Posts Tagged ‘ new home sales process ’


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

October 13, 2013

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

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

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

Here’s to earning what you’re worth!

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Welcome to the Forrest PG Team, Jamie!

April 25, 2013

Jamie Clark, our newest National Sales Coach shares why he joined the Forrest Performance Group team AND one of highlights from the seminar.

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.

Forethought–more than a to-do list

August 20, 2012

Woman Thinking-Forethought-Jason Forrest-Forrest Performance GroupForethought: 1. Thoughtful provision beforehand; prudence. 2. Previous consideration; anticipation.

Giving something forethought is a great way to start just about anything–your week’s meals when you’re trying to lose weight; your 401K contributions when you’re planning for retirement; and even your interactions with customers.

There are a few levels of forethought–the first is your basic to-do list, covering what you plan to do in your day or week. The next addresses the goal behind the items on your to-do list. But there’s another level of forethought that I like to think of it as an Olympic level because it’s a long-term, highly-detailed plan for how you’re going to reach your goal.

1Olympic athletes do more than visualize a gold medal finish. They make and follow strict eating and training plans LONG before their events. It’s a physical and mental thing.

So you want to close that next new home sales or make six figures? What do you need to do today, tomorrow, next week, next month? And how are you going to do each of those things?

It’s the same for sales professionals–the more you plan ahead, the better prepared you’ll be, the more confident you’ll feel, and the more likely you are to accomplish your goals. Let’s say you have a follow-up appointment with Mr. and Mrs. Smith. Rather than playing it by ear, play the whole thing through before they even show up.

Maybe you realize that when your prospects came in the first time, you ended up focusing on Mr. Smith because he was the talker. So this time, you think about how to engage Mrs. Smith. You write out a list of the questions you plan to ask her, when you’ll ask them, how you anticipate she’ll respond, and what you’ll do from there. You plan which homes you’ll show the couple and how you’ll handle the obstacles and questions that may come up. You strategize which sites you’ll show them (based on what you learned about them on their first visit) and the questions you’ll ask at each point along the way. It can go on and on, but you get the idea.

Really spend some time with the prospects before they even arrive. That way, when they show up, you’re more than ready.

Comment below on ways you’ve used forethought to your advantage recently.

 

Contributed by Jason Forrest, new home sales trainer/coach

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.

Note from Jason Forrest: On fortitude and cookies

August 10, 2012

Sales pros: Note from Jason Forrest Saunders Forrest cookie perseverance drive motivation sales professionals salespeople new home sales training and development

Nothing is going to stop my three-year-old Saunders from claiming his prize. No depths, no heights, and certainly no “cookie-free” mandate from his parents. As a dad who wants to raise respectful and temperate children, I felt like I should correct his disobedience. As a sales coach who values perseverance and purpose, I felt like I should celebrate his fortitude.

But it leads me to a question for you–how bad do you want it? Saunders wanted cookies bad enough that he found them (we had hidden them), pushed a chair over, pulled himself up, and claimed what he was there for.

Do you want to meet your sales goal that bad? What are you obstacles? What is your plan to overcome them?

The month is half over. Take a lesson from my little guy and do whatever you can to earn what you’re worth!

Jason Forrest

 

 

Contributed by Jason Forrest, new home sales trainer/coach

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.

Note from Jason Forrest: Don’t chase the unicorn

August 3, 2012

Sales pros:

Couple Dreaming About a House-Chasing the Unicorn-Jason Forrest-Forrest Performance GroupWhen customers are chasing the unicorn (perfect house), their only options are to keep chasing or to compromise. It’s your job to get them to identify their non-negotiables and then to move forward on the home that is closest to what they’re looking for. It’s about getting people to make decisions that allow them to live life to the fullest right now.

To end the unicorn chase, use the funnel approach (rather than the shotgun approach):

The shotgun approach: “Here are five houses, which do you like best?”  We feel like we have to show them everything, but it’s too ambiguous and ends with frustrated buyers!
The funnel approach: You find out what they they’re looking for, show the closest thing to it and have an interactive experience as you show the home. After that, you find out where they’re at and start funneling them toward a solution.

Don’t let them pull you into chasing the non-existent home that has every single aspect of what they’ve liked along the way. When you’ve shown them the home that is closest to their needs, stop.

Even if they say they’d like to see another floor plan, there’s nothing wrong with taking the reigns and saying, “You mentioned that x feature is important to you. If that’s still the case, the floor plan you want to see doesn’t have that. In looking out for your best interest, I’d rather keep you focused on the homes that fit the criteria you’re looking for.”

