blogheader.png

Posts Tagged ‘ note from Jason Forrest ’


Note from Jason Forrest: Why People Matter

April 17, 2014

Sales Pros:new home sales training workshops

I love a good product just as much as the next guy, but if merchandise alone sold big-ticket items, we wouldn’t need to man our model homes and we’d all be picking our cars from an online catalog. We’d just build and design the best possible models and watch the contracts roll in.

One of the major buzzwords in the housing industry, for example, is green. Conferences focus heavily on what product will provide an edge over competitors, but the biggest, baddest, greenest product in the world means nothing if nobody can communicate its value.

When I was eight, I watched my dad present three one-carat diamonds to a young couple. The stones were identical to the naked eye and ranged from $3,000 to $15,000. After my father demonstrated the differences with equipment and education, the couple bought the most expensive rock. They spent five times more for something they couldn’t even see. Without my dad’s ability to communicate the value of the superior diamond, the difference would have meant nothing to the couple.

The best edge a company can have over a competitor is to put the best possible people in position.

I guess what I’m saying is that you matter. So, 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: How to Lose a Buyer in 40 Seconds

April 10, 2014

Sales Pros:sales training seminars

People don’t have a problem with sales professionals. They have a problem with anyone who wastes their time and with unethical, boring, or unhelpful salespeople.

That’s not the kind of salesperson you have to be. There are many ways to lose clients (and taint the profession’s reputation while you’re at it). Today, we’ll focus on one faux pas that’s common in our industry–sending generic emails with information that doesn’t apply to the recipient.

I told a Realtor exactly what kind of home I wanted, but at least once a week he sends me a generic e-mail with all of his listings, most of which are completely irrelevant to me. I have lost respect for him and delete his emails with nary a click. He does not own the process, he is not helpful, and worst yet, he is wasting my time. It may not technically count as spam, but it has the same effect on me. With this kind of “service,” I might as well do it on my own.

Tip: Don’t send customers generic marketing pieces with your homes or available inventory. Send customized pieces only. sales training seminars

To help hold yourself accountable, always start the email with something like, “Based on your desire to have (stated needs) I thought you would enjoy this,” or “Based on your concern about (stated concern), I thought you’d want to see this listing.”

If your clients feel like you are looking out for their interests and that you’re saving them time instead of wasting their precious time, you’ll gain their respect and appreciation. On the other hand, if your clients feel like just another email address in your contact list, you’ll lose their respect and likely, their business, too.

Here’s to keeping your prospects happy and 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. 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: It’s All On You

April 4, 2014

Sales Pros:

No matter what I am trying to accomplish in life, my dad always has the same words of wisdom. When I wasn’t sure if I’d make first string on the football team, he said it. When I had to fight to get into TCU, he said it. And even when I was trying to convince my wife Shelly to marry me, he said the same four words: It’s all on you.

That’s why I LOVE, LOVE, LOVE this video from my alma mater. It demonstrates the spirit that made me want to go there in the first place. The one that says, ”Luck is the last dying wish of those who want to believe that winning can happen by accident. Sweat, on the other hand, is for those who know it’s a choice.”

Don’t wait for the sales gods to bless you with another sale. Create your own future. Get out there and earn it. It IS a choice.

Make the choice today to earn 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. 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.

Victims are Fearful: Victors Are Fearless (Note from Jason Forrest)

March 28, 2014

Erasing Fear-Handling Objections-Jason Forrest Forrest Performance Group-Sales Techniques-Training X Factor Sales professionals-Hot beliefsSales Pros:

Fearless salespeople never play the victim.

While sales managers often try to encourage their teams by saying things like, “We’ll weather this storm,” or “We’ve just gotta sit tight and wait for the upswing;” they don’t see that such phrases actually take the power and hope away from salespeople. It’s because they strip their people of accepting any challenge that will encourage growth.

Remember: Fearless X Factors thrive on objections. I’ve said it before. Regardless of the season, your ownership of the overall sales process will determine the outcome of the sale.

Own more. Fear less.

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. 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: Train to Gain

March 20, 2014

Training-tips for success-mentality-growth mindset-learning-education-sales process-sales techniques-Jason Forrest-Forrest Performance Group-Improvement-Why we trainSales Pros:

Why do you train?

