Posts Tagged ‘ Jason Forrest ’


American Management Association: Want to Win In Business? Focus On the Play (Not the Victory)

October 22, 2014

shutterstock_tips-for-winning-in-business-620x250Want to help your team reach a higher level of success in business? Then stop honing in on the victory. Though it may seem counterintuitive, shifting your focus away from the win can actually lead to more triumphs, as Jason explains in his new column for AMA Playbook. Read an excerpt below:

“Spending all your focus on the desired end result will cause an environment where team members will be afraid to admit when the intended results don’t happen or when they make a mistake. The more you focus on results, the more people panic. Where shame/panic exist, confidence does not. Without confidence, salespeople won’t sell, and people company-wide will not feel the freedom to fail or to share new ideas.”

To learn more about how to create a constructive culture in which the process (and not the intended payoff) is the primary point of focus, click here. Doing so can help you more effectively apply the knowledge learned through sales management training (or other types of management training courses), which will result in a more productive environment for your team overall.

Here’s to earning what you’re worth!

 


 

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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: Accountability

October 20, 2014

75Want to increase productivity at your organization? A surefire way to do so is to create a culture of self-improvement and individual accountability, as Jason explains in his latest column for Big Builder. Read an excerpt below:

“The person who is accountable must have clear expectations and feedback on the timing and quality of their job. This is much more productive than someone taking over their responsibilities. Accountability means making choices, approaching work, or accepting decisions that support other people’s accountability and what is best for the team. The bottom line is that sometimes, taking charge means stepping back and getting out of someone else’s way.”

To learn more about how to build a culture of personal accountability and ensure its sustainability over the long term, click here. Doing so will help your team members better utilize the sales tools they already possess and attain their full potential, which is undoubtedly a benefit for all.

Here’s to earning what you’re worth!

 


 

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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: Ask First, Advise Later

October 6, 2014

75Are you unwittingly undermining the effectiveness of your real estate coaching efforts by failing to follow this one crucial rule? As Jason explains in his latest column for Big Builder, it is essential that managers completely assess a situation before doling out advice to their sales professionals. Read an excerpt below:

“Like the doctor, it’s a sales coach’s job to assess the situation first and then to offer solutions. Too often, though, managers provide a prescription before fully assessing the situation. In order to assess the situation, look for trigger words that tell you there’s more information to discover. For example, when sales professionals use absolutes like, ‘No one can qualify,’ the coach needs to step in and hold them accountable by asking questions to find out why.”

To learn more about how to thoroughly assess a situation and discover what is really going on with your salespeople, click here. By implementing this behavior into your coaching methods, you can help your team members more effectively use the sales tools they already possess and become the very best version of themselves. And that will surely lead to success for all.

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.

EO OVERDRIVE: What’s Your Rally Cry? How To Connect Individuals, Departments, and Company Cultures

October 6, 2014

eo-overdriveHave you thought about the incredible results your company could achieve if you could get every individual in your organization genuinely focused on achieving a collective goal? As Jason explains in his latest video blog post for EO Overdrive, creating an effective rallying cry is a crucial first step in connecting everyone to a common purpose. Read an excerpt below:

“The idea behind a rallying cry is that it gets everyone to ask questions and make decisions around a single purpose. I believe that if we set our mind to purpose, we can do amazing things. Think about this: if you had every single person in your organization right now all rallied around a single theme, what kind of magic could you do?”

Whether your company’s goal is one that applies to all departments (such as creating more trust throughout the entire organization) or pertains to one department in particular (such as achieving new sales goals after completing new home sales training, insurance sales training or car sales training programs), a strong rallying cry will serve to unite the entire company behind this singular purpose. To learn more about what kinds of rallying cries really work and how to effectively implement them, 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.

REALTORMAG: Rally Cries Win Wars, Build Culture

October 1, 2014

oct14_B_cultureWant to take your real estate coaching strategies to the next level and create true cohesion in your company? Then it’s time to reflect upon those rallying cries that have inspired humans for generations. As Jason explains in his latest article on REALTORMag online, a strong call to action can create ownership over common goals and bring your team closer together. Read an excerpt below:

“The most effective team cultures don’t just focus on the individual pieces; their initiatives include everyone. While one department may be accountable for the results, everyone is responsible for getting the team there. So how can you, as a leader, implement this strategy? I recommend creating a monthly theme that every individual can rally around—something that invites everyone to ask, ‘What can I do to make this theme happen?’”

Click here to learn more about how to achieve common goals through clear, actionable language that will resonate with all team members, no matter what level of real estate agent training they’ve received.

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.

