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Posts Tagged ‘ note from Jason Forrest ’


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.

Note from Jason Forrest: Dabblers and Masters

September 6, 2013

Man before an open road-choice-mastery-Jason Forrest-Forrest Performance Group-Achievement-learning through failure-want toSales Pros:

There are two types of people when it comes to learning a skill: dabblers and masters.

The dabbler says, “Oh, this looks interesting. I will to find out more about this” and has no intention of putting all thought and energy into learning the ins and outs of the trade. It is merely something to fill time or earn money. Or sometimes, maybe they’ve considered mastery, but decided the energy wasn’t worth the result.

The master of a skill says, “This is captivating, I need to find out all that I can about this and once I’ve done that, I will go through it all again so that I know every inch of it.” The master has every intent of obsessing over the details of the craft and squeezing the most out of the experience and knowledge. A master is energized by the idea of obtaining this skill, and though failure may come, they see it as an opportunity to grow and discover something new about the craft.

Is it worth it to you to only dabble in the art of selling, or will you earn what you know you’re worth by mastering the technique of the X-Factor Sales Professional? Are you up to the challenge of doing what it takes to cross over? It all comes down to you.

Here’s to earning what you know 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: Forethought & Process

August 30, 2013

Sales Professionals:

Planning Woman-Forethought-Jason Forrest-Forrest Performance Group-Visualization-Sales Process-Sales Techniques-Hot BeliefsVisualizing is a way of “practicing” without physically practicing.

When coaches prepare their players for a tournament or game, they will often have the teammates visualize specific techniques for mastery. For a volleyball hitter the visualization might go something like this: Pull off the net quickly; wait for the ball to reach its highest point; make a three-step approach for momentum of the swing (left foot, right foot, quick left foot step parallel to the net); spring up from the ground; pull elbow back high above the ear; look at the court on the other side to find an open spot; reach high for the ball; contact the ball at the highest point of the reached arm; angle the hitting hand to face the empty spot; give a quick hard snap; following through with your arm.

Coaches will have their players replay this process 5-10 times (or as many as it takes) in their head all the way through even before  touching a ball to warm up. Why? Because when you know the technique and work the muscle-memory of your brain, the physical moves will automatically take on the actual muscle-memory you’ve trained to do. Replaying this process over and over also trains the brain to focus on what it’s telling the body to do, rather than just going through the motions. (It’s important to note that knowing how to do these motions occurs first before doing any sort of visualization.)

The same forethought works before giving your sales presentation. The more you consider the process you’ve gone through a couple, several, or even a hundred times, the more you will be able to anticipate your next move because your mind will be focused and sharply tuned-in to every detail in and outside of the sale.

Try it for yourself! The next time you have an appointment or test-drive, go through the sales process in your head five times through. Recall all the important details so that when it comes time to perform, your technique is flawless.

Here’s to earning what you’re worth!

Jason Forrest

 

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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: Fan the Flame!

August 23, 2013

Fire-Fan the Flame-Jason Forrest-Forrest Performance Group-Oxygen-Necessary Components-Sales-Sales Techniques-Training X Factor Sales ProfessionalsSales Pros:

For any fire to ignite, three components are essential: oxygen, heat, and fuel (such as wood, gasoline, fire-starter, paper, etc). Take out or decrease the supply of any of the three, and the flame will die out.

Likewise, if the flame in the sales process is lacking an element, it is easy for the flame to extinguish before the final decision.

The fuel of the sale is the buyer’s need of a product (house, car, boat, etc), and the heat is the buyer’s decision to look with you. But what of the oxygen? Well, that’s you! You are the oxygen to the fire within the sale. Without the oxygen in the sales, the flame will either fade or cease to exist altogether. This is why you, the X-Factor sales professional, need to “Fan the Flame!” Establish yourself within the sale so that the energy of the fire will last throughout the sales process.