Great athletes train to reach their potential in their athletic performance. Salespeople train for two reasons: To perform well and to improve their company’s brand.

Performing Well: In order to earn worth-it money, you must perform extremely well and the outcome is congruent to the effort you put in. When you train, you develop a skill set. The harder you train, the better the skill, and ultimately, performance. Do you have your performance juice?

Improving Your Company’s Brand:  For the X Factors that eat, breath, sleep, and sweat selling, brand integrity is huge! The brand doesn’t function off of one X Factor’s effort, but it is either supported or damaged with each customer interaction.

How well do you train? Are you putting in the required effort to see desired results? The decision is up to you!

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.

 

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.

Note from Jason: You Can’t Get Full on Unicorn Meat

March 6, 2014

Unicorn Meat-Unicorn Home-Unicorn product-Buyer Decision Points-Leadership Selling-Buyer Wants-Jason Forrest-Forrest Performance Group-Selling alternatives-SalesSales Pros:

Unicorn meat tastes like rainbows, sunshine, and sparkles, but don’t expect it to fuel your next marathon.

Big-ticket buyers who pursue the mythical “perfect” home or car will be left similarly lacking. Often, before they even set foot in a model home or car lot, buyers feel like they know exactly what they want, and often, it doesn’t exist.

To eliminate the unicorn product, prioritize to move the sales forward.

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.

Note From Jason: Five Characteristics of a Confident Salesperson

February 27, 2014

Super Salesman-Confidence-Ownership-Sales process-Sales Techniques-Hot Beliefs-Jason Forrest-Forrest Performance Group-Buyer decision points-Growth mindset-ImprovementSales Pros:

As your buyers’ primary source of confidence, motivation, and hope, you are the “go-to” expert. When a prospect has a question, gets cold feet, or needs advice, YOU are the one they seek to ease their minds.

Below are five ways to build trust as your buyer’s primary source of confidence:

-Be knowledgeable. Know what sets your brand apart from the competitor’s. Know features, possible alternatives, market trends, and how to dig deep into each buyer’s needs.

-Be fearless! X Factors run towards the roar. Confident people are so because they learn to handle their emotions well. Not only do confident people understand the implications of failure, but use the lessons learned to propel them forward (failing forward). As a result, they’re not afraid to take risks.

-Be willing to listen. Other than the overall product, you don’t know the buyer’s taste and wants until they tell you. In order for a buyer to be confident in following you, they must be confident in your ability to understand their wants, which begins with listening.

-Don’t put others down. (Including the competition.) This isn’t high school. Putting others down gives you a false sense of confidence and makes you seem insecure. Have integrity for your brand and your ability to compete well!

-Focus on earning respect rather than pleasing people.

Let your confidence be contagious!

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.

Note from Jason: Three Ways to Identify that You and Your Buyer are Not on the Same Page

February 21, 2014

Apples and Oranges-Discrepancies-Seeing eye to eye-Convincing the buyer-ownership-leading the sales process-Jason Forrest-Forrest Performance Group-Sales techniques-LeadershipSales Pros:

Rarely will the salesperson have a ready, willing, and able buyer walk through their door. As a result, it’s not uncommon to find yourself in opposition to your buyer.

Most of the time, it’s easy to tell when you and the buyer are not on the same page, but there are some instances where you may be unaware of their objections on account of what you’ve done in the process. You’re probably not on the same page as your buyer if:

-The buyer frequently changes the subject from the conversation you’re leading. Here’s why: You haven’t earned your buyer’s trust yet. By switching from topic to topic, they are giving you permission to dig deeper into their wants and needs. Your solution: Dig deep!

-Your prospect continuously compares you to your competitors. Here’s why: If your prospect talks about the great features and the experience they had with the competition, they’re basically telling you that you still haven’t sold them on your brand. Your solution: Stop delaying! From the moment they walk into your presence, create an experience for your buyer that exemplifies what’s different and unique about your brand.

-The buyer says they love everything but the price. Here’s why: When the prospect is worried about an aspect of the sale like price, it means they are being sold on the product and not the the added value of the product or the experience it offers. Your solution: Demonstrate the value and sell them emotionally.