BUILDER ONLINE: The Unleavable Culture

September 21, 2014

75What is a key process that is sorely lacking at many companies? Sit in on any executive leadership training course and you’re likely to hear the answer: communication. If improving communication is your goal, the creation of a one-page strategic plan is a crucial step in achieving it, as Jason explains in his most recent column for Big Builder. Read an excerpt below:

“For business advice, I turn to Standard Oil’s founder and tycoon, John D. Rockefeller. Mastering the Rockefeller Habits is a staple in my library and its principles form the core of my own business’s operating system. The book by Verne Harnish presents the case for putting together a one-page strategic plan containing the company’s strategy, vision, and mission in a simple format. ”

To learn more about how to build upon your corporate training programs and create an unleavable culture through the creation of a one-page strategic plan, 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.

ENTREPRENEUR.COM: Multitasking Is a Myth

September 16, 2014

1410807588-multitasking-myth-harness-power-focus-achieve-extraordinary-resultsEven if you’ve received intensive leadership development training and leadership skills training, there is still one behavior that you could likely stand to improve upon in today’s fast-paced world: focus. As Jason explains in his most recent column for Entrepreneur magazine, CEOs, department heads and other thought leaders are constantly considering new ideas, but too often these sparks of ingenuity get lost in the midst of more pressing priorities. Read an excerpt below:

“If you’re like me, you constantly get ideas or notice patterns you’d like to see change. Too often, those things get pushed to the wayside in favor of the things that have to happen right now. Starting today, I’d like to challenge you to a different approach: When you see something that needs to change or hear an idea from someone that you’d like to incorporate, decide that you are going to focus on it and declare that pursuit to your team and organization.”

To learn more about how to hone your focus, lock on to your goal and achieve extraordinary results for both you and your team, click here.

Here’s to earning what you’re worth!

 


 

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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: Cardinal Sins of Training

September 8, 2014

Coaching_HEROWhen gearing up for a coaching session with sales management training, new home sales training or a similar goal at stake, are you thinking about ways to connect with your team members in a positive, productive way? As Jason explains in his newest column for Big Builder, there are several simple steps to follow that can make all the difference when it comes to whether or not a training session will be mediocre or meaningful. Read an excerpt below:

“In a world of mobile phones and expectations for instant responses, showing up physically and mentally becomes increasing difficult—but important. By scheduling a meeting and sitting face to face with a sales pro, you’ve already shown up physically. But there’s a bit more to the story. It’s time to show up mentally. ”

To learn more about how to shift your coaching behaviors in a way that will reap positive results for all, 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.

ENTREPRENEUR.COM: To Keep Buyers from Cheating on You, Always Be Loyal to Them

September 2, 2014

EntrepreneurDogNo matter how many sales training courses you attend, you may not be able to keep your buyers from straying with your competitors if you don’t put into practice one crucial lesson about selling. As Jason explains in his latest article for Entrepreneur magazine, in order to create loyal relationships with your customers, you must never stop selling. Read an excerpt below:

“Whether you realize it or not, customers can sense that you just aren’t as interested in them once they’ve signed. So stop it! Be excited. Remember that these are the folks paying next month’s bills and referring future business. Treat them that way. As long as they feel just as wanted after they’ve contracted, you’ll fend off the buyer’s remorse and build loyalty.”

To learn more about how the right attitude can be a valuable sales tool leading to increased customer satisfaction, decreased cancellations and more referrals, 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.

LIFE HEALTH PRO: What Bill Walsh Can Teach Advisors About Success

August 19, 2014

sales_training_coursesRegardless of the sales training courses you have attended or the sales management training you have received, there is one invaluable addition to your arsenal of sales tools and strategies to be learned by studying a legendary figure from the world of sports. As Jason explains in a new article for LifeHealthPro.com, advisors and other sales professionals can increase their probability of success by following a strategy that NFL coach Bill Walsh perfected during his long and celebrated career. Read an excerpt below:

“Because of his sincere love and respect for the game of football, Walsh focused on training his team to play with precision. On the other hand, a ‘successful’ play, executed sloppily, earned his correction. The same is true for sales professionals. The more we focus on getting the sale and meeting our monthly goals, the more stressful and less productive we become.”

Click here to find out more about how a simple shift in mindset can help you and your team get the most out of your insurance sales training and achieve success that lasts over the long term.

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.