Here are some ways you can feed the fire with more oxygen:

-Pay attention to the details of your conversation with the buyer and look for key points that will persuade them

-Arrange your presentation so that it caters to the specific buyer in front of you–take an interest in who they are as individuals

-Create scenarios of your buyer using your product based on what you already know about them. You might even take this one step further and ask your buyer to tell you how they see themselves interacting with your product.

-Extract and repeat any stated desires to them so that they understand you are listening. Consequently, your buyer will feel they can trust you because you clearly understand what they want.

Comment below with what else you would add to this list.

Lead them to make a decision they could not make without you!

Here’s to earning what you’re worth!

Jason Forrest

 

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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: Halftime Pep-Talk

August 16, 2013

Sales Professionals:Chalkboard plan-Game Plan-Jason Forrest-Forrest Performance Group-sales techniques-sales training programs-sales management- sales success-coaching sales professionals

At the beginning of any game or sales process, there is a plan.

In football, the coach will give the plan to both the defensive and offensive teams. This plan may include some research on the opposing team with statistics on lead players, any new injuries, and a general direction for how to triumph over the competing team. And even though this plan could be perfected to a “t”, it is always subject to change based on the circumstances of the first half.

That’s where the halftime pep-talk comes in. If executed well, it can be the game-changer. When you see teams walking out back on to the field with swagger and confidence, you know that their mentalities (or beliefs) were set to overcome the obstacles on the field so that the outcome would be a success.

The same idea correlates with big ticket sales (such as autos, new homes, and resales). If at the beginning of the month you set a quota, but halfway through the month you see that not as many buyers are willing to close on your sales, the halftime pep-talk might be healthy. (Even if you are creating urgency among your buyers, the halftime pep-talk is still healthy for your momentum.)

Though you may be going back to the drawing board, the pep-talk  serves as a time for reflection and a time to reassess your course of action. It is a time to find yourself among the chaos, to pick out what has worked, and to eliminate the sales techniques that have not. If nearly none of your tactics have worked, you might need to think about changing your original game plan.

Try it out for yourself! Set a goal, and halfway through the month make time for a halftime pep-talk. Give yourself the opportunity to grow in a month’s time.

Ready? Now break!

Here’s to earning what you’re worth in the second half!

Jason

 

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: Beliefs Lead to Success or Failure

August 9, 2013

Man with Hand on Head-Questioning-Jason Forrest-Forrest Performance GroupSale Pros:

We often say, “I should have said this,” or , “I should have done that,” but we hardly ever say, “Why do I think like this?”

Critical thinking (or thinking about your thoughts) is challenging to put into effect.

Do you know the reasons why you rattle off certain phrases or information to your buyers? Do you think through why you presented it one way rather than another? Regardless of whether you’ve thought about it or not, the reason why you think a certain way and say certain things is because of your beliefs.

What are your beliefs? Why do you believe what you believe? Take a moment to think about it. When you are able to understand why you believe what you believe, you can begin to understand and control your actions and thoughts.

Challenge: Every day this week take a few moments to ask yourself why you believe what you believe. Don’t be afraid to dig deep. If you find something that could be hindering your success, make a note of that belief and work on changing your thought process about it so that you’ll think differently. If you find something you like, latch on to it and let it be a guide for your other beliefs.

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 Pros Make a Difference

August 2, 2013

Sales Pros:

Megaphone with Thought-Bubble-Voice-Jason Forrest-Forrest Performance GroupYou matter!

I saw her from a distance–a TSA agent checking IDs and boarding passes. I noticed her furrowed brow and slumped shoulders and I decided that I was going to make a difference.

My wife Shelly and I approached her and I asked her how her day was. When she said that her day had been boring, I responded, “Are you kidding? You’ve got the best job in the world! You have 40 people in line behind me waiting for your autograph! May I have your autograph?” She smiled and sat up a little straighter as we walked away.  Shelly said, “You just changed her day.”

What you say (and how you say it) matters!

Believe that you have the voice in your sale, and your buyer will give you the position of having the voice that leads them to making the best purchasing decision possible.

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: The Time is Now!