Keep it simple!

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest, new home sales trainer/coach

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.

Note from Jason: Prepare like an Olympian

July 20, 2012

Sales pros: olympics Forrest Performance Group new home sales training Jason Forrest new home sales trainer new home sales training and development x factor beliefs

I’m all for being yourself in your sales presentations–as long as it’s the best version of you possible.

I went to the National Speakers Association last weekend and there were two warring schools of thought. One said that you should go into a performance knowing your material, but with minimal scripting so that you’re able to wing it and adjust to your crowd. The other said to have every word prepared so that you can deliver it confidently, with the same impact each time.

It’s similar in new home sales. Your “audience” is your prospect and your stage is your sales office. I do lean towards high preparation, but know it’s not black and white.

I understand the “wing it” approach–some of the best moments are unscripted. It’s a gamble though–you might get it right and you might not. And I understand the highly-prepped mode, which provides security, but may cause rigidity.

It’s true that you can’t prepare for every person or situation, but you can certainly increase your probability of succeeding by feeling confident in your material–the process, presentation, and objections that may come up. It increases confidence to premeditate your transition statements, closing questions, and objections. But once the curtain opens, trust your prep and focus on the script. Engage with your prospect.

While they’ll perform better when they’re loose, you’ll never hear a coach tell an Olympian to just go out there and wing it. You are a sales athlete–prepare like an Olympian to perform like an Olympian.

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest, new home sales trainer/coach

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.

Rock, Roll, and You (Note from Jason Forrest)

July 13, 2012

Sales professionals: coldplay. new home sales trainer jason forrest new home sales training and development forrest performance group creating urgency

When my wife told me she was tired and wanted a low-key evening, I didn’t know how my surprise would go over. It’s funny, though, how tickets to a Coldplay concert can quickly change a person’s mind.

It wasn’t just the music (it rocked), or the atmosphere (it rolled), but the energy from the band that really made the evening something special.

In his first moments onstage, Chris Martin, the lead singer, declared his intentions to give us the best show we’d ever seen. And he delivered. He put his body and soul into each second of each song.

By the time it was over, he had nothing left. And I fully expected Chris Martin and his bandmates to go straight to their hotel rooms and to bed.

Think of yourself like Chris Martin–mentally prepare for your “show.” When your audience members walk through the door, tell them your intentions. Say something like, “You’re really in for a treat today. My goal for you is that you walk away feeling like you’ve never had more fun shopping for homes.”

And then deliver–put everything you have into giving a Chris Martin experience. You are the primary source of confidence, motivation, and hope with your customers, so leave it all on the field and hold yourself accountable. At the end of the day, ask yourself if you can honestly say you’ve given it your best. If there are any “shoulda, woulda, couldas,” then you know you’ve got something left in you to give.

This week, try to provide the Chris Martin experience. State your conviction and then put all of your energy and charisma and passion into delivering.

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest, new home sales trainer/coach

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.

Note from Jason Forrest: 20 seconds of courage

June 29, 2012

Sales Pros– We bought a Zoo new home sales training Forrest Performance Group Jason Forrest new home sales training and development

You have a chance to make something extraordinary happen at each sale-stopping moment. And in new home sales, I know you face a ton. There’s potential for rejection around every corner. For example, when:

  • it’s 100 degrees outside, but you know the best thing for your client is to walk the homesite
  • you’re getting ready to go over financing
  • a frowner comes in you don’t think they want to spend time with you
  • you know everything is right and it’s time to ask for the close
  • they’ve already said no to you and you’re going for the second close
  • you’re on the way back to your models and your prospect says, “Yeah, all we need is a price sheet and we’ll be on our way.”

So in any moment when fear is starting to engulf you, your automatic response needs to be 20 seconds of courage.

You may not know what’s going to happen or what they’ll say next, you just know it’s your chance to move the sale forward.

Approach every sales-stopping moment like that and see what happens. Then come back and share what you’ve found. Next, use this image as your screensaver or on your phone. Or write “2o seconds of courage” on your mirror or on a sticky note to remind yourself to push forward every time you want to draw back.

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.

Note from Jason Forrest: The Spec that Sits

June 25, 2012

Woman Pointing-Moving Forward-Jason Forrest-Forrest Performance GroupAnd sits…and sits.

You know the one–the inventory home that you show to every prospect, hearing the same objections time after time. The house you anticipate rejection on so much that you’d rather not show it at all.