These are only a few examples of where you and the buyer may not be on the same page. Can you think of more?

Don’t wait until the end of the sale to find out if you’re on the same page as your buyer. Start the moment they are in front of you and continue through the end of the sale.

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.

 

Note from Jason: Focus, then fire.

February 14, 2014

Focused building under lenses-Staying focused-Leading the buyer-Sales Techniques-Sales Process-Jason Forrest-Forrest Performance Group-Sales Success-Sales Trainer-tips for successSales Pros:

Whatever you focus on gets bigger. When you focus on a technique or ability, you build a habit. The effort you put into the habit and what you choose to focus on during its formation, will directly reflect the sale’s outcome.

During the sale, where does your focus go? If your mind concentrates consistently on the idea that nobody likes a feature on/in your product, then you allow your prospect the opportunity to notice it. Instead, if your mind centers on what sets your brand apart from the competition’s, then your buyer will regard nothing but that.

Sometimes, staying focused can be challenging. Here are some tips for keeping your head in the game:

-Know the sales process. Practice going through sample scripts before each sales day begins. Think of it like a warm-up: Your ability to focus and succeed correlates to how well you train for your event.

-Get creative with your opening. How you begin your time with your prospect will set the tone for the remaining time.

-Be time-conscientious. Your prospect offers you only so much of their time. Even though they are interested, your prospect will leave if you don’t quickly and effectively demonstrate valuable points. The time is now!

These are just a few to get you started. What else would you add to keep the focus juices flowing?

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.

Note from Jason: A Nugget of Encouragement

February 7, 2014

Woman with a Megaphone-Coaching-Jason Forrest-Forrest Performance GroupSales Pros:

Do you ever take on pressure about your position, knowing that everything from what you say to what you do is being watched by your peers, coaches, and prospects?

Great news: you don’t have to be perfect, but you do need to accept your role as a leader, provide resolution, and step up to the plate as the primary source of confidence, motivation, and certainty for your buyers.

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: Hit the X-Factor Nerve

January 31, 2014

Nerve-X Factor Nerve-Growth mindset-Run towards the roar-Selling against the competition-Difference-Jason Forrest-Forrest Performance Group-Leadership Selling-Taking the lead-OwnershipSales Pros:

Do you have the X-Factor nerve? Emotional intelligence allows salespeople to respond appropriately to oppositional (or even combative) prospects.

Your buyer says to you, “That over there looks interesting, can we go look at that?” or “I’m not ready to buy today…let me think on it,” interrupting or the sales process. Rather than calling them out from a defensive position,  you allow the X-Factor nerve to kick in and say, “We definitely can take a look at that. I think you’re really going to love what I have planned, so let’s go there first.”

As a knowledgeable and confident salesperson, you beam with swagger. It’s what keeps you cool, collected, and ready to handle the shark tank. (Hint: I’m speaking of emotional intelligence.)

Are you smarter than your emotions?

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.

Note from Jason Forrest: To Combat or Collaborate?

January 24, 2014

Group working the cogs-Collaboration-Teamwork-Collaboration vs. Combat-Jason Forrest-Forrest Performance Group-Source of Confidence-Leadership-Lightbearer-SuccessSales Pros:

Your prospect just told you “no.” Do you respond from a position of combat or collaboration?

A position of combat looks like this:

You’ve had a solid conversation with the buyer and know what they are looking for. Just as you’re on your way to show them the product that will most improve their lives, they get enticed by something unrelated to the goal at hand. A combative response is something like: “No, that isn’t the right product for you,” or, “Based on what we discussed before, that isn’t what you’re looking for.” Immediately, the prospect is on the defense and you are no longer operating as teammates.

A position of collaboration looks like this:

The same scenario as above, only you respond differently. “We can definitely look at that, but right now, I want to show you the product that best suits the needs you expressed.” This way, “no” never comes out of your mouth and you are consistently being the entrusted light-bearer and their primary source of confidence.

A collaborative approach demonstrates a mission-focused mindset whereas the combative approach reveals  a product-focused one.

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.

