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Posts Tagged ‘ new home sales training programs ’


X factor sales techniques for the sales professional

September 10, 2012

In the latest Karate Kid, there’s a scene where Dre (the karate kid himself) gets frustrated with his perceived lack of results. He wants to learn how to fight, but he doesn’t understand that he needs to learn the correct strategy before he can actually win. He wants the easy road–the quick fix.

I see it often with salespeople who don’t realize that they need to learn the correct new home marketing ideas & strategy before they can truly succeed.

When we get to the point of understanding the strategy behind addressing an objection like “I just want to think about it,” we can handle it much more successfully. The strategy is to ask ourselves, “What is my purpose in this stage of the sale? What steps must I be using to accomplish this purpose? How will I know that I have accomplished it?”

And strategy also includes understanding the why behind the potential buyers’ statement. Are they scared? Are they missing information that would help them make a decision? Have I asked questions to discover the answers to these questions?

If you want to make a career out of new home sales, then think at a higher level. Delay gratification by trying to learn the strategy before the quick fix. When you do this you will be on your way to true mastery (and holding your own against Jackie Chan).

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.

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.

Are you hungry?

June 15, 2012

Money House-Going Up-Jason Forrest-Forrest Performance GroupHungry sales pros go after it. Every day. They eat conflict for breakfast. They like market sales (the ones that would happen with or without them), but they LOVE x factor sales (the ones they have to fight for).

The housing market is improving. And that’s not just me talking (even though I knew it would). The Wall Street Journal says so and Time Magazine declared that the housing market recovery has “officially begun. So the market is on the up and up. And that’s great news, right? Well yes. And no.

Yes, an improving market likely means more sales, higher consumer confidence, and an improved bottom line.

But be careful that it doesn’t also mean that we let our process and presentation slide. The  greatest benefit of a downturn is that it forces us to get disciplined and to focus on all the things we can control–namely our people, process, and presentation.

The danger of a good market is that we can become benefactors of market sales and stop pursuing x factor sale.

Celebrate the market sales (can I get a booyah?) but stay hungry for the x factor sales.

Whether you’re and x factor sales pro or an x factor sales coach, don’t lose your hunger. Don’t lose your fight.

 

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.