But, x factor new home sales professionals, there is hope:

Take a different approach:

The worst thing you can do is treat this home like you would any other (asking, “So, tell me what you think of this home,” for example). You’re gonna have to take an offensive, overly-confident approach.

Create a strong selling message and then say, “I can’t wait to show you this home. It was designed with x, y, and z in mind.” Share your favorite features and the vision behind the home. And make sure to talk about why others have bought the same plan in the past.

This is like handing them a pair of 3D glasses before they go into a 3D movie. Without those, it’s gonna be blurry.

Keep moving forward!

If you’re already negative about the home and hear an objection, you’re likely to throw in the towel and say, “Yeah, a lot of people have mentioned that. Maybe we need to find something else for you.” That’s a sale stopper! What if the next room is their absolute dream but you never give them a chance to see it?

So when they do say something negative about the home (remember, objections are good), and you’re in a position of strength, you can say, “Okay, I hear you on that. Let’s continue the tour and see what you think. If you like the rest, we’ll come back and talk about this. Sound good?”

A defensive approach is our sure way not to get the sale, but an offensive approach at least gives you a fighting chance.

Here’s to selling the spec that sits and earning what you’re worth!

Jason Forrest

Share your experiences with selling the unsellable in the comments.

X Factor Store

June 18, 2012

In addition to the store right here on our website, we’Forrest Performance Group new home sales training programs creating urgency new home salespeople sales trainerve got a fancy new store right on Facebook. As a new home sales professional interested in learning and growing, it’s your one-stop show for resources to improve your sales process and sharpen skills.

Stop on by (and give us a “like” while you’re at it)!

 

Forrest Performance Group helps new home sales teams increase sales and retention rates through Leadership Sales training. We specialize in new home sales training programs.

Note from Jason Forrest: Free Money, anyone?

June 15, 2012

Dear Sales Pros:

Money Present-Free Money-Jason Forrest-Forrest Performance GroupFriday’s interest rates for a 30-year fixed loan came in around 3.7%. So assuming inflation is averaging around 3%, there’s only a .71% gap between inflation and what home buyers will pay in interest.

What it means for the buyer:

Perfect storm for prices:
Not only are interest rates low, but prices are historically low, too. So yeah, I’d say the time to buy is now.

More spending power:
Homebuyers can get more home for the same payment or they can spend less money and and then put a new car in the garage (likely at a higher interest rate)! After they close, of course.

What it means to you–the new home sales professional:

Use the info as a way to create urgency and speed up the process:

New home sales pros need to put their own energy and enthusiasm around the benefits. Use your passion and conviction to communicate what a great time it is to buy (create urgency) and instill certainty in the economic climate.

Don’t forget though–this is a closing technique to use only after you’ve found the best home for your prospect. No matter the circumstantial reasons that may compel someone to buy, you need to make sure that you provide the solution for their situation.

Get your current price sheet and calculate what the payment would be based on today’s interest rates versus what they’d be at at 4.5%, 5.5%, and so on. Use this knowledge to help demonstrate the affordability and overall awesomeness of buying now.

And use it as an excuse to call your prospects who are on the fence or have a long timeframe!

This is a great opportunity–for both you and your buyers. Maximize it.

Here’s to earning what you’re worth!

Jason Forrest

Contributed by Jason Forrest:

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Setting Private Appointments

June 8, 2012

Sales Pros:

15th-Calendar-Jason Forrest-Forrest Performance GroupAs a new home sales person in your shoes not too many years ago, I used one simple tactic to create urgency, build momentum and give me an excuse to call prospects–private appointments.

At my builder, we opened our doors at 10 a.m. on Saturdays. So my strategy was to invite prospects out for a private showing at 9, saying I only had one slot for a private appointment and that it would be a time just for them–without any other prospects coming in or calling.

Prospects loved it so it was easy to convince them to come in. They felt tended to personally and I also had a high closing rate. So that means I started my Saturdays off in the best way possible–with a sale. Talk about momentum!

So then when I welcomed new prospects, I got to tell them that things were going great and we already had a sale for the weekend. Then I’d say, “Let’s see if we have something here that works for you,” which helped to create urgency in them. It was like a chain reaction of momentum–for me, for the be-backs, and for the future prospects.

So going forward, consider the benefits of setting up a private viewing appointment each Saturday. Make a habit of offering the option to your be backs and starting your weekend strong with a sale. What do you have to lose?

Here’s to creating urgency, building momentum, and earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest:
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason: Analyzing your May Sales

June 1, 2012

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.