Sales Pros: Earn Your Title and the Sale (Note from Jason Forrest)

January 17, 2014

Body Language-Confidence-Presentation-Prospect-Jason Forrest-Forrest Performance Group-Orientation-Communication-Business-Sales-Sales TechniquesSales Pros:

In order to earn the right to sell, you must also earn your buyer’s trust.

Earning the right to sell takes a lot more than showing up and having “salesperson” on your name tag. Prospects aren’t obligated to trust or respect you; that is something you must earn.

Here are a few steps for earning the right to sell:

In order to gain credibility, you must have a bucket of knowledge to pull from. This should include information like facts about the competition’s and your own product, as well as an understanding of the sales process and how to maneuver through it.

Do you know and accept that you are their primary source of confidence? To own this responsibility, it is imperative to be confident in yourself and what you use to lead your buyers through the process. After all, confidence is contagious! And once you instill confidence in buyers, they will show a willingness to follow you–as the seasoned sales pro.

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.

Note from Jason Forrest: Come on, get happy!

January 10, 2014

Woman with arms in the air-Happiness-Success-Science to happiness-Joy-Celebration-Jason Forrest-Forrest Performance Group-Earning what you're worth-Your Life purposeSales Pros:

You may have a list of contributing factors to your overall happiness, but are you aware that there’s a science to it?

This infographic shows what contributes to happiness. It even shows percentages. One important ingredient is finding your purpose (or what I like to call your why).

If you don’t like what you find there, change it. If your purpose is to lead your homebuyers, auto-buyers, or other big-ticket customers to a solution that improves their lives, then you are using your gift.

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.

Note from Jason Forrest: The gift that keeps on giving

January 3, 2014

Newsletter and mouse-2014-New Year-What to expect from us-Jason Forrest-Forrest Performance Group-Sales Training-Sales Techniques-Tips and Tricks-Sales Process-Improvement-AchievementSales Pros:

It’s our first X-Factor newsletter of the year and there’s nothing but fresh and tantalizing content coming to you!  In addition to all the sales training tips you’ve come to expect, here’s a little of what you can anticipate from us and our newsletters this year:

-Up-to-date information and leadership assessment tools about and for the current selling market

-Tips and techniques to challenge, lead, engage, refine, and improve your sales process/style

-Social Media updates that show you pictures, quotes, videos and more about where we go, what we do, and words that inspire us.

-Videos that feature specific X Factor Sales Pros on their take-aways and application

-A whole new program on sales coaching training called Leadership Sales Coaching

Don’t miss out on our newsletters! They can be the voice you need to keep you accountable to weekly challenges and vital skill-sets.

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.

Note from Jason Forrest: One-year check up

December 27, 2013

Ready Set Grow-Attitude-Can do-Jason Forrest-Forrest Performance Group-Growth Mindset-Actions-Beliefs-Programming-Coaching X Factor ProfessionalsSales Pros:

At the beginning of this year, we talked about focusing, prioritizing, and planning to achieve your goals for the coming year.

How bad did you want it? Did you take your sales leadership training and leadership assessment tools seriously this past year? Did you improve on existing skills and gain new ones?

Whatever happened this past year, take the time to reflect on both your successes and failures (knowing that your failures are just as important because they lead to the biggest successes) and to plan to grow even more in the coming year. Will you need stronger accountability? More organization? Better time management?

Make a plan and stick to it because past success does not guarantee future success.

To encourage those around you, comment and share with the greatest contributor to your sales success in the 2013 sales year.

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.

Note from Jason Forrest: Three Ways to get your Buyer to see the Value

December 20, 2013

Value under magnifying glass-Finding the value-Jason Forrest-Scavenger hunt-growth mindset-earning what you're worth-Digging deepSales Pros:

I always say that selling is the toughest of the performance arts because the salesperson works for free every day. Sales is also tough because every day you are met with a challenge: To get your prospect to see the value of what you are selling for the listed price.

But how do you do that? As far as I know, there’s no way to go inside someone’s head and tweak their thoughts. The answer lies in Consumer Confidence.

You are a seasoned sales pro who knows the product and its worth, and as such, shoulder the ability to pass that knowledge on to your buyer. Yes, the buyer might have done some prior research, but they don’t bear the title “professional.”  You are the entrusted light-bearer!