July 26, 2013

Hand, Hourglass, Coins-Time is Money-Jason Forrest-Forrest Performance GroupSales Pros:

“Time is money” holds a lot of truth in American society–we are paid by the hour, think of our salaries as what we earn in a year, etc. But in truth, time is actually more valuable than money. The amount of money in the world is endless and we actually have ability to earn it indefinitely and with no limit. But time is finite. Each person gets the exact same amount of time in his/her day: 24 hours.

As a sales pro, you have two options:

1.) You can give up on life by not giving any effort (not recommended)

or

2.) Grab life by the horns and ask yourself every morning “What do I want to accomplish today with the time that I am given?” Make a plan if your goal requires an in-depth one, and do it! (This we highly recommend.)

If you are so bold to choose the second, you will lock on to a favorable scotoma; one that says my time is limited and I want to use it to make an impact in my profession and my life because there is “no time like the present.”

Here’s to earning what you’re worth now!

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: Don’t Gamble with Your Sales

July 19, 2013

Sales Pros:

Massage-Candles-Relaxation-Jason Forrest-Forrest Performance GroupPeople love a good back rub.

But there are wildly different expectations for how a massage should feel. For some, it should be pure relaxation. They want a gentle touch and light pressure. They want to be able to enjoy soft background music and aromatherapy. Hot rocks? Sure…but not too hot. Rose petals and candles? Yes please! Falling asleep on the table? All the better.

For others, it’s not a real massage unless they leave feeling like they’ve been in a fight or spent the last hour lifting weights. They want to feel tight muscles release under the intense pressure of a therapist’s thumb in their back, neck, and shoulders. Rose petals are for wussies, people. Give me intense pressure or give me death (or at least a different therapist).

Either way, it behooves therapists to ask some questions before they dig in. If a person comes in expecting intense pressure and gets the gentle touch, they might lament their very-expensive nap. If they come in expecting that nap and end up with a thumb jabbed under their shoulder blades, they might leave wondering why they paid $80 to get beat up.

I cover this topic in my 16th Dare, from 40 Day Sales Dare. It’s called Gambling is Prohibited and it discusses the danger of trying to sell a client a home, car, or other big-ticket item before understanding what they want.

Don’t gamble with your potential sales. Ask questions. Listen to the answers. Sell more.

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: Unplugged

July 12, 2013

Glasses-Perspective-Jason Forrest-Forrest Performance GroupSales Professionals:

Most of the time, when people refer to being unplugged, they’re talking about getting away from any and all technical devices with a hope to unwind. In the world of sales, I see it a little differently.

When I took my children, Saunders and Mary Jane, to see Monster’s University in 3D, Mary Jane didn’t want to wear the 3D glasses. She didn’t understand that with them, she would see the vibrant colors, crisp lines, and eye-popping visuals intended. Without them, she would only see a blur.

It’s similar with your buyers. If you don’t give them the tools they need to view your presentation, how will you expect them to experience the show the way you intended it?

To that I say: Unplug ‘em!

Your prospects have viewed other presentations and are “wearing” the glasses someone else provided for them. Remove these lenses by telling your buyer what makes your product unique and sharing your pair of glasses with them. You know your product best.

Give them your succinct and polished sales message. The sooner, the better! The longer you wait, the more the buyer will view YOUR presentation through the lenses the COMPETITION gave 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: A Capitalistic 4th of July

July 4, 2013

Stars and Strips-American Flag-Freedom-Jason Forrest-Forrest Performance GroupSales Pros:

Think of the 4th of July as capitalism day!

When America gained its independence from Great Britain in 1776, it secured independence from tyranny. As a result, America could regulate its own tax and government. Americans fought for the right to be in charge of their own destiny–what’s more capitalistic than that? Do you see the relation to commission-based sales? So congratulations, if you are in sales, you are in a patriotic profession.

Think about it. As a commission-based sales pro, you maintain control over your income because the sale outcome is based on your performance. The Federal Government, the State, and Corporate doesn’t determine your salary. You do! Talk about independence and freedom in your profession!

