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Posts Tagged ‘ Leadership Selling ’

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

May 14, 2013
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Woman Pointing at a Sale-Selling-Jason Forrest-Forrest Performance GroupSales 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

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: What Builders Should Know to Lead

April 29, 2013
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Whistle and Chalk Board-Strategy-New-Jason Forrest-Forrest Performance GroupAre 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

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

SOLD Magazine: Position of Strength

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

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

To read more, click here and visit page 12.

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

ABOUT FORREST PERFORMANCE GROUP

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

Houston Agent: Revere Sales

February 28, 2013
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Sales woman-Houston Agent-Revere the Art of Sales-Jason Forrest“Reverence is a special word, conveying an intangible but intense passion and respect for something or someone. Do you revere the science and the art of a well-executed sales process?” To read more about Jason’s article in the Houston Agent, click here. 

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: Take your Trash Talk to the Curb

January 25, 2013
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Sales Pros:Business Race-Competition-Sales Pros-Jason Forrest-Forrest Performance Group

You may not think you do it, but in new home sales, whenever you talk negatively about your competitors, it can come across like trash talk. And that only hurts you because:

1. It wastes energy:

Whenever you spend time focusing more on the competition’s flaws than on your strengths,  you are wasting your time and energy. Talking about why they shouldn’t buy from someone else brings the atmosphere down. On the other hand, focusing on why they need to buy from you brings the energy and enthusiasm up.

2. Trash talk counteracts your prospect’s motivation and hope:

Buying a new home is a big decision and buyers need to feel certainty in order to move forward. If they leave you with a vague feeling of negativity, then they will attach that feeling to the overall decision. They may not even understand where it came from, but if people leave your sales office saying they just didn’t have a good vibe, they’ll go right around the corner to a competitor.

3. The Law of Persuasion works against you:

Coming across as defensive ends up making the customer wonder why you’re so worried about the competitor, giving that competitor the edge. Your prospect thinks, “Wow, Mr. Sales Pro was really worried about Brand X, I better go find out why the other builder is so special.”

You’ve got enough working against you–don’t add your own trash talk! The solution? Just know every single reason why you rock and why people choose you. And talk about that.

Here’s to earning what you’re worth!

Jason Forrest

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

ABOUT FORREST PERFORMANCE GROUP

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

 

 

Note from Jason Forrest: Confidence is Contagious

December 21, 2012
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Lifting Weights-Working out-Confidence-Jason Forrest-Forrest Performance GroupSales Pros:

“Confidence is contagious. So is lack of confidence.”
–Vince Lombardi

As you prepare for a few days off, don’t completely check out. Keep next year’s goals at the top of your mind. And if you find yourself with a little time on your hands, increase your X Factor Advantage by:

Listening to Music that Inspires You or Increases energy. Some of my favorites are “Firework” by Katy Perry; “Lose Yourself” and “Not Afraid” by Eminem; “Won’t Back Down,” by Tom Petty, and of course, “How Bad do You Want it?” by Tim McGraw.

Watching movies and inspirational video clips: Play movies and clips about overcoming against all odds. I recommend Soul Surfer (if you don’t walk away from this one feeling like you can overcome your circumstances, then you don’t have a soul), and Rudy, among others. I especially recommend Door to Door, about Bill Porter. Porter, a sales professional with cerebral palsy, never let his physically limitations slow him down or overpower his enthusiasm.

Working out: Exercising increases your energy level and gets your body in shape for the tasks ahead and it’s especially important this time of year.

Signing up for Seminars: The evidence shows that, with every seminar we’ve done, sales increase. While long-term behavior changes requires coaching (more than a one-day sales training event), seminars provide a “shot in the arm” to increase sales in the short term. Stay tuned for a public seminar we’ll be putting on next year!

Stay on your game to earn what you’re worth!

Jason

A Sandy Sale

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

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

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

 

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

SOLDLab.com: Reclaiming Our Hope (Page 14-15)

October 5, 2012
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Up:Down Arrows-Risk:Reward-Jason Forrest-Forrest Performance GroupAnyone who chooses a career in sales also chooses the potential risks and rewards of the trade. And whether we’re telling the family that Christmas is going to be a little lean this year or riding high on the thrill of success; the consequences have a big impact.

Read more.

 

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Jason Forrest a “mover and a shaker,” says Dallas Business Journal

July 27, 2012
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JasonForrest-ForrestPerformanceGroup-MDSG“Forrest has earned a spot in the National Speakers Association’s Million Dollar Speakers Group (MDSG). Comprised of the top 1% of speakers worldwide, the MDSG includes people from various industries who earn more than one million dollars in the professional speaking business each year. At 33 years old, Forrest is one of the youngest members to qualify.”

Read here.

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason: Analyzing your May Sales

June 1, 2012
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Sales Pros– 2012 Sale Funnel Forrest Performance Group new home sales training tools new home sales training and development lessons Jason Forrest creating urgency new home sales academy

Did you have good sales in May? Do you want even better sales in June? Well, analyzing your prospects using the sales funnel is a good start.

One of our clients, Jeff Benton Homes, has made the sales funnel (from our concept of the 13 buying decisions) the cornerstone of analyzing their new home sales process.

Whether you’re a new home sales coach or a new home sales professional, you should consider your traffic each week/month; evaluate where your prospects are in the sales funnel; and make a plan for moving them through the funnel and toward a contract.

Let’s do the exercise together for May. Write down the number of traffic you had for the month (sales managers, use all communities; sales professionals, use only your own).

From that, subtract how many sales you had; how many people you couldn’t get through financing; and then those who purchased a resale or another builder’s home.

The number you are left with is the number of people who are stuck somewhere in your sales funnel.

So evaluate where they’re stuck and determine which decisions have been accomplished and which ones still need to be accomplished.

Finally, make a strategy today for how you’re going to get them through the funnel. Because the truth is–you’re now in a race against your competitors. And x factor sales professionals and coaches are in it to win it!

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 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.

I have just finished all my pre-coaching goals with my team members. As a leader, I doubt that anything I have ever done will have the impact that these sessions will have. I realize that in the past, I have not known my players - had no idea what their dreams were, what motivated them to come to work each day. I feel like I have so much more purpose to my day, my life, my career - thank you for giving me direction and a path to go down. I have always cared - the big difference is my team now knows I care.

Roz Harris, Sales Manager,
The Villages, FL

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