DEALER COMMUNICATIONS: To Win The Sales Race, Stop Thinking About Winning

August 18, 2014

winningWant to take your car sales training to the next level and reach your full potential as a sales professional? Then stop obsessing over short-term success. As Jason explains in a new column for Dealer Communications, the key to achieving more business wins is to stop focusing on them. Read an excerpt below:

“Highly disciplined execution of plays (in other words, perfecting each part of the sales process) doesn’t just happen. On an individual level, it requires people to be in constant pursuit of their personal best while maintaining a long-term vision. Focusing less on the win isn’t about lowering the standard, it’s about reaching toward the goals in each moment without getting stressed about the short-term ones.”

Click here to read additional insights into how a simple shift in mindset can help you take your automotive sales training to new heights and achieve greater triumph over the long term.

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.

EO OVERDRIVE: Increasing Courage in Your Organization

July 25, 2014

Have you given thought to creative ways of implementing corporate training programs at your organization in order to significantly grow revenue? Finding the time to foster leadership qualities across all levels of your company can put you on the path to increasing profit tenfold, as Jason explains in his most recent video blog post for EO Overdrive. Read an excerpt below:

“One of the things that I’m doing in our organization that I’m going to share with you is I want to increase the efficacy in our organization. So if you think about efficacy, efficacy is this unyielding conviction, this unyielding belief that says what I do actually matters. I believe that the more a person has efficacy in what they do, the more courageous they’re going to be. And we need our people to be courageous. I think one of the reasons why organizations don’t go from $1 million to $10 million is because people stop taking risks.”

To learn more about how Jason weaves leadership skills training into fun, informal events that can motivate and inspire employees at every level, 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.

BUILDER ONLINE: Company Culture

July 23, 2014

BB-July14_HERO_tcm138-2153371.pngHave you placed a priority on promoting a constructive culture at your company? Doing so can increase your organization’s profitability, as Jason explains in his most recent column for Big Builder. Read an excerpt below:

“Over an 11-year period, Human Synergistics studied 207 companies and found that in a constructive culture, profitability went up 756%. On the other hand, in a defensive culture, profitability went up 1%. It’s tricky on the surface because the defensive companies went up higher in revenue, but their profit only went up 1%. That’s because overhead increases when leadership must continually hire more people to achieve less.”

To learn more about the different types of company culture that exist and how they can help or hinder your organization, 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.

HOUSTON AGENT: How to Ask for Referrals and Increase Sales

July 16, 2014

shutterstock_188207297Do you hold back from asking your customers for referrals? This behavior may actually be hindering you from reaching your highest earning potential, as Jason explains in his latest article for Houston Agent magazine. Read an excerpt below:

“If all of your customers had confidence in you and your services before they even interacted with you, do you think you could sell more? The facts show that when you get referrals, that’s exactly what happens. They are the fastest, most direct way to increase your sales and earnings. Referral aversion is a sales reluctance that causes agents to hold back from customers – either because they think they’ll get referrals just by doing a good job or because they’re uncomfortable asking.”

To learn more about referral aversion – and how to overcome it to make more money and build a stronger business – 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.

Builder and Developer: An Urgent Sale Helps Increase Sales

June 26, 2014

Builder:DeveloperWhen it comes to increasing conversion rates, have you focused on the one factor can make all the difference in the buying decision of potential customers, regardless of market conditions? In his recent article, published on page 94 of Builder and Developer, Jason reveals that emotional urgency is crucial. Read an excerpt below:

“The key to increasing conversion rate is creating emotional urgency in customers. The most effective way of doing this requires that salespeople demonstrate how their product satisfies the prospects’ mission to improve their lives. That’s the main reason that got them through your door — something isn’t working and they’re looking to the salesperson to help them fix it.”

To learn more about how to increase your probability for sales success by tapping into your prospects’ desire to better their lives, click here.

Here’s to earning what you’re worth!

 


 

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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 ONLINE: THREE TIPS TO HIRE A WINNING TEAM

May 8, 2014

winning_tcm138-2133215Are you falling prey to the experience trap when it comes to hiring new sales professionals for your team? In his recent article in Builder Online, Jason discusses why it is a short-sighted approach to only bring in people who require minimal training to get started. Read an excerpt below:

“There’s a dangerous trend with team leaders and recruiters who get stuck on resumes and look for a long history in sales before they’ll bring a candidate in for an interview. The trouble is that you can’t measure a candidate’s confidence, joy, or courage (the qualities you need on your team) from a resume.”

To learn how to discover if a candidate has that “it” factor that leads to long-term success, click here.

Here’s to earning what you’re worth!

 


 

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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 Online: 9 Myths That Affect Your Bottom Line

May 5, 2014

shutterstock_11412001Are your beliefs about customer care actually harming your business? In a recently published interview in Big Builder, Jason reveals the number one misconception that homebuilders have about customer satisfaction – and explains how it can wreak havoc on their reputation. Read an excerpt below:

“The challenge is to teach the right beliefs to anyone at the company who interacts with the customer. From construction to financing and everything in between, train employees to be assertive and confident in their dealings with clients. Train employees not just on behaviors, but on beliefs and the whys.”

