Note From Jason Forrest | Forrest Performance Group

Posts Tagged ‘ note from Jason Forrest ’

Note from Jason Forrest: Keepin’ It Real

April 26, 2013

Tags: new home sales training, note from Jason Forrest, sales trainer, sales training

Sales Pros:

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.

Note from Jason Forrest: Sales Professionals are the X Factor

March 28, 2013

Tags: big ticket sales techniques, note from Jason Forrest, sales techniques, X Factor sales professionals

Sales Pros:

Do you see yourself as the X Factor–the one variable in the sales process that has the most influence on whether traffic turns into sales?

Prices, incentives, and features don’t sell big-ticket products—people do. But it requires more than people with the right qualities, it requires developing those qualities and transforming from a salesperson to a sales professional.

April is just around the corner–what better way to start the new month than with belief that YOU are the X Factor.

Carry it all the way through the year to EARN WHAT YOU’RE WORTH!

Jason Forrest

ABOUT FORREST PERFORMANCE GROUP

Note from Jason Forrest: Reach 1.75 million people

January 18, 2013

Tags: new home sales techniques, note from Jason Forrest

Sales Pros:

Want to reach 1,183,009 people in 140 characters or fewer?

Any guesses how to spread a message to nearly 2 million folks? One post, shared three levels deep reaches about 183,009 people. That’s the power of the net. Often, it’s the worst reviews that spread fastest (case in point–United Breaks Guitars). Thanks Paul Cardis (from Avid Ratings) for the info.

According to Avid–88% of all prospective homebuyers use the Internet to search for a home, and 96% are ages 18-45. And that means the rules of engagement have changed: the power of referrals is more important than ever. It’s no longer about the commodity, the goods, or the service. It’s about the experience.

Buyers who receive a positive referral from an existing homeowner are twice as likely to buy from the referred builder over a randomly-selected builder. Imagine yourself as that one online referral with one simple post from a happy buyer.

Go three levels deep and 1,183,009 people know your name and feel good about your brand. Chills anyone?

Here’s one way to make this work for you: Think about a brand or a service you really like. Ask yourself why is it great. Chances are, one reason is that they somehow provide you a unique and wonderful experience.

This week, try it for yourself. Get creative. Use what you love about these brands and services in your new home sales techniques as an X Factor sales professional. Give your prospective buyers a memorable experience and they’ll talk (or type) about it.

Here’s to earning what you’re worth!

Jason Forrest

ABOUT FORREST PERFORMANCE GROUP

Note from Jason Forrest: Grow or Die

January 11, 2013

Tags: new home sales training, note from Jason Forrest, personal growth

Sales pros:

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

ABOUT FORREST PERFORMANCE GROUP

Note from Jason Forrest: Confidence is Contagious

December 21, 2012

Tags: Fearless Selling, Jason Forrest, Leadership Selling, new home sales training program, note from Jason Forrest, sales training, X Factor Advantage, X Factor sales professionals

Sales Pros:

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

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

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

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

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

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

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

Jason

Note from Jason Forrest: Sales Hall of Shame

December 14, 2012

Tags: new home sales training, note from Jason Forrest, sales hall of shame, sales trainer

Sales pros:

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

Note from Jason Forrest: Reflect on Your Growth

December 7, 2012

Tags: Celebrate Growth, Forrest Performance Group, note from Jason Forrest, sales pros, salespeople

Sales Pros,

Your effort makes a difference! Don’t be the kind perfectionist I am-I 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.

The end of the year is a good time to focus on how much you’ve grown. Today, take 20 minutes to reflect on how far you have improved in each area of the sales process over the last year. 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 new-found belief will give you the necessary fuel to take on your next area of improvement.

Here’s to earning what you’re worth!

Jason

Note from Jason Forrest: Pull the Realtor aside

November 30, 2012

Tags: Forrest Performance Group, Jason Forrest, new home sales techniques, new home sales training, note from Jason Forrest, real estate market, sales techniques, US housing market

Sales Pros:

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

Note from Jason Forrest: Move the sale forward

November 23, 2012

Tags: Jason Forrest, new home sales techniques, note from Jason Forrest, sales professionals, X Factor sales professionals

Sales Pros:

Chantel, a sales professional for one of our Canadian clients, demonstrated some serious X Factor Awesomeness on a recent sale. She was following one of our lessons and extracted an objection–the buyers were not sure if it was the right time to buy. Her response (“You can’t time the market, you can only time your life.”) got her prospects thinking that the time to improve their life wasn’t later. It was now.

So many sales professionals would’ve just let that go. But she asked specifically what they were concerned about and then changed their perspective. With her combination of courage and communication, Chantel was able to move the sale forward by getting her customers to focus on what was most important (improving their lives).

So in the coming week, when you come to an impasse where you’re about to get a deal done, but the customer is hesitating, channel Chantel.

Here’s to earning what you’re worth!

Jason Forrest

Note from Jason: A Sales Lesson from Neiman

November 16, 2012

Tags: Jason Forrest, note from Jason Forrest, sales lesson, sales techniques

Sales Pros:

My wife Shelly needs some holiday outfits. So over the weekend, we went to Neiman Marcus, where she told the sales professional that she was looking for those faux leather jeans that are hot right now. So what did the sales pro hear? Jeans...lots and lots of jeans.

But if you read again, you’ll see that Shelly was looking for a couple of holiday outfits. It’s a classic example of a salesperson thinking they’re doing the right thing by providing what the prospect asks for. Shelly wanted a couple outfits, but she asked for jeans. So that’s exactly what she got–about 25 pairs until her dressing room was spilling over with metallic red and blue denims.

There was no way Shelly was going to get all those and she was starting to feel defeated after five pairs. I know my wife and If I hadn’t stepped in, she would’ve left empty-handed. But even though I was trying to corral two toddlers, I started organizing and de-cluttering the dressing room. I simplified things and kept her focused.

The sales pro didn’t ask the obvious question–”Why are you wanting these jeans? Is there a special occasion?” If she’d done that, she could’ve narrowed it down to the right fit, style, and color. And from there, she’d create momentum and move on to the other outfit pieces.

Moral: don’t overwhelm customers at the beginning with prices, options, etc. It makes them feel like they’re not winning so they quit before they succeed. It stops the sale. The sales pro is supposed to the expert and leader. Because of me, Shelly bought one pair of jeans. But the salesperson completely lost control of the sale and missed out on some blouses, shoes, and accessories that Shelly really wanted to leave with.

Here’s to earning what you’re worth!

Jason Forrest

Posts Tagged ‘ note from Jason Forrest ’

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