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Posts Tagged ‘ new home sales training ’


Note from Jason Forrest: Be Grateful for Your Growth

July 10, 2014

Sales Professionals,Grass-Growth-Reflecting-Jason Forrest-Forrest Performance Group

Your effort makes a difference!

Don’t be a perfectionist (like I am) and focus too much on where people need to improve rather than how far they’ve come. In tough circumstances, we can get discouraged, believing that there is nothing we can do differently to change the outcome. This couldn’t be further from the truth.

Today, take 20 minutes to reflect on how far you have improved in each area of the sales process. Spend this time focusing on how you’ve grown. This will change your thinking and remind you that your effort does make a difference in your sales success and that, without your past growth, you would not be as successful as you are today.

This newfound belief will give you the necessary fuel to take on your next area of improvement.

Here’s to growing (and earning what you’re worth)!

Jason

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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: Selling Success

April 1, 2014

culture_DT_HERO1_tcm138-2126004Are you properly equipping your team to get above and beyond the sales that the market can provide? In his most recent article in Big Builder, Jason delves into the importance of training and how it can set salespeople up to sell in any circumstances . Read an excerpt below:

“At its best, training does more for companies than anything else can. It can improve morale and the customer experience while also increasing revenue. Even more, the most effective training contributes to creating a constructive culture by 1). Convincing employees that their effort makes a difference and 2). Hedging an organization’s bet.”

To find out more about the crucial role that training plays in forging a constructive culture and setting the right tone for sales 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. 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.

Alexander Speakers Bureau features Jason Forrest

October 9, 2013

New Home Sales Training-Jason Forrest-Forrest Performance Group-Leadership SellingIt’s official! Jason Forrest has been added to Alexander Speakers Bureau roster as a “speaker who will knock it out of the park for you!”

Alexander Speakers Bureau retains over 17 years of experience in booking speakers and trainers ideal for specific audiences and events. They are unique in that their team goes out of the way to find the perfect match for any speaker-based occasion.

Help us congratulate Jason not only for making the roster, but also for his continued excellence in coaching sales professionals up in the art and science of selling by increasing sales and retention rates through Leadership Selling, Leadership Sales Coaching, and Leadership Sales Culture training.

 

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.

New Home Sales Training and Development Program | Forrest Performance Group

August 20, 2013

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New Home Sales Training and Development Program | Forrest Performance Group

New Home Sales Training program with Forrest Performance Group.

New Home Sales Training (Mini Clip) | Forrest Performance Group

August 20, 2013

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New Home Sales Training (Mini Clip) | Forrest Performance Group

Check out New Home Sales Training with Jason Forrest.

2011 Leadership Summit – The Bell Cow | New Home Sales Management Training

August 19, 2013

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2011 Leadership Summit – The Bell Cow | New Home Sales Management Training

Jason Forrest elaborates on sales leadership.

2011 Leadership Summit – The Toughest of All Performance Arts

August 19, 2013

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2011 Leadership Summit – The Toughest of All Performance Arts

Jason Forrest explains why sales is the toughest of the performance arts.

PCBC Sales Rally 2010 | New Home Sales Training

August 16, 2013

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PCBC Sales Rally 2010 | New Home Sales Training

Jason speaks at the PCBC Sales Rally 2010.

New Home Sales Management Training Testimonials – Feedback from Rocky Tracy

August 16, 2013

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New Home Sales Management Training Testimonials – Feedback from Rocky Tracy

Rocky Tracy reveals his feedback from the New Home Sales Management Training.

New Home Sales Management Training Testimonials – Feedback from Doug Tice

August 16, 2013

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New Home Sales Management Training Testimonials – Feedback from Doug Tice

Doug Tice gives his feedback from the New Home Sales Management Training.

New Home Sales Management Training Testimonials – Feedback from Rich Tiller

August 16, 2013

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New Home Sales Management Training Testimonials – Feedback from Rich Tiller

Rich Tiller gives his feedback on New Home Sales Management Training.