When you watch  fireworks and celebrate with your family and friends, take the time to honor the independence you have as a commission-based Sales Professional. Extend the celebration by making a few follow-up calls. This is something to brag about in America!

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: Run Towards the Roar

June 28, 2013

Lion Roaring- Facing Objections-Jason Forrest-Forrest Performance GroupSales Pros:

Lions aren’t the main providers like you might think. The lionesses are actually the hunters that bring the food to the lions. The lion’s role is to let out a roar so piercing that it scares the wandering prey towards where the lioness is ready to make her move.  If the prey knew to run towards the frightening sound of the roar, it would have a better chance of survival. The roar doesn’t represent the real danger.

Likewise, as sales professionals (or humans in general) it’s instinctive to run away from life’s obstacles (or the things that look and sound scary). But sometimes, those challenges and conflicts are exactly what we need to run toward because the only way to grow and refine your art is to face to roar, to realize what was crucial in your courage and fatal in your fear, and to apply what you learned the next time you run towards the roar.

Will you be the prey that runs from the deafening noise, or will you find your survival next to the roar?

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: Online Shopping and the Three C’s to Success

June 21, 2013

Sales Professionals:

Woman with Shopping Bags-Buying Points-Sales Professionals-Jason Forrest-Forrest Performance GroupLast week, we discussed how loyalty among inmates increases when there is conflict.

We also discussed the three C’s for success: Conflict+Compromise=Collaboration. And collaboration leads to commission. Today’s post will expand on the concept using online shopping. The following post is inspired by actual events (my recent experience of ordering a pair of shorts only to package them up and send them right back).

It’s important to push for a loyal relationship with a buyer because it demonstrates trust and a willingness to listen to what you have to say.

An online buyer shows very little loyalty because the buyer can only make a decision based off of a picture and a description. There is no interaction with the product, and there is no knowledgable sales professional walking them through the decision. An online purchase is based off the buyer’s conception of a product’s quality without the necessary experience/knowledge to back it up.

Conversely, an in-store purchase provides experience and an interaction with the product and the knowledgable sales pro. Separately you may like the shirt and pair of jeans you picked out, but with the sales professional’s help, you can compromise and find a shirt and pair of jeans that can go with the first pair you liked. When there’s conflict and compromise, the buyer feels proud of their decision because it was finalized after a collaborative struggle to get there.

This week, push for a collaborative relationship with each customer.

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: Inmate Loyalty

June 10, 2013

Hands in Cuffs-Inmate Loyalty-Jason Forrest-Forrest Performance GroupSales Professionals:

C’s for success: Conflict+Compromise=Collaboration. And collaboration leads to commission.

Collaboration generates loyalty.

A study from Women’s Prison: Sex and Social Structure found that there is “more weight attached to inmate loyalty in prisons where inmates have more severe conditions of imprisonment to combat and where more of the prisoners are “con-wise.”

This loyalty surfaces because, together, the inmates have overcome adversity. They’ve experienced the same worlds and have undergone many of the same struggles. As inmates share struggles, they create a bond (loyalty) that compels them to protect each other the next time adversity confronts them.

Just as inmates share collaborative experiences with one another, so can sales professionals and buyers engage in struggle and compromise to elicit loyalty. When the buyer feels like part of the journey, they feel more inclined to take your advice, make the upgrades, and buy with you over the other alternatives because you’ve spent the time with them and were willing to work with them.

So let’s turn every market sale into an X-Factor sale by going on the journey with the buyer and by creating mutual loyalty.

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: Busting the Scotomas

June 6, 2013

Sales Professionals:

Unzipping Wooden wall with nature background-breaking barriers-Jason Forrest-Forrest Performance GroupDo you know the difference between the games your mind plays and the truth? Even though humans are capable of rational thought and self-control, we can still be duped. Getting into routines may make you desensitized to reality and blind you to certain facts. When this happens, you’ve experienced a “Scotoma.”