Note from Jason Forrest: Position of Strength

May 18, 2012

Sale pros:

Business Meeting-Leading-Coaching-Believing-Jason Forrest-Forrest Performance GroupIn order to have a position of strength in your interactions with buyers, you must believe in your product.

I discussed this concept on a one-on-one coaching call this week. The sales professional (we’ll call her Jane) feels like she’s in a tough spot because she’s competing with a lower-priced builder who she believes has better features.

The truth is that people are buying in Jane’s neighborhood. So the real problem isn’t her product–it’s that Jane doesn’t believe in her product.

This belief influences each interaction. Because Jane already feels like she’s at a competitive disadvantage, she feels defensive the minute someone brings up the competitor. She’s already thinking, “Yeah. I get it. They’re a good deal over there.” And that defensiveness comes comes across to the buyers loud and clear (you’re kidding yourself if you don’t think you unconsciously communicate your beliefs to your prospects). She’s lost before she’s begun.

Whether you’re in a similar situation or not, a simple exercise on your selling message can help put you in a position of strength. Evaluate your product, community, and builder and then ask yourself what your three main strengths are and why people are choosing to buy a new home from you. Once you establish your three points, find supporting evidence in your features, community, and floor plans. Go an inch wide and a mile deep and build your argument.

Once you’ve established your watertight case, incorporate it into your new home sales process. Say, “As you can see by [feature]; people buy us because of ______, ____ and _____.” Support your case as you demonstrate the features and facts.

Once you stop focusing on what you don’t have and start telling everyone what you do have, you’ll be in a position of strength. You’ll also have more fun because you’ll believe in what you’re selling.

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.

Houston Agent Magazine: Brokers and Agents – Dig Deep For Big Success

May 18, 2012

Reflective Woman-Digging Deep-Jason Forrest-Forrest Performance GroupNo matter if you’re a broker or an individual agent, you want to know how to get the most success from yourself or your team. Agents and brokers can either blend into the crowd with every other agent and team, or stand out by providing an excellent process and presentation. Focus your energy on deeper aspects of selling for maximum results.

Your product and pricing can only distinguish you to a certain extent, so the most fruitful coaching/self-coaching focuses on the things that can really set you apart in the eyes of the customer – causing repeat business and the ever-important referral.

While each level has its place, brokers and agents who focus heavily on the sales process, presentation and people are most effective at building a solid, results-oriented team mentality. However, those who spend the most time focused on circumstances, results and behavioral activities (the most common and least effective) end up falling behind the pack. Following are the six levels of coaching, as well as the characteristics, principles and benefits of each.

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.

Note from Jason Forrest: A man, a ham, and a pan

May 9, 2012

Sales Pros:

Man with Hand on Head-Questioning-Jason Forrest-Forrest Performance GroupI recently heard a story about a man, a ham, and a pan. Arnold said his mother always cut both ends off of her hams before putting them in the oven. So when Arnold noticed that his wife stuck the whole ham in, he questioned his mom’s practice for the first time. Until then, he had thought nothing of it–it was just the way it was done. When he asked his mom why she did it that way, she said, “The pan was too small to hold a whole ham.”

Maybe you can relate. Ask yourself why you do certain aspects of your new home sales process. Look at your process–your opening greeting, model tour, home site tour, etc. Then ask yourself, “Why do I do it this way?”

If your answer is “because it just feels right” or “that’s the way I’ve always done it,” or “that’s what I saw my partner do,” dig deeper.  If you can’t come up with strategic reasons (that it’s the most effective way of moving the sale forward, for example) then use it as an opportunity to make adjustments.

Consider what room you start your presentation in and why you go from room to room the way you do. This will force you to have conviction about the way you are doing things. If you don’t have conviction/swagger in why you do what you do, then you’ll be thrown off your game the first time a customer throws a curve ball at you.

But being introspective on your sales process and presentation will force you to have conviction around your presentation and process. That conviction will lead to swagger. And swagger? Well that’s 85% of the battle.

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.

Remember your first love?

May 8, 2012

Peeking-Confidence-Jason Forrest-Forrest Performance GroupOf course you do–the first time your belly got tingly and your hands sweat with anticipation when you might see the  object of your affection. And remember how you compared everybody you dated or liked to the first one who gave you butterflies and made your heart pound?

In new home sales, you can create that same effect with your buyers as they leave your office. Give them such a memorable and positive experience that as they go to the next home or community, they are constantly comparing back to you.

Get them asking each other, “Remember how the sales pro at [your builder] really took the time to listen to us and understand our needs?” Or thinking that your home was the one they could picture raising their kids in. And your neighborhood was the one that made them feel connected–where they felt like they would fit in and be part of a community.