New Home Sales Management Training Testimonials- Feedback from Jennifer Olsen

August 16, 2013

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New Home Sales Management Training Testimonials- Feedback from Jennifer Olsen

Jennifer Olsen explains her experience with New Home Sales Management Training.

The Time is Now: Buying New Homes

August 6, 2013

Family in front of Home-Going Home-Jason Forrest-Forrest Performance GroupIf ever there was a time to buy a new home, it’s be right now!

According to Trulia’s Rent vs. Buy index, an overwhelming majority of major cities in America show that it is more affordable to be in the new home buyer’s market than in the renter’s market.

Especially with the recent housing price increase (which supports a healthy overall economy as well as the real estate market), there couldn’t be a more perfect market for buying a new home.

As a new home sales professional, here are some points you can remind new home buyers when touring through your new and resale homes:

-Buying a new home means investing in a new beginning.

-Building and buying a new home means buyers can avoid the resale market and get exactly what they want in their new home.

-Starting out in a new neighborhood allows new home buyers to be a key member in creating the neighborhood’s environment.

-Buying while interest rates are rising supports the health of the economy and in turn, increases the value of the new home purchase.

-New homes offer more energy efficient appliances.

-With new technology, less maintenance is required on new homes in comparison to the uncertainty that can come with resale houses.

 

Whether you are a new home sales coach, or a sales professional in the beginning stages of real estate sales training, what additional benefits would you share with your prospects? Comment here and share with your fellow new home sales professionals.

Think about the benefits you would want if you were buying a new house and bring them up the next time you are touring new homes with prospective new home buyers. At your next new home sales seminar, listen and take note of the points others are using. The combination of points may be the answer  your buyer needed all along to commit.

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.

Jason Forrest’s latest for Avid Builder: Accountability

May 17, 2013

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

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

–Erik Chopin, Biggest Loser

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

—-

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: Keepin’ It Real

April 26, 2013

Sales Pros: Bullseye-Proof-Jason Forrest-Forrest Performance Group

On a coaching call today, a sales pro told a story that demonstrated a Scotoma he held. The sales pro, who works for a national builder, recognized a way he locked on to what he wanted to hear (and what he was USED to hearing) and almost lost touch with his buyer because of it.

The buyer had asked if the builder offered deluxe master baths. Our sales pro heard this and, because he was used to people wanting the bath, assumed they’d asked for it because they wanted one. The truth was, the buyer asked about it because they didn’t want it. The sales pro did a great job of recovering when he realized that he hadn’t repeated back the buyer’s desires.

This was a fantastic example of learning from a misstep so that he could correct it next time. And chances are, he’ll remember it that much more!

Don’t be afraid to make mistakes, just be sure you learn from them. And always repeat your buyers’ needs back to them.

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.

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.

Note from Jason: “Yes, and…”

April 19, 2013

Yes:No-Yes…and technique- Jason Forrest- Forrest Performance GroupSales Pros:

As sales pros, it’s hard not to get stuck on the no’s when we don’t have something a prospect wants. But in improvisation techniques, there’s something called the “Yes…and” technique. It’s a way of moving the scene forward.

It works like this:

Let’s say a prospective home buyer asks, “Do you have bigger backyards? We plan to have several children.”

A straight “no” response might send the buyers out the door. On the other hand, a “Yes…and” could establish a greater connection and allow the buyers to see things differently.

For example, the sales pro could say, “Yes a bigger backyard is always something nice to have, especially when you want to have children. And though the lots in this neighborhood aren’t as big as you’d like, there are several parks in the area. With those, you get the benefit of meeting other families in the neighborhood without the hassle of maintaining a big yard.”

Do you see the difference? In the first conversation, the sales professional completely shut down the conversation (and likely the sale). In the second, the sales pro acknowledged the buyer’s wants, but also moved the sale forward by offering up an alternative that could meet (or maybe even exceed) that desire. In acting, it moves the scene forward. In selling, it moves the sale forward.