This confidence emerges when you progressively handle the buyer’s objections, take the time to go three whys deep, and carefully create an experience that brings to life the value of the product and the time spent with you, the X Factor Sales Pro. And when you can stimulate this confidence in your buyer, the sale will come naturally.

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.

Note from Jason Forrest: Your opportunity to rise

December 13, 2013

Opportunity knocker-Growth Mindset-Success-Reward-Leadership-Jason Forrest-Forrest Performance Group-Action-ChallengesSales Pros:

You’ve heard of Debbie Downer, Grumpy Gus, Sad Sally, Negative Nancy, and probably more (most of which are used in a derogative context.) BUT, hidden within all the negativity is opportunity. Can you spot it?

Kobe Bryant does: “Everything negative–pressure, challenges–is all an opportunity for me to rise.”

The word “opportunity” is key regarding negativity. During the holidays, especially, and with the imminent new year, it’s easy to stress over sales. Sometimes stress is unavoidable, but the best way to handle it is to keep in check your mindset; is it a growth or fixed one?

A growth mindset will recognize, like Kobe, that negativity is an opportunity to rise above the circumstance and to push forward without creating scotomas or objections.

The opportunity has always been there; what will you do with it?

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.

Note from Jason Forrest: Challenge-o’s, The breakfast of X Factors

December 6, 2013

Woman Climbing-Confidence-Accepted Challenges-X Factor Sales Pro-Swagger-Jason Forrest-Forrest Performance GroupSales Pros:

Do you wake up in the morning craving a challenge? Do you often put the hardest task at the top of your list? Do you begin your day with an intense workout? If you’ve answered yes to any or all of these questions, there’s a high possibility that you are an X Factor.

In a recent article, James Clear (a contributing writer from Business Insider) discusses that behavioral scientists “have discovered that one of the most effective ways to create an enjoyable experience is to stack the painful parts of the experience early in the process” because “psychologically, we prefer experiences that improve over time.”

This is not unlike the X Factor’s ability to run towards the roar.  It flows from the belief that you can earn what you’re worth by doing something you don’t want to do right now, knowing that later it will benefit you. Rather than making excuses or procrastinating, the X Factor searches for the challenge because it is fuel for the rest of the day.

If you didn’t answer yes to any of the questions above, but want a taste of the X Factor’s morning breakfast, here are a few things you can do (but be warned, you will have to bite the bullet the first few times):

-Begin with something small like cleaning around your house. Start with your least favorite chore like scrubbing the tile and end with something like vacuuming.

If that’s too easy for you, take it up a notch.

-Change your afternoon workout to the first thing you do in the morning. As you habitually take on the most challenging thing first, the easier it will be to instinctively tackle everyday challenges.

And of course, it should be part of your work routine too:

-Set hard (but obtainable) goals. Work on the difficult and demanding projects first. Or do something you normally put off first. But most importantly, hold yourself accountable to achieving your intentions!

Do you have what it takes to be an X-Factor Sales Pro?

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. 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: Nick Saban says, “Get Your Mind Right”

November 29, 2013

Xs and Os play-Strategy-Jason Forrest-Forrest Performance Group-Growth Mindset-Process-Desired Result-Satisfaction-MasterySales Pros:

“GET YOUR MIND RIGHT!!”

Tomorrow, Auburn and Alabama will face off in an epic Iron Bowl challenge, so we are turning our attention to Nick Saban and his epic team.

Under Nick Saban, the University of Alabama has become a gold-standard for college football and it all comes down to Saban’s beliefs.

On 60 minutes, Nick Saban was dubbed the most dominant coach in college football including the man chasing after perfection. Saban said he is, “Creating a standard for how to do things,” and that, “Everyone must buy in to this standard or you won’t have chemistry.” At the core of every performance, in a team environment, there must be the same belief for a unified result.

One such crucial belief, in football or in sales, is about focusing on the next play rather than on the scoreboard. When the right beliefs are in line, the correct behaviors will follow, and consequently, so will the desired results.  But in order for the right behaviors to follow, there must also be accountability. (Or someone to hold the person accountable to the correct behaviors.) And if the thought of having someone keep you accountable makes you shudder, then you might want to dig three whys deep for the reasons you’re doing what you’re doing.