If you do your job, you will get them to the point where they are always comparing the next home or builder to you.

For more on making them compare to you, see Dare 38 (“Give them an Assignment”) from 40 Day Sales Dare.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Coaching the sales process

May 4, 2012

Yacht-Boat-Jason Forrest-Forrest Performance Group“It is not the ship so much as the skillful sailing that assures the prosperous voyage.” –George William Curtis

There’s nothing predictable about the ocean. The best a sailor can do is know every crook and cranny of his vessel; be as prepared as possible for every shift of the wind; and get a lot of experience under his belt so he candle what the deep blue sea throws at him.

You can’t prepare your team members for every sales situation either. But by helping them perfect a repeatable process, you can help them get as comfortable as possible to face whatever comes their way.

It’s all about consistency–coaching your people to perform at a consistently high level so that every customer gets the richest buying experience possible–beyond what they will get from any competitor.

Think about Elton John or Lady Gaga, who practice until each song and motion becomes instinct. It’s the work that happens behind the scenes that helps make sure that each performance is consistently phenomenal. You are a part of perfecting the process, which helps eliminate variables and increase confidence.

Average salespeople practice until they can get it right sometimes, but professionals practice until they can’t get it wrong.

Sales pros: see more on the subject just for you.

Sales coaches: Watch for more on the subject in our upcoming Coaching Management book.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

 

Note from Jason Forrest: Build Community

April 27, 2012

New Home Sales Pros:

Family- Sales-Jason Forrest-Forrest Performance GroupCommunity isn’t built on just bricks and mortar–it’s built on poker nights and walking buddies and play dates at the park.

People will stick with a less-than-ideal home if it means they can keep the personal connections and bonds that tie them to the community around them. On the flip side, they’ll be more likely to cut those ties if they see that they can have the shiny new house AND the community spirit they love.

Leave the bricks and mortar to your super, but take it upon yourself to build the deeper connections.

Making it happen:

What to do: Establish book clubs, stroller buddies, dog-walking outings, poker nights, play dates, and more.

How to do it: Sign people up for groups and clubs. When you have enough people interested, contact a good candidate to host/organize the first event.

Once you’ve established community, use it as a selling point for future prospects. If someone has young kids and asks about walking paths, talk about the stroller buddies group and offer to introduce them to some of the members. You get the idea–build connections to build community. And then pass it on.

Here’s to earning what you’re worth!

Jason Forrest

Share your own stories of building a spirit of community within your community below.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Birdbrain

April 26, 2012

In my backyard, I have a well-stocked bird feeder and a shiny new birdbath. But as of now, no birds. birdbrain j forrest group creating urgency jason forrest new home sales training new home sales training and development new home salesperson new home salespeople

I got all the recommended equipment, but after seven days of staring out at a full bird feeder and vacant birdbath, I was left wondering where I went wrong. When I asked my friend Julie (an expert on the subject) what I should do to attract my winged friends, she said, “They don’t know it’s there yet. Where do you think the term birdbrain came from?”

She gave me a few tips for getting the birds’ attention, saying, “It takes more than the old adage, ‘if you build it, they will come.’” Ahhh…words of wisdom from someone who also happens to be an X factor sales professional.

Is this what we expect in our new home communities? That if we build top-of-the-line model home parks with “perfect” landscaping, signage and displays; the customers will come? What is the missing ingredient? Like Julie, X factor new home sales professionals know that you have to take ownership of your model as well as ownership of getting prospects to visit.

Going beyond basic marketing and engaging in community networking, partnering with Realtors, and extraordinary follow-up can make or break a new community.

Now I am working on getting the word out to the animal kingdom!

Sales Tip:  X Factor Sales Professionals drive 50% of their own community traffic by understanding why their homes, neighborhood and builder are the best in the marketplace and personally inviting prospects, community organizations, and Realtors to visit. X Factor sales professionals do their part to Be Sales Ready!

Jeanne Conger, J Forrest Group’s National Sales Coach, has 25 years in the industry; experience with public and private builders; and over 900 hours of real estate courses under her belt. She is truly an industry expert. While she has worked in design studios, marketing departments, merchandising departments, and sales management (she coached a sales team of more than 100), Jeanne enjoys nothing more than being in the trenches.

Jeanne specializes in turning around laggard communities, helping sales professionals generate traffic, providing hiring consulting for sales managers, and coaching design center sales professionals. Learn more about J Forrest Group’s new home sales training programs.