Try it for yourself. Rather than jumping to the immediate and negative “no,” practice using the “yes…and” technique. Come back here and comment how your sales process grows because of 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 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: Info versus Application

February 12, 2013

home sales trainingDear Sales Pros:

Training is good, but I don’t care how many lessons you get, if you don’t apply them, they do you no good. That’s why it’s so important to put your lessons into practice. You may hear the best, most-inspiring speaker, but if you don’t know what to do with all those lessons once you leave, you won’t retain that knowledge.

Sales Executive Council research shows that your performance will increase by 22% with training alone. But without continued coaching and on-the-job reinforcement, your will lose 87% of the training after just one month. With long-term coaching, your performance can increase by up to 88%. You’ll retain your training and discover how to implement it successfully.

If you want results, don’t look for a quick fix.

Here’s to investing in long-term solutions and 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.

Visit ForrestPG.com for more information.

Interview with BuilderRadio: Sales Manager vs. Sales Coach

January 25, 2013

BuilderRadio logo Jason Forrest Forrest Performance Group new home sales training sales trainer Forrest PG Forrest Performance Group new home sales training and development US housing market real estateJason’s interview with BuilderRadio: Sales Manager vs. Sales Coach: A New Mindset.

 

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: Grow or Die

January 11, 2013

Sales pros: Flowers-Growth-Jason Forrest-Forrest Performance Group

If you’re not growing, you’re dying. We’ve been talking a lot in recent weeks about making sure 2013 is a year of growth rather than stagnation. And it’s not idle chatter–we’ve been taking our own advice.

At Forrest PG, we’ve been growing by updating our university sites. We listened to our clients and incorporated even more user-friendly elements into our online university. We also brought on a new team member to keep up with our growth.

We’re growing (both internally and externally). Are you?

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.

Take the Lead: Your Next Move

January 8, 2013

What’s your next move?  Chess-Next Move-Jason Forrest-Forrest Performance Group

Now that the excitement of confetti, the countdown to midnight, and the welcoming of the New Year have subsided, what new strategies will you implement 2013? Are there tactics you vowed to use last year that you would like to recommit to this year?

Don’t wait for inspiration to hit you. Create urgency in your goals now.

In 2013:

Focus on your buyer’s needs: As an X Factor sales professional, your objective is not just the sale, but to accomplish the customers’ mission to improve their lives. When you do that, the sale often follows.

Prioritize your goals: What strategy will help you improve the most, and what goal can you afford to focus on the least? Consider last year. If something worked, keep doing it. If it didn’t, try a new approach. Whatever you choose, commit.

Use your resources: Resources like Forrest PG’s new home sales training program and its up-to-date strategies will lead you to more confidence in your everyday sales process.

Hold yourself accountable: It’s great to have someone beside you (a coach, a spouse, a boss), but the real question is: How bad do YOU want it?

What will you take from last year’s failures and successes to develop your sales process in 2013?

Focus. Prioritize. Plan.

 

 

 

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: In it to Win it

December 26, 2012

bdmag Jason Forrest Forrest Performance Group new home sales training sales trainer published articleJason’s latest article, In it to Win it, on page 52, discusses tips and strategies to win in 2013.

 

About 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: Creating Urgency & A Sales Tip for 2013

December 16, 2012

Jason shares a tip for 2013 and a his next column on Creating Urgency. Happy New Year-2013-Jason Forrest-Forrest Performance Group

See pages 6-7 and 16-17 at SOLDlab.

 

 

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

 

 

Note from Jason Forrest: Sales Hall of Shame

December 14, 2012

Sales pros: Boots-Jason Forrest-Forrest Performance Group

In September, my wife gave me a gift certificate for custom boots at a world-renowned store. It’s December and I just made my first visit. I’ve procrastinated because it’s such a long process and you have to have to really get it right. It takes a year to make these boots and it’s a lot of work to get it started. I’ll need to choose from 25 kinds of leather as well as pick what kind of patches, stitching, and lettering I want.