When you love your craft, you love it for its entirety, not just the results. Likewise, you should have the same passion for learning the basics, perfecting them, and then going back to each even if you feel like you’ve mastered them all. Potential for growth can occur at any point in the process.

Join the X-Factor revolution and change your concentration from the score to the plays; you might just find that the result will take care of itself.

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. 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: Train Like a Gladiator, Sell Like a Pro

November 22, 2013

Gladiator-Honor-Title-Respect-Arena-Sales Techniques-Hot Beliefs-Jason Forrest-Forrest Performance Group-X Factor-ChoiceSales Pros:

Defend your honor!

As you read this, you’re entering the ludi (barracks) for training. There is a performance to prepare for; how will you train?

Most gladiators fought as slaves, but those who took the oath voluntarily entered for the sake of honor. Even though death and shame were high possibilities, the reward outweighed the cost.*

These gladiators were masters in their craft. They paid attention to minute details of technique, studied weaknesses of  different combat styles, and constantly looked for ways to gain the advantage on their performance. Forget about excuses. If one arose, the gladiator quickly buried it because any excuse to train poorly gives an opponent room to advance.

How would you train today if you knew that your next sales presentation could be your last? You might begin by considering your techniques as well as your past failures and successes. If you find that there’s room for improvement, which there always is, you’ll decide to go through the rigorous training to earn the honor you’re worth! You’ll begin to look for possible objections your prospect might have and train to respond to them.

The sales arena is before you–what will you do with your training to emerge as the victor?

Here’s to earning what you’re worth!

Jason Forrest

 

* Gladiator Training Camp

 

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: Mastery is in the Journey, not the Destination

November 15, 2013

Hands carving wood-Mastery-Journey-Process-Ownership-Jason Forrest-Forrest Performance Group-Success-X Factor Sales Pros“We fail to realize that mastery is not about perfection. It’s about a process, a journey. The master is the one who stays on the path day after day, year after year. The master is the one who is willing to try, and fail, and try again, for as long as he or she lives.”

–George Leonard

Sales Pros:

Mastery is often thought of as the culmination of knowledge in any given craft; a moment reached after so much time is clocked with the craft. But if you consider the etymology of the word master, you might rethink your understanding.

According to etymology online, an early meaning of the word was “man of learning.” The “ing” indicates a constant, never ending process.

If you love your craft, spend time working in it and caring about all its minute details. From there, learn and learn again. To be a master, you must be in the process, not above or outside it. And when you are on the path day after day, year after year, you will  be earning the opportunity to say “I am a master of my craft!”

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. 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: Get Frustrated. It’s Good for You

November 8, 2013

Frustrated man in front of plans-Success-Failure-Find it fail it frustrate fix it-Jason Forrest-Forrest Performance Group-Hot beliefs-Sales-Growth MindsetSales Pros:

You know the feeling. What began with the spark of a desired outcome is diverted from its original course. Questions emerge. The internal struggle ensues. Your heart pounds and your blood boils. It looks a lot like anger, but it’s actually anger’s cousin: frustration.

Most people view frustration as a beast that needs to be tamed. But frustration over an inability to change or achieve a desired result can lead to growth as long as, in the moment of frustration, the desire for the intended outcome remains. This is key. Out of this desire flows the fuel to persevere, and most importantly, to learn.

When we struggle for an intended result or for a piece of knowledge/information, we are more likely to retain it. What’s too easily won is not valued as much.

Frustration doesn’t feel good, but if you’re never frustrated, you’re not trying hard enough or you don’t want to improve badly enough.

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. 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: A note on the TED Talk Challenge

November 1, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalitySales Pros:

The October TED Talk Challenge has come to an end, and what a journey towards inspiration it was! In fact, I had so much fun with it that I’m going to carry it on and do it for a whole year! I’m taking the TED Talks discussion to Twitter, where I’ll sound off on what I’m getting out of the experience.