Angry Buyers

April 10, 2012

Angry Man-Angry Buyers-Jason Forrest-Forrest Performance GroupA couple comes in to a new home sales office and says, “We’re just looking.” What they don’t say is that they arranged a babysitter, filled up their SUV at $4 a gallon, and drove an hour to the community on a Saturday afternoon–the only day they both have off.

They say they’re just looking because they don’t know exactly what they want–they just know they’re not totally satisfied with what they have. The couple repeats the routine for six months and finally returns to the same community, arms crossed and brows furrowed. This time, they angrily say, “We know exactly what we want–do you have it?”

Why are they so angry and short? Well they’ve just spent much of the past six months unsatisfied with their current situation, but unsure what they want to change. As much as they’re afraid of being sold or of committing to something that isn’t right for them, they’ve walked into sales office after sales office, unconsciously begging someone to help them figure out exactly which home will improve their lives.

And now they’re ticked because nobody led them to a solution. Nobody had the courage to reject the “just looking” smokescreen and take them through the process like they would anybody else.

When they said they were just looking, salesperson after salesperson left them alone to wander the models aimlessly and return to their less-than-ideal home with an empty tank of gas and no answers.

Remember, an angry buyer today was a just looking buyer six months ago. And a just looking buyer today is just a solution away from being a contracted buyer. Because what they’re really “just looking” for is someone to guide them home.
________________________________________________________________________________________

For more on this subject, see dare 21 (“Focus on the ‘Just Looking’ Buyer”) of my book, 40 Day Sales Dare.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

To Realtor or not to Realtor?

April 9, 2012

Contributed by Jeanne CongerHandshake-X Factor- Jason Forrest-Forrest Performance Group

Let’s follow the logic.  Realtors have buyers. We need buyers. We need Realtors who have buyers.

The majority of home sales in most markets come from used homes–in most markets, the Broker participation rate is at least 80% for all single-family residential transactions. Why? Because it’s nearly impossible to buy or sell a used (yep, I said USED) home without a Realtor. Buyers are conditioned to call Realtors to look at homes.

So what does this mean for us in the new home market? It means that new home sales professionals should aggressively target Realtors (and thus, buyers). Especially those who would not otherwise be out looking at a brand new home.

So how do we increase Realtor co-op and increase our sales? Stay tuned next week for 10 benefits to Realtors who sell new homes!

In the meantime, be sales ready by creating relationships with the top five Realtors in your sub-market. Show them how you can help them make more sales by partnering with you.

Jeanne Conger, J Forrest Group’s National Sales Coach, has 25 years in the industry; experience with public and private builders; and over 900 hours of real estate courses under her belt. She is truly an industry expert. While she has worked in design studios, marketing departments, merchandising departments, and sales management (she coached a sales team of more than 100), Jeanne enjoys nothing more than being in the trenches.

Jeanne specializes in turning around laggard communities, helping sales professionals generate traffic, providing hiring consulting for sales managers, and coaching design center sales professionals. Learn more about J Forrest Group’s new home sales training programs.

 

Note from Jason Forrest: Success is easy

April 6, 2012

Easy Street Sign-Success is Easy-Jason Forrest-Forrest Performance Group“Weighing yourself daily lets you know when things may be going off track, so that you can make small changes, even day to day.” –Dr. James Brackerman

LifeScript

Sales Pros:

Getting on the scale every day forces you to objectively measure where you’re at because the scale doesn’t lie.

Otherwise, it’s easy to get in delusional thinking and get quite a shock when something that once fit nicely is uncomfortably tight. As Dr. Brackerman said, knowing what you weigh every day allows you to make different decisions and small adjustments.

It’s similar in sales–if you can measure the behaviors and activities that create the sale, then you’ll constantly keep yourself in objective reality. Instead of focusing on whether or not you made a sale, track the activities that lead to a sale. Track behaviors like:

1. Building houses on paper
2. Doing full home site tours
3. Introducing customers to a loan officer

The point is just to keep yourself on track day by day, instead of looking at a number at the end of the month and being disappointed or surprised. Another way to measure your process is to consider your performance after every interaction with a customer.  Ask yourself questions like:

1. Where did the sale stop?
2. Who stopped the sale?
3. What will you do next time?”

If you ask yourself those questions every day, you’re going to push yourself to do the necessary behaviors.

That’s almost too easy, isn’t it? But believe it or not–success is easy.  Like weight loss, it’s a result of decisions and activities. What’s your choice today?

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

Right Side Up?