To find out more about the customer care myth – and eight other major misconceptions that can put the squeeze on your profits – click here.

Here’s to earning what you’re worth!

 


 

Click here to subscribe to our FPG 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.

 


 

Sales and Marketing Ideas: Top Three Closing Strategies

April 16, 2014

Have you retooled your closing techniques to counter today’s economic conditions? In his latest article for Sales + Marketing Ideas, Jason discusses three tried and true strategies for closing the deal. Read an excerpt below:

SalesIdeaMarketBIG

“While the new economy has created uncertainty in some people, many continue to look for new homes because of the need to improve their lives. People are buying now and will continue to buy as long as life situations are changing. The question is, who will they buy from? If you are the person who gives them confidence, motivation, and certainty, you will win the sale.”

To find out which techniques can help you clinch the sale in any scenario, click here. The full article is on pages 22-23.

Here’s to earning what you’re worth!

Jason Forrest

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.

Builder Online: Preventing Cancellations

April 14, 2014

BB-April14_tcm138-2130413.pngAre you doing all you can to ensure your customers stay committed? In his newest article in Big Builder, Jason sheds light on why buyers stray and explains how sales pros can use this knowledge to prevent new home cancellations. Read an excerpt below:

“The first step in preventing cancellations happens before the customer signs. You have to get them to build loyalty with you and with the home because immediately after they sign, it’s normal for buyers to want us a little less. Making sure your buyers are emotionally committed to the home is about selling them on the life they’ll live there more than it is the structure itself.”

To learn more how to get buyers to stay loyal over the long term, click here.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

Realtor Magazine: How To Build an X-Factor Team

April 11, 2014

shutterstock_77004988A team is only as strong as its players, so have you been focused on selecting the right ones – even if it means letting poorly performing agents go? In his newest article on REALTORMag online, Jason explains how to top-grade your sales team to ensure maximum success over the long term. Read an excerpt below:

“Think of it like picking stocks—don’t get emotionally attached. Look at your overall goal and see if your ‘purchase’ fits the plan. Having a culture where no one is safe unless they sell keeps people on their toes. It’s not about scaring people but about building a culture where agents have to produce, perform, and add value.”

To find out more about the tools and techniques integral to building an X-Factor team, click here.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

HB Resource: Victors, Not Victims

April 10, 2014

shutterstock_110675843Are you adopting the right mindset for ultimate sales success? In his latest post for HB Resource, Jason explores how embracing actions over excuses can change the entire outcome of your performance. Read an excerpt below:

“X factor sales professionals refuse to see themselves as victims. Ever. Instead, they operate with a growth mindset that says they always have a choice of whether to be a victim or a victor. They recognize that their results come directly from their actions, so if they improve what they’re doing, they will improve what they’re getting.”

To learn more about how a growth mindset can lead to transformation and triumph, click here.

Here’s to earning what you’re worth!

Jason Forrest

 

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.

Note from Jason Forrest: It’s All On You

April 4, 2014

Sales Pros:

No matter what I am trying to accomplish in life, my dad always has the same words of wisdom. When I wasn’t sure if I’d make first string on the football team, he said it. When I had to fight to get into TCU, he said it. And even when I was trying to convince my wife Shelly to marry me, he said the same four words: It’s all on you.

That’s why I LOVE, LOVE, LOVE this video from my alma mater. It demonstrates the spirit that made me want to go there in the first place. The one that says, “Luck is the last dying wish of those who want to believe that winning can happen by accident. Sweat, on the other hand, is for those who know it’s a choice.”

Don’t wait for the sales gods to bless you with another sale. Create your own future. Get out there and earn it. It IS a choice.

Make the choice today to earn what you’re worth.

Jason Forrest

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.

Girl Scouts Got Game

March 31, 2014

shutterstock_181102415Los Angeles Times, one girl scout and her mother made a lucrative business through strategic targeting: Selling girl scout cookies outside of a pot dispensary. They sold 117 boxes in two hours!

Click here to read the full story.

Sharp choices in target marketing (effort), will give you a greater return on your investment (outcome). Know your audience and their needs. If you can tap into their “why” for buying, and present to them value and a solution, then there’s no reason you shouldn’t get the sale every time.

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.

Victims are Fearful: Victors Are Fearless (Note from Jason Forrest)

March 28, 2014

Erasing Fear-Handling Objections-Jason Forrest Forrest Performance Group-Sales Techniques-Training X Factor Sales professionals-Hot beliefsSales Pros:

Fearless salespeople never play the victim.

