to reaching their goal. Ask your fellow co-workers what works for them. Get feedback from your bosses.

Every buyer that walks through your door is an opportunity. How will you use the time you’re given?

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

Builder & Developer: Continuing Spring Sales

May 6, 2013

Tags: Builder and Developer, creating urgency, cultural change, economic climate, Forrest Performance Group, industry publications, Jason Forrest, published articles, Springtime Sales

How 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

Note from Jason Forrest: 360 Degrees of Sales

May 2, 2013

Tags: 360 Viewpoint, closing the sale, consumer confidence, creating urgency, Forrest Performance Group, Housing Market, Jason Forrest, new home sales techniques, real estate, selling against the competition, Weight Watchers

Sales 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

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

Builder and Developer: What Builders Should Know to Lead

April 29, 2013

Tags: Builder and Developer magazine, Forrest Performance Group, industry publications, Jason Forrest, Leadership Selling, Managers vs. Coaches, published articles, transforming homebuilders

Are you a manager or a coach? In his latest article for Builder and Developer, Jason discusses what sales leaders should know in order to coach. Read an excerpt below:

“It’s exhausting to try to find ways to force people to get the job done. On the other hand, a builder that is equipped with leaders who coach creates an energizing and fulfilling culture. A culture of managing is one that does something to people. On the other hand, a culture of coaching is one that does something for them.”

To read more (page 26), 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

Seminar Success!

April 25, 2013

Tags: Forrest Performance Group, Forrest PG, Jason Forrest

Our seminar this week was a smash hit, but you’d rather hear it from an attendee, right? Here you go:

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

Posts Tagged ‘ Jason Forrest ’

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