April 5, 2012

Contributed by Jeanne Conger United Ad Creating Urgency Jeanne Conger new home sales training programs

“Place your expectations in the upright position.” What exactly is United Airlines trying to say? All I know is that it set my alarm bells off with thoughts of: “Warning–don’t expect too much,” and “What exactly are upright expectations anyway?” This is likely in sharp contrast to what they were trying to go for–some sort of an exhortation to have high expectations, maybe?

Two weeks after seeing the ad, I am still not certain what they meant. All I know is that the warning bells are still ringing. I’d be willing to bet the ad didn’t hit the right spot with other members of United’s target audience either.

Critical thinking:

1. Are we guilty of sending unintended mixed messages to our new home buyers?
2. What type of messages resonate with our target audience?
3. What will our prospects be thinking and saying when they leave us?
Action items:

1. Remember that the most important conversations that a buyer has are those that you are not part of. The private conversations new home prospects have with themselves, friends and family.

2. Increase the odds that their conversations about you and your product are positive by helping them fall in love with your home and community. Jason said it best in dare one (“A Spoonful of Sugar”) from his book–The 40 Day Sales Dare.  The dare reminds us to give our buyers a chance to fall in love with our home, neighborhood, amenities and us as sales professionals before we ask them to “place their expectations in the upright position,” for example.

3. Make sure your messages are clear–ask lots of questions to make sure the buyers are picking up what you’re laying down.

Be sales ready!

Jeanne Conger, J Forrest Group’s National Sales Coach, has 25 years in the industry; experience with public and private builders; and over 900 hours of real estate courses under her belt. She is truly an industry expert. While she has worked in design studios, marketing departments, merchandising departments, and sales management (she coached a sales team of more than 100), Jeanne enjoys nothing more than being in the trenches.

Jeanne specializes in turning around laggard communities, helping sales professionals generate traffic, providing hiring consulting for sales managers, and coaching design center sales professionals. Learn more about J Forrest Group’s new home sales training programs.

The Life Inside the Box

April 5, 2012

Contributed by Jason Forrest

Until someone produces the iHome–some revolutionary product that stands apart from all the rest, you’re selling what everyone else is selling–a box with rooms, ceilings, floors, and walls.

But then it’s not about the box, is it? It’s about the memories of kids running around in Superman pajamas, of gathering with friends and family at the dining room table, and of helping kids do homework at the kitchen island. It’s about life.

In this commercial, Sleepy’s mattresses never once delves into springs or firmness or wine glasses. In fact, the only words are the lyrics in the song.  The rest is just images of people living life and enjoying each other. Like in new home sales, Sleepy’s is selling life.

Because it’s not about the box–it’s about the life inside the box.

P.S. Thank you to Adam, sales coach with Richmond American Homes for sharing this commercial with us.

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Welcome to my home

March 27, 2012

Sales Pros: Welcome-Mat Jason Forrest creating urgency new home sales training and development new home sales trainer

What’s the first thing you do when new people come to your place? Do you say, “Welcome to my home…show yourself around?” Or maybe it’s more like the following: “Welcome to my home, let me give you a tour.”

It seems like a silly question, right? Because of course you don’t let people walk in and show themselves around and look through your underwear drawers, right? Because it’s your home.

But that’s the thing–the models are yours too. You’re doing your prospect a disservice if, when they walk through your door, you think you’re doing them a favor by leaving them alone. But they’re in your house. You know it best–you know the features, the layout, and the personal touches that make it what it is.

When a prospect walks into an average salesperson’s model, the salesperson feels like he/she is in the customer’s world. But when a prospect walks into an X factor sale professional’s model, they are in the sales professional’s world.
Each of you is capable of being that leader, you just have to change the way you’re thinking.

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); his ability to create urgency, and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

How to Fail in Business Without Really Trying

March 20, 2012

Way to Everest-Trying-Success-Jason Forrest-Forrest Performance GroupReally trying means doing.  And saying you’ll try means you intend to fail.  It’s a cover for, “I don’t expect to have much success with this, but I want you to think I’m going to give it an honest go, so….I’ll try.”

I happen to know that new home sales professionals who are good about following up are more successful than those who aren’t, which is why I often recommend one hour of uninterrupted follow-up calls. Listen, I get that it’s not easy. People have a lot going on. But it’s also not impossible. So when I get push back from salespeople who say they don’t have time or never have one uninterrupted hour in a day, I push back.

I ask them to commit to making as many calls as they can for one hour. If a prospect comes in, I always, always advise them to take care of the prospect and then get back to making calls. And then, if they can’t get 60 minutes in straight it one day, then they do it again the next day. And the next. Until they succeed. I don’t accept, “I’ll try.”