While sales managers often try to encourage their teams by saying things like, “We’ll weather this storm,” or “We’ve just gotta sit tight and wait for the upswing;” they don’t see that such phrases actually take the power and hope away from salespeople. It’s because they strip their people of accepting any challenge that will encourage growth.

Remember: Fearless X Factors thrive on objections. I’ve said it before. Regardless of the season, your ownership of the overall sales process will determine the outcome of the sale.

Own more. Fear less.

Here’s to earning what you’re worth!

Jason Forrest

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.

The Language of Leadership: Do you have Meraki?

March 27, 2014

It's the size of the fight in the man-Success-Tips for leading-Leadership-Jason Forrest-Forrest Performance Group-Winning-Meraki-Greek-Creativity-passionMeraki is a Greek word that means “doing something with soul, creativity, or love.” Anytime we do something from that place, we leave a little bit of ourselves in our work.

X Factors have meraki when they dedicate themselves to mastering the science and the art of selling. Do you have this kind of passion? If not, what would it look like to wake up every morning with a fire in your belly? And…how bad do you want it?

Here’s to earning what you’re worth!

Note: To learn more about meraki and other words from different languages on leadership by Tanveer Naseer, 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.

2014 Housing Leadership Summit

March 26, 2014

builder-housing-leadership-summit-logo-May 2014-Jason Forrest-Forrest Performance Group-Speakers-Builders-Top professionals-TrainerJason will be speaking at the 2014 Housing Leadership Summit in May.

Follow us on social media to keep up with what’s trending at the summit.

Will you be attending from May 12-14 to hear Jason and others speak to the nations top 200 homebuilders?

To learn more about the 2014 Housing Leadership Summit, 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.

REALTORMag: Build Sales Muscles by Expanding Comfort Zones

March 21, 2014

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetAre you comfortable expanding your comfort zone? In his latest article in REALTORMag, Jason Forrest discusses the importance of expanding your comfort zone for growth. Read an excerpt below:

“Everyone’s comfort zone changes over time. If you stay inside your comfort zone, it will shrink. On the other hand, if your step outside of your comfort zone, it will expand to re-encompass you. That’s just the way comfort zones work. Understanding this principle is important to continual growth.”

To read more on how growth 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.

Note from Jason: Train to Gain

March 20, 2014

Training-tips for success-mentality-growth mindset-learning-education-sales process-sales techniques-Jason Forrest-Forrest Performance Group-Improvement-Why we trainSales Pros:

Why do you train?

Great athletes train to reach their potential in their athletic performance. Salespeople train for two reasons: To perform well and to improve their company’s brand.

Performing Well: In order to earn worth-it money, you must perform extremely well and the outcome is congruent to the effort you put in. When you train, you develop a skill set. The harder you train, the better the skill, and ultimately, performance. Do you have your performance juice?

Improving Your Company’s Brand:  For the X Factors that eat, breath, sleep, and sweat selling, brand integrity is huge! The brand doesn’t function off of one X Factor’s effort, but it is either supported or damaged with each customer interaction.

How well do you train? Are you putting in the required effort to see desired results? The decision is up to you!

Here’s to earning what you’re worth!

Jason Forrest

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.

Note from Jason Forrest: Lead, Don’t Push

March 14, 2014

Salespeople:leadership selling

I talk a lot about leading the sales process (it is your job, after all). But clients often ask how to create urgency professionally (i.e. without coming across as a pushy salesperson). This is a good question and close to my heart as a sales professional and trainer.

It’s simple. If your primary concern is to help improve your customer’s lives, that genuineness will come through. But if your main interest is pushing a customer toward your solution so you can improve your own bank account and add a tick mark to your sales numbers, that will come through, too.

Influencing a person’s decision is about is not about forcing them to go your way with pushy or unethical practices, it’s about getting inside their heads to understand exactly what they need and how you can fill that need.

Urgency isn’t “interest rates are rising so you better buy” or “buy today or the incentives are gone.” Urgency is about walking through each of the customer’s problems and how you can solve them.

For example, demonstrate your product and talk about how they’ll actually use it in their lives–whether it meets their needs or not. It’s appropriate (not pushy) to ask, “What is this product missing?” or “How does this compare to the other options you’ve seen?”

At Forrest Performance Group, our mission is to bring back the pride, purpose and respect to professional sales. You can do that by seeing your role as leading (not pushing) your clients to a better life—the one they came to you looking for.

What’s more noble than that?

Here’s to earning what you’re worth!

Jason Forrest

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.