When a potential buyer says he’s “just looking,” do you take that at the surface level and assume that means he wants to be left alone? Or do you dig deeper and consider that he may just need a sales pro to lead him and to prove that a sales professional can be a welcome addition to his buying process? Often, a “just looking” buyer is actually just a person who hasn’t gathered enough information or who hasn’t had urgency created for them.

There’s a scotoma-busting question you can ask yourself when this happens: Is my belief/assumption in this moment holding me back from making a sale or is it moving the sale forward?

If you back after the buyer says, “I’m just looking,” then something is holding you back and it’s part of the game you’ve allowed your mind to play. However, if when the buyer says this and you think “Okay, I am the expert here and it’s my job to provide solutions and lead this buyer to the information they’re searching for,” then you are moving the buyer and yourself forward.

Consider ways you can identify and overcome the scotomas in your mind and keep your mind sharpened to the realities of the situations you face.

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: Your Semiannual Sales Check-Up

June 1, 2013

X Factor sales pros Jason Forrest Forrest PGSales Professionals:

About six months ago, many of you made New Year’s resolutions or goals you would like to reach in the year 2013. As we approach the halfway mark, ask yourself: Are you still pushing? Have your goals changed? Or do they need to change?

Jeff Haden, in 9 Subtle Traits of the Most Talented Leaders, says that one of the traits you can find in a remarkable leader is “They transform company goals into the employees’ personal goals”, or they inspire other coworkers to take ownership and understand that their work makes a difference.

Haden argues that, “…employees who feel a sense of personal purpose almost always outperform employees who feel a sense of company purpose.” Do you see where this might be true in your company? Observe and talk to your fellow X Factors and see what their goals are.

If you haven’t already done so, we want to challenge you to make your company’s purpose your own and see how your mentality, attitude, momentum, and vigor change.

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: Be a Leader or Find a New Job

May 23, 2013

X Factor sales pros Jason Forrest Forrest PGSales Pros:

Be a leader or find a new job. I’m serious. I know you’ve heard the phrase “lead, follow, or get out of the way.” But if you’re an X-Factor sales pro, you must lead or you may as well find another career. Joel Barker defines a leader as a person you follow to a place you would not go on your own.

As the leader in the sales relationship, you dictate the flow, pace, and direction of the visit. I’m not telling you to be an overbearing jerk. Quite the contrary, actually. If your customers are looking for a new home, then they’re not satisfied with their current situation. And you are the one who can help your clients reach their goal—you know the most about the process, the homes, and the community.

Leading doesn’t mean that you do all the talking either. Again, it’s the opposite. Ask the right questions and listen (really listen) to the responses. That’s how you’ll be able to identify the right destination and walk them towards it.

You may be thinking that it’s a great concept, but too big to sink your teeth into in practice. Well I’ve put a lot of manageable and practical lessons (40 to be exact) into a book called 40 Day Sales Dare. The book is designed to give you an area of focus for each day and builds discipline and confidence along the way. You can also find mini-lessons here on my blog or in my podcasts.

You’re doing your customers a favor by helping them reach their goal, not by sitting back and observing the process. See yourself as a human GPS or a tour guide and lead your customers where they’re trying to go.

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: Don’t Lose Your Decision-Making-Mojo!

May 14, 2013

Woman Pointing at a Sale-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

There’s no saying what will happen in the heat of the moment.

As sales professionals, we know the difficulties of the “just-looking” buyer. But something we often overlook is keeping our decision-making-mojo when the buyer decides to buy. Your decision-making-mojo is your ability to stay focused through the excitement of the sales process.

Don’t get me wrong, the excitement is good because it can show your buyers you’re happy for them. However, the enthusiasm can sometimes cloud your judgment. Always be sure to repeat and affirm what the buyer has said and keep your focus so you can see objectively where they are at in the sale and keep it moving forward.

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: Selling is a Game of Minutes

May 9, 2013

Hand, Hourglass, Coins-Time is Money-Jason Forrest-Forrest Performance GroupSales Pros:

Time–it’s one of our most valued commodities. Time is money. Don’t waste time.