I heard talks about having gratitude for nature’s beauty, using our talents to do good, and the danger of thinking and acting on a “single story.” I even watched an infant’s process of learning to say the word “water,” with 6 months of language development condensed into 40 seconds.

My greatest takeaway from the overall experience is that it’s all about changing the way we look at things.

Watching other experts share ideas expanded my level of consciousness. Are all of my problems solved? No. BUT, the hypothesis of getting out of my current consciousness was correct .

Interestingly enough, I discovered a reoccurring theme throughout the majority of the talks and it happens to be one that I do life by: Changing beliefs and how you see things changes everything.

These are my top recommendations for those in sales careers:

Brené Brown: The power of vulnerability

Simon Sinek: How great leaders inspire action

Amy Cuddy: Your body language shapes who you are. “Fake it until you become it”

Rick Warren: A life of purpose

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. 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.

 

 

 

 

 

Share with us some of your insights and greatest takeaways from the talks.

Note from Jason Forrest: On Vulnerability

October 11, 2013

“When we say ‘I’m enough’, we stop screaming and start listening.”

–Brené Brown

Beliefs Quote-I'm enough-TED Talks-Handling Objections-Jason Forrest-Forrest Performance Group-Growth Mindset-Hot BeliefsSales Pros:

What does the phrase “I’m enough” mean to you? Hint: It deals with your self-worth. In any given situation, you go in with a mentality that says “I’m enough”, your actions and results will have a direct correlation to your beliefs.

As a result, it also means you have a limitless capability. You can boldly say, “I am not a goose!” giving yourself permission to write your own life script and to run towards any roar.

If you don’t believe you’re enough, your mind won’t be in its right frame. You will be more concerned about what others think and defending yourself (screaming) rather than letting your own voice tell you what you’re worth and acting upon that (listening). When you believe you’re enough, your ears are open to hear the advice others give you, which allows you to make coherent decisions. Believe you’re enough to handle life’s objections and own 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.

Note from Jason Forrest: Revealing Your Brand through the Demonstration Process

October 4, 2013

Sales Pros:

Value under magnifying glass-Finding the value-Jason Forrest-Scavenger hunt-growth mindset-earning what you're worth-Digging deepDo you know the value of your brand? If you don’t, then you might want to find it before you attempt to convince your buyers of it. You can only effectively communicate what you know yourself.

If you do know the value of your brand, it’s time for you to get creative in how you reveal this value to your buyer.

An excellent way to do this is to integrate a scavenger hunt into your demonstration. You won’t tell your prospect that you’re doing a scavenger hunt, but you will set them up to expect a resolution by the end of their time with you. You may say something like, “By the end of this presentation, I want you to have found the value of purchasing this product. However, if you don’t find the value of it by the time we’re done, then you should go with the competitor.”

As you do your product demonstration, let it be a strategic game for you. Place the clues throughout your presentation and lead your prospects the clue (why people choose your product, what differentiates you from the competitor, etc.).  At the end of your presentation, the clues add up to your brand’s overall value and brand message. If your buyer can restate the value back to you, then you know you’ve created and played a successful scavenger hunt. If they cannot, then you might need to work on clarifying your clues along with listening closer to the value the buyer is looking for. Don’t be afraid to put the hunt on pause so that you can dig deep.

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: Do You Have an Attitude?

September 27, 2013

Sales Pros:

Ready Set Grow-Attitude-Can do-Jason Forrest-Forrest Performance Group-Growth Mindset-Actions-Beliefs-Programming-Coaching X Factor ProfessionalsRight now, what’s your attitude? Are you filled with joy? Are you on edge about every little thing? Are you disappointed? Are you excited because you’re anticipating something? Whatever your attitude is, recognize it. Now ask yourself, “Do I own of my attitude?” If you said no, think again.

Whenever you find yourself in a raging circumstance, know that how you react to it is a reflection of your attitude–attitude is everything! And if you want to be someone who can handle objections, adapt to unforeseen circumstances, lead your buyers through the sales process, and earn what you know you are worth, then your attitude must be in check.

Did we mention that attitude is everything? When it comes to sales, you can know all the ins and outs, but if you don’t present this information with the right attitude, you’re going to lose the sale. On the other hand, if you don’t know all the information, but you exhibit an exciting and willing attitude, your buyer will be more likely to take a chance on you.

