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Posts Tagged ‘ sales process ’


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.

REALTORMag: Build Sales Muscles by Expanding Comfort Zones

March 21, 2014

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetAre you comfortable expanding your comfort zone? In his latest article in REALTORMag, Jason Forrest discusses the importance of expanding your comfort zone for growth. Read an excerpt below:

“Everyone’s comfort zone changes over time. If you stay inside your comfort zone, it will shrink. On the other hand, if your step outside of your comfort zone, it will expand to re-encompass you. That’s just the way comfort zones work. Understanding this principle is important to continual growth.”

To read more on how growth leads to success, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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: 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.

 

Five Habit-Changers to Move the Sales Process Forward

February 18, 2014

Man choosing behaviors-Growth mindset-Leading sales through the trenches-buyer decision points-Leading the sale-Leadership selling-Jason Forrest-Forrest Performance Group-Trusting the process-Sales FocusedHow do you change a customer’s behavior? Answer: You change their beliefs.

In a recent article, Art Markman, PhD said that to change habits, you have to optimize goals, create a plan with specific dates and times, be prepared for temptation, manage your environment, and engage with people.

Markman discusses these changes for individuals, but you can take buyers through the same process in order to get results.

By working through Markman’s five “habit-changers”, you will set yourself apart from your competitors and earn the sale.

Optimizing goals requires dealing with programming to change your prospect’s behavior. Remember: Programming affects beliefs, which affects emotions, which affects behaviors, and consequently, results. Learn what your buyer’s goals are and prioritize them based on sales process.

Second, tell your buyer when you will accomplish these prioritized goals. For example, “By the end of this day, I am confident that you will have found the product that meets each of your goals.” This way, your buyer knows you are an able guide.

Third, anticipate the wandering-eyed buyer who gets tempted easily and could get distracted from the goal at hand. Stick to the process and what you know the buyer needs.

Fourth, in order to manage your environment Markman states that you should, “make the desired habits easy and the undesired ones hard.” Even if you’re a sales newbie, you can easily tell what will and will not distract your prospect. Create a selling environment that will assist you during the process. If you’re driving your prospect to a home site you know they will love, but also know they will want to look at surrounding houses, using the power of misdirection, lead the conversation and their attention away from such obstacles.

Lastly, engage with your buyer. Ultimately, each buyer buys to improve their life. Collaborate with them to identify the best solution.

Try it for yourself.  And see if the buyer wont then follow you through the trenches of the sale (behavioral effect.)

Will you accept the challenge to change your customer’s behaviors?

Here’s to earning what you’re worth!

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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. 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.

Auto Success: Know Where you Stand

February 12, 2014

Making a Deal-Auto Sales-Big Ticket Sales-Jason Forrest-Forrest Performance Group-Closing the Sale-Selling TechniquesIn his latest blog post on Auto Success, Jason Forrest explains how mutual accomplishment occurs and offers examples of mutual accomplishment in action. Read an excerpt below:

“Mutual accomplishment cannot be achieved with just a nod of the head. The best way to secure such an agreement is to ask a solid closing question that allows the customer to eliminate all other choices in their mind and make a final decision.”

To find out how mutual accomplishment occurs and to read examples of scripts, click here.

Here’s to earning what you’re worth!

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

ABOUT FORREST PERFORMANCE GROUP

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

Dealer Marketing Magazine: When Closing Sales–Keep it Short and Simple

February 11, 2014

Three Stacked Rocks-Simplicity-Foundations-Closing the Sale-Follow-up-Jason Forrest-Forrest Performance Group-Growth Mindset-Leadership Selling-Hot BeliefsIn his latest article for Dealer Marketing Magazine online, Jason expounds on the importance of keeping the follow-up short and simple. Read an excerpt below:

“When you follow up with prospects who have visited your lot, make sure to keep it simple. After you’ve engaged them, cut right to the chase and use the following three-step script:

  • Summarize what you and the customer have accomplished so far.
  • Tell them what comes next.
  • Set up an appointment to make the next step.

To read more on keeping the follow-up simple, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

 

 

 

To read the rest of this excerpt, click here.

TED Weekly: The art of Misdirection

February 10, 2014

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“Do you think it’s possible to control someone’s attention?”

In this week’s featured TED talk, The art of Misdirection, Apollo Robbins says yes! Rather than only talking about misdirection, Robbins uses his TED talk as an experience in the power of misdirection.

To understand the science behind it, Robbins asks his audience to imagine a small man inside of their brains. When fronted with a question, he explains that the small man moves from his desk to a storage cabinet to find the answer. BUT, while he looks for the answer, the real answer takes place at the desk.

To watch the full experience of Robbin’s talk on misdirection, click here.

As a seasoned salesperson, you’re capable of commanding your prospect’s attention. From the moment they stand before you, until the moment they leave, you hold the time and opportunity to lead the conversation, experience, and overall sale. Captivate their attention by coaching the sales process, finding their needs, and diving into the art of selling. If you do that, then the chances of being misdirected by objections, the market’s standing, and your competitor’s incentives will be slim.

What will you do with the time you’re given?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

 

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

ABOUT FORREST PERFORMANCE GROUP

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

 

the art of misdirection takes place because your attention has shifted.

Power of Misdirection

February 8, 2014

Last week, we posted asking people to find the mistake in the picture:

Scotomas-The power of misdirection-Asking the right questions-Answers-Jason Forrest-Forrest Performance Group-Mistakes-Failing forward fast

Many people don’t catch the mistake right away. This is because the image implies that the focus should be on the numbers–the pattern and the colors, when in reality, the mistake is in the directions. Its should have an apostrophe.

Misdirection has you look into the distance for the answer under your nose. Consequently , you’re at the mercy of a self-inflicted scotoma. Someone tells you to look over at a tree and soon your piece of chocolate cake is gone. Or, your buyer exudes an indifferent facial expression leading you to believe they don’t want to buy. Dig deeper!

Attention will steer your perception. Attend to the wrong detail, and you might be digging for answers. Remember: Misdirection doesn’t remove the answer from in front of you: It just redirects your attention.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Five Sales Lessons From the (Girl Scout) Cookie Trade

February 4, 2014

Girl scout cookies-Sales-Sales Process-Sales Techniques-X Factor Sales Pros-Jason Forrest-Forrest Performance Group-Growth mindset-Three whys deep-X Factor Advantage-Communication-Want to vs. have toThey’re lessons from the Girl Scouts’ cookie boxes and we can’t help but snag a box or two of our own.

These girls are gaining knowledge about keeping the sale sold. Here are top five lessons they’re learning:

1. Lesson One: Handle objections graciously.

At seven years old, cookie sales pros are learning how to graciously respond when they hear a “no.” They’re using smiles to acknowledge the objection and reasoning to understand why a potential buyer objected at all.

2. Lesson Two: Communication Comes From More Than Words.

Actions like “make eye contact, be approachable, and smile” are all a part of understanding the importance of communication;  only 7% of the words you use allot to communicating with another individual.

3. Lesson Three: Spice Up Your Presentation.

Even an eye-catching sales booth and cookie arrangement can enhance the sales process–something familiar to the X-Factor Advantage (what gives each salesperson the edge on their competition.)

4. Lesson Four: Put Life on the “Want To” Mindset

As these girls develop their personalities through different skill sets, they begin to operate out of a “want to” mindset verses a “have to” one. Remember: The desire to improve one’s life has more influence over a person’s buying decision that any other factor.

5. Lesson Five: Going Deep…deeper…the deepest.

As each scout interacts with potential buyers, they gain an understanding of buyer’s personalities. This is similar to a lesson we call going Three Whys Deep. If a girl scout can understand the reasons why certain types of buyers would want the yummy goodness of specific types of cookies, then they can learn to sell to anyone.

Click here to read the full article.

“Cookies don’t just sell themselves” and neither does your sale! Girl Scouts Louisiana East are doing what it takes to earn what they’re worth, will you?

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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: 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.

December X-Factor Winners

January 29, 2014

X-Factor-Trophy-Forrest-PG-Jason-Forrest-new-home-sales-trainer-Jason-Forrest.jpgHere’s to the X Factors:

Apple refers to the “crazy ones.” In our business, they’re the X-Factors.

X-Factors are the ones who believe in themselves and their Leadership Selling process. They’re not afraid of the word no.  Instead, they’re strengthened by it. And X-Factors have no respect for being just average.

You can mock them, you can disagree with them, but you can’t ignore them. Because they make it rain. They give us permission to be better versions of ourselves. They are liberated from their own alibis and in turn, that liberates us. Some may see them as over the top, but we see them as the hidden variables in a company’s success. Because the people who believe they are the primary source of confidence, motivation, hope, and certainty in their customer’s buying decision really are.

Inspired by the “Crazy Ones.”

Please join us in congratulating our clients’ most recent X Factors:

Mountainview Homes:

Monica Nedilsky

The Olson Company:

Karen Bennett

Brian Taylor

Rausch Coleman:

Nathan Jefferson

Richmond American:

Gabrielle Logan

Jennifer Sloat

Starward Homes:

Julie Carter

StyleCraft Homes:

Mike McLane

Woodside Homes:

Devi Day

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
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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. 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.

The Preschooler’s Favorite Question= Your Greatest Sales Tool

January 23, 2014

Why-Three Whys Deep-Asking the right questions-Digging Deeper-Confidence-Jason Forrest-Forrest Performance Group-Growth Mindset-Solving the customer's objectionsUnderstanding  your customers’ mission to improve their lives is one of the most powerful sales tools you have. But it requires you to find the answer to two questions:

1.) Why do they need this product to improve their lives?

2.) What are the consequences of not doing something about this need?

It’s simple at first glance, but finding your prospects’ whys requires asking extensive questions and digging deep to familiarize yourself with their back story. Trust and confidence can be built when you solve your customer’s mission.

How deep are you willing to go?

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

 

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

Auto Sales Pros: Prepare. Act. Reflect.

January 8, 2014

Three darts in the center-Consistency-Success-Preparation-Action-Reflection-Jason Forrest-Forrest Performance Group-Jamie Clark-ResultsContributed by Jamie Clark

What does it mean to show up as an auto salesperson? In short: Consistency in every area:

Be consistent in preparation. Prepare your lot, office, collateral, and most importantly, yourself so that everything is in a position to be the best possible version of itself. Then, prepare your goals for the day, week, and month–make sure they are clear. Write them down where you will see them every day. Lastly, using forethought, prepare for success with customers, coaching, and training.

Be consistent in action. Focus! Remember your sales script. Offer up questions and utilize transitions for a smooth sales process. Be active in scheduling prospective and follow-up calls. Get in the habit of tackling all of your follow-up emails at the same time. If you find that traffic is slow, don’t just twiddle your thumbs, tie up loose-ended reports and be a superachiever with newly-assigned work.

Be consistent in your reflections. How well are you performing? Measure your results on a daily, weekly, and monthly basis. For each skill or goal, write down what has and hasn’t worked. Make a habit of evaluating what you say, how you said it, and whether you can improve. Remember not to dwell on circumstances like prices or features. Own your sales process!

If you become and remain consistent in your approach to your profession, then you will find consistency in your results so that you can make 2014 the year you earn what you’re worth, as Jason Forrest says!

Jamie Clark

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.

Houston Agent: Overcoming Sales Reluctances: How to Identify and Overcoming Yielding Tendencies

January 7, 2014

Yield Sign-Overcoming Sales Reluctances-Handling Yielding Tendencies-Sales Techniques-Sales process-Jason Forrest-Forrest Performance Group-Success and FailureWhat tendencies prevent you from reaching your full potential in your sales career?

In his latest article on Houston Agent Magazine online, Jason addresses how to overcome a sales reluctance known as “yielding.” Read a sample below:

“Those with yielding tendencies are likely to view themselves as a facilitator to the sales process rather than a leader. They also don’t like to confront the buyer and may hold off delivering bad news. They are afraid of buyers being mad at them and thus, avoid conflict at all costs. Those with yielding tendencies are afraid that leading the process may come across as too pushy or self-serving.”

To read about how to overcome this tendency, click here.

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

 

TED Weekly: A life of purpose

January 6, 2014

Your net worth is not the same thing as your self-worth. Your value is not based on your valuables.

— Rick Warren

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityIn this week’s featured TED talk, Rick Warren expands on the idea behind his highly successful concept of living a purposed life. His big question is: “What are you doing with what you’ve been given?”

He makes the point that: “The purpose of influence is to speak up for those who don’t have any influence.”

Click here to watch this week’s featured TED talk and learn more.

As an X Factor Sales Pro, one of your responsibilities is to make a difference in your prospect’s life.

You are the entrusted light-bearer, and you’ve have survived the trenches of the sales process. Your buyer doesn’t hold the influence of sales knowledge–you do! Part of your value to the customer lies with your influence to lead your buyer to improve their life.

What value have you earned and how will you use it to influence others?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

TED Weekly: The danger of the single story

January 2, 2014

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“The single story: Show a people as one thing, as only one thing, over and over again, and that is what they become.”                          –Chimamanda Ngozi Adichie

Traditionally, New Years signifies a fresh start. It’s a time to reevaluate, gain momentum, and commit to building a growth mindset. Ted Talks are a great way to do all of the above.

In this week’s featured TED talk, Chimamanda unravels the dangers of the single story. Her underlying point: The problem of the single story is that it robs people of dignity.

As an X-Factor Sales Pro, you are set apart. Your swagger comes from challenging yourself daily. You know you choose your life’s course (“I am not a goose“). ”

How would your sales career improve this year after adopting a growth mindset and taking on a TED Talk challenge?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

2014 Year: It’s your year. Own it.

January 1, 2014

Happy New Year-Holiday-Celebration-Jason Forrest-Forrest Performance Group-Growth Mindset-Challenge-Self Growth-Leadership Selling-TrainingIt’s a new day, a new month, and a new year; are you lovin’ this fresh start?

A lot can happen in a year’s time. What are your goals (sales and otherwise) for 2014?

Will you double your sales? Or keep yourself and your team accountable to the tasks and goals at hand? How about investing more of your time and energy in your sales leadership training so that you’ll receive a greater return on your earnings?

Whatever you do, make it fun! Create a Pinterest board, put pictures of your goals on a vision board, or simply write them down on a sheet of paper you will see every day.

What else can you do to ensure that you earn what you’re worth this year?

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

 

A disease you want to catch

December 31, 2013

Man on a tightrope-Confidence-Leadership Selling-Creating Consumer Confidence-Sales Pros-X Factor Sales Pros-Jason Forrest-Forrest Performance Group-Selling against the competitionConfidence is contagious. You can pass it on to your peers, friends, and even buyers.

Do you have the type of confidence that will lead you to walk on hot coals or to run towards the roar? X-Factor Sales Pros who blaze past the competition have this kind of confidence.

Internal confidence inspires confidence in the consumer. Whether you’re in home sales, auto sales, or any other big-ticket industry, you must understand the ins and outs of the product (as well as the art and process of selling) in order to dig deep and access the buyer’s “three whys deep” motivation making a purchase that will improve their lives. This is how you gain the full confidence your buyers. Dedicate yourself to mastering the sales process and the scoreboard will take care of itself.

How much confidence are you able pass along to your buyers?

Here’s to earning what you’re worth!

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

TED Weekly: Education can kill or stimulate creativity

December 26, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityHow important is creativity, really?

In this week’s featured TED talk, Sir Ken Robinson advocates for educating children in