As a sales professional, time can be your greatest asset or your biggest obstacle. That’s why we say that selling is a game of minutes–the longer you are with the buyer or the just-looking, the more likely you are to find out what they are really looking for and to earn their trust.

Consider your conversations with buyers and how you’ve successfully gotten them to see you as a trusted advisor–someone they want to spend time with because it moves them closer to reaching their goal. Ask your fellow co-workers what works for them. Get feedback from your bosses.

Every buyer that walks through your door is an opportunity. How will you use the time you’re given?

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: 360 Degrees of Sales

May 2, 2013

Ripple-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

What would you do with (metaphorical) eyes in the back of your head–or a 360-degree view of everything around you? Weight Watchers calls this Weight Watchers 360 because it consists of:

1. Tracking your daily points

2. Making the choices to eat certain foods easier

3. Allowing these choices to become routine

This 360 view is designed to be realistic for losing weight in any type of lifestyle.

Likewise, we challenge you, the Sales Pro, to use the 360 approach to sales because it forces you to look beyond the products you have immediately available (or the ones that you have been encouraged to sell by your management) and to see what is best for the prospect. This viewpoint also challenges you to use all of your senses; especially listening.

When you listen to the buyer’s needs before pitching what you want to sell, you are able to rotate 180 degrees and view the sale from the prospect’s eyes. Once you’ve listened, you can rotate another 180 degrees (making a complete 360) and engage with the buyer or the by acknowledging what was just said and either confirming that you have the need/want they’re looking for, or by offering an alternative that will still suit the same need/desire.

This rotation doesn’t happen just once. It should be used as many times as it takes to engage the buyer and for them to consider your sale over the competition’s.

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: Keepin’ It Real

April 26, 2013

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

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

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

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

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

Here’s to earning what you’re worth!

Jason Forrest

 

 

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason: “Yes, and…”

April 19, 2013

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

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

It works like this:

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

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

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

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

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

Here’s to earning what you’re worth!

Jason Forrest

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: Don’t be a Downer

April 1, 2013

Sales Pros:Worried Woman-Debbie Downer-Saturday Night Live-Jason Forrest-Forrest Performance Group

Debbie Downer, a character on Saturday Night Live, reminds me of some salespeople. If you’re enjoying eggnog and cookies, Debbie will warn you about the dangers of salmonella and the juvenile diabetes epidemic. If you’re planning a trip to the beach, she’ll quote shark attack statistics.

In my book 40 Day Sales Dare, I talk about how often I see salespeople bringing up all the stressful topics like credit scores and loan rates before they even open the door to the first model home or take a first test drive.  Sure, those discussions will come, but give your  prospects a chance to fall in love with your finishes and layouts or car features before you hit them with application fees.

I’m not asking you to avoid reality, just don’t be a downer or you’ll send your clients running.

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

Sales Pros:Key to Success-Sales Professionals-X Factor-Jason Forrest-Forrest Performance Group

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

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: Info versus Application

February 12, 2013

home sales trainingDear Sales Pros:

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

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

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

Here’s to investing in long-term solutions and earning what you’re worth!

Jason Forrest

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

ABOUT FORREST PERFORMANCE GROUP

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

Visit ForrestPG.com for more information.

Note from Jason Forrest: Choose to Live

February 8, 2013

Sales Pros:Which way-Live-Jason Forrest-Forrest Performance Group

When I come to a fork in the road, I choose to live. I’m not talking about being reckless (I absolutely believe in planning ahead, saving, and making sound financial decisions). But I also believe that there is such a thing as playing it TOO safe and protecting yourself from living.

Even when customers prefer to make conservative financial decisions, they have a harder time delaying decisions that they know will improve their lives.

Because there’s something more important than waiting for all the ducks to be in a row–living life. Many homeowners who waited for everything to line up say they wished they’d made the move sooner.

So once you’ve done your due diligence and made sure your option is the best thing for your prospects, talk about it. It’s one thing to want to delay a big purchase. It’s another to delay improving your life.

Life is just too short.

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.

Visit ForrestPG.com for more information.