Here are some things that can help you stay in check with your attitude:

-Take two slow breaths. According to NPR Books, it is scientifically proven that deep breathing can affect the heart and the brain. By taking two slow breaths, you’re allowing your mind to take a mental step back and focus on the situation.

-Literally take a step back. With this, you are practicing and allowing your actions to align with your beliefs. If you know you have a tendency to react quickly to situations without thinking your words or actions through, taking a step back will allow you to regain your center of gravity and reassess the situation

-Smile. Many studies have discovered that when you smile, your body releases endorphins and serotonin. As a result, your current mood can be enhanced.

When you create a habit of techniques such as these, you reconstruct your programming, which leads to your attitude.

Still don’t think you can change your attitude? Try one of these suggestions above and see if your answer is the same.

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: Image is All About Perception

September 20, 2013

Sales Pros:Bitten and full apple-Perception-Mirror-Jason Forrest-Forrest Performance Group-Light bearers-Transform-Image-Teammates-Teamwork-Sight

Describe yourself. Do you make a lot of friends easily or are you more introverted? Are you willing to do something at the last second or do you need to have plans ahead of time? Do you feel respected by your peers, or do you feel like people don’t always listen to the great ideas you have? Can you see the pieces that make you who you are after thinking about them?

Good. Now, what if someone else were to describe you? Would the descriptions match up? Probably not. What you see as quiet and introverted, somebody else might see as pensive and intentional with words. We may know our inner thoughts more than other people, but when it comes to seeing the bigger picture, sometimes others can see us better than we see ourselves.

From day to day, the choices we make determine what we believe we are worth. Out of this worth forms the reflection of the image we see as ourselves–and this ties into what we believe we are worth earning in life.

In the moments where we cannot see this worth clearly, our teammates and coaches have the ability to see and encourage this  potential in us. As part of a team, you hold the light to your teammates’ blind spots: You  can see the beauty, strength, drive, and persistence in them, often before they can see it themselves. Consequently, if you can make them see what you see, then they can achieve their goals at a higher level than they believed was possible.

As you were reading this post, perhaps one of your teammates came to mind–someone who maybe isn’t quite seeing their worth the way everyone else does. Try affirming this person with positive messages. Chances are you will see a change in their confidence.

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.

 

Perception is everything!

Note from Jason Forrest: Entrusted Light-Bearers

September 13, 2013

Man and Woman with Light-Light Bearers-Jason Forrest-Forrest Performance Group-Sales Process-Handling Objections-scotomas“Darkness cannot drive out darkness; only light can do that.” –Martin Luther King Jr.

Sales Pros:

The word “Scotoma” comes from the the Greek word skotōma, from skotoun ‘darken,’ from skotos ‘darkness’ (1), with the implication that a current state has transitioned from light to dark.

As sales pros, scotomas can creep into our minds, darkening or inhibiting the sales process. Likewise, scotomas can darken a potential buyer’s ability to listen to a sales professional’s knowledge-base. It may also hinder their willingness to follow the leader (you) to the end of the sale. Without the presence of light in the sale, the darkness you face as well as the darkness your buyer sees may enclose the both of you with no way out.

As the leader, you have the privilege of being a light-bearer–the person who guides the buyer through the buying experience. Likewise, you hold the light to drive out the darkness you and your buyer can potentially encounter. Some of the ways you can do this are:

-Have your coach lead you to discover any scotomas you might be experiencing in your presentation

-Go through frequent “dead-end” scenarios in your mind and come up with solutions

-Take on a different approach to your presentation. Just like each buyer has their own needs and desires, so should your presentations be varying and form-fitting to each of your buyers

-What else would you add?

It’s a task that carries some responsibility. Perfecting the art of selling demands that you take responsibility for the sales process, including gaining the necessary wisdom/knowledge, being creative, and facing failures. In the moment that the sales pro accepts the responsibility of bearing the light, they hold the power to lead.

It’s a great goal, you can be sure. Will you accept the challenge of being a light-bearer?

Here’s to earning what you’re worth!

 

1.) New Oxford American Dictionary

 

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.