I’m a busy man so once I finally got to the point where I was ready to move forward and take the time to pick exactly what I want, I walked in determined. It should have been an easy sale for the salesperson. No need to convince me to buy. No conflict necessary. I was ready to spend up to $5,000 on these boots and all he needed to do was lead the way. Instead, he said, “This is going to be a problem because we close in 45 minutes and it’s going to take at least an hour to do the process. Can you come back another day?”

This guy didn’t know if I came from around the corner or around the world. He didn’t know how much it had taken to get me through the doors in the first place. I came ready to spend a lot of money and I left really turned off. This guy belongs in the sales hall of shame.

It’s nearing the end of the year and it’s time for an honest self-evaluation. Has any customer ever left you feeling like you just wouldn’t let them buy? Don’t be that salesperson. Make it easy for customers to give you their money. Don’t let your picture go up on that wall.

Here’s to earning what you’re worth in 2013!

Jason Forrest

 

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

Springtime Selling in December

December 5, 2012

Who says you can’t have springtime sales in December? Check out Jason’s latest article to see how you can have Springtime Sales in December.Family-Springtime Sales-Jason Forrest-Forrest Performance Group

 

 

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.

Note from Jason Forrest: Pull the Realtor aside

November 30, 2012

Sales Pros: Hurdle-Sales-Realtors-Jason Forrest- Forrest Performance Group

You’re working with some prospects, taking them through the sales process and giving them the best presentation you can. And then it hits them–this is the home for them. You see it in their eyes and you all know it’s time for the next step. But then…the Realtor steps in and stops the sale.

As the sale comes to a screeching halt, you recognize that it’s not in the customers’ best interest. And in order to save the sale, you’re gonna have to do something. You’re going to have to sell the Realtor.

Janet, a sales pro at Village Homes in Fort Worth faced this situation during a recent sales presentation. The customers were ready and excited, but the realtor wanted to yield the sale and said, “Let’s take a break. Let’s sleep on it and talk again tomorrow.”

But Janet didn’t step into that dreamland. Instead, she pulled the realtor out of the room and said, “You’re going to make 20K on this house. Would you like to have that 20K in your pocket by Christmas?” The Realtor of course said yes. So then Janet asked, “And of all the homes you’ve shown this couple, do you know that is the right house?” It takes some guts to ask this question, but Janet could do it because she was confident that she’d asked the right questions and was providing the best home for the customer. So with three yeses in her pocket, Janet said, “ Let’s get the deal done so the buyer can have the house they want before Christmas.” They signed that day.

Janet is a shining example of courage. She threw it all on the line and changed the Realtor’s perspective. And it worked.

This week–channel Janet’s courage.

Here’s to earning what you’re worth!

Jason Forrest

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.

The 41st Dare: Don’t Chase the Unicorn

October 18, 2012

On a recent coaching call, a sales pro told me that he uses the “little black dress” with buyers. The idea is based on olbd4 Jason Forrest New Home sales training and development new home sales training forrest performance group x factor creating urgencyne of the dares in my book, 40 Day Sales Dare. It’s about my wife, who went in search of the perfect little black dress for an event. She wanted a certain material, length, cut, and style. And she never found it.

But she did find something that was close. And it turned out that she got what she didn’t know she wanted.

The concept was for sales professionals to understand that the perfect home, car, or diamond doesn’t exist. So instead of chasing the unicorn, their job is to help prospects prioritize what’s most important to them and then make compromises.

While I always saw it as a way to help sales professionals see things differently in their interactions with potential buyers, this sales pro actually tells buyers about the little black dress–allowing them to relate it to their own experiences. Nice work! I love it when sales pros help me see things differently!

 

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.

Jason Forrest in Houston Agent: You Might Be an X Factor

October 17, 2012

Jason Forrest’s latest article for Houston Agent: You Might Be an X Factor

Handshake-X Factor- Jason Forrest-Forrest Performance Group

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

More Training or Less?

October 5, 2012

How to use training to gain success AND remain successful.

Contributed by Jason Forrest, new home sales trainer/coach

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 (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.