How often do you “try?” How would your career change if your mindset changed to “I will do,” or “I must do,” as Geoffrey James describes in his post, Three Words that Guarantee Failure.

For more on similar challenges, see 40 Day Sales Dare. Share your thoughts and experiences in the comments below.

Contributed by Jason Forrest

Jason Forrest 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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

What’s your position?

March 12, 2012

Reactive:Proactive-Position-Jason Forrest-Forrest Performance GroupP is for Position and that’s good enough for me.

There are also the marketing P’s (usually product, price, promotion and place) and the other P’s I recently wrote and talked about.  But today, it’s position—what Apple does so well. And it’s something we in new home sales can learn from.

I would sum up Apple’s position as a premium experience at a premium price. Apple maintains this position by controlling both the software and the hardware and delivering an easy-to-use product that always works (at least in theory). Let’s take the iPhone, for example. In contrast with its competitors, the iPhone offers a thin design and great battery life. Case in point—I use my iPhone all day while I watch Droid users frantically search for an available outlet at every opportunity.

Apple isn’t trying to keep up with what competitors are offering (they still don’t offer 4G). Instead, they’re waiting until they can offer such perks without compromising their experience.  Rumor has it that a 4G network is coming soon, but until Apple can incorporate 4G without compromising battery life, they’ll wait. And they’ll be very good at the 3G thing.

In new home sales, positioning is important, too. Too often, builders spin their wheels trying to be all things to all people or trying to keep up with competitors. Going green is a good example. Builders sometimes jump on board just for the sake of keeping up. It’s often less of a strategic move and more of a “We gotta go green because everybody else is!”

Miller & Smith, an east coast builder, has yet to jump on the energy star bandwagon, but they’re still selling more than other builders in their market. When the discussion comes up in their new home sales offices, the sales professionals say, “We’ve decided to take a different approach. We’ve decided to put the money into design instead of energy savings.” Their approach is to build art that you can live in—with large, plentiful windows and a nice flow. After all, even as gas prices continue to inch up, people are still buying gas-guzzlers because the cars themselves are beautiful.

If the buyers just have to have an energy star home, then Miller & Smith isn’t the builder for them.  Like Apple, they’re not going to offer something just because a competitor does. They’re going to be great at what they do offer.

Strategic positioning allows you to say, “You can’t get this total product from anyone else,” or “If you’re looking for x, y, and x; then this is the only option.”  It puts your salespeople in a unique situation and position so that they have something to talk about and can easily sell value instead of the deal.

 

Contributed by Jason Forrest

Jason Forrest 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 and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

Behind every great performer is a great coach

March 9, 2012

Sales Pros— Coaching new home sales training and development creating urgency in the new home sales process  jason forrest

Be open

To getting feedback:

A coach’s job is to get you to do the things you’re uncomfortable doing so that you can earn what you want to earn. Some people pay for coaching out of their own pockets, but you have each been given a coach in the form of your sales manager. I pay for coaching because I want to improve.

Like me, you’re in sales, so there’s something in you that enjoys the prospect of self-betterment, too. So if your manager comes out and gives you some feedback, be open to their suggestions. Get your ego out of the way and listen.

To being uncomfortable:

Receiving feedback can be uncomfortable, but it can also be life-changing. If you don’t understand everything your coach is telling you, seek clarification. Say, “Thanks for taking the time to work with me. I want to understand how this is going to benefit the company and me as a salesperson. Can you help me see what you see?”

To seeking the truth:

Find the truth behind the words. Even if your coach’s delivery lacks finesse, work hard not to take it personally. Seek the truth and try to really understand the advice (rather than focusing on the tone). Don’t reject what they’re saying before you’ve given it full consideration. And remember, if they’re trying to tell you something that they would like for you to improve on, your job could be on the line. They’re trying to help you reach your goals and stay employed, so try to look at it from their pair of glasses.

In the coming week, look for opportunities to learn and improve instead of looking for opportunities to be right.

Here’s to earning what you’re worth!

Jason Forrest

Your turn: share stories of the feedback that has made you better in the comments below.

Avid Builder: Selling is Complete Communication

February 3, 2012

Whistle and Chalk Board-Strategy-New-Jason Forrest-Forrest Performance GroupA complete new home sales process follows the classic communication model: Tell them what you’re going to tell them, tell them, then tell them what you told them. Only with sales, we show and tell since the new home sales process is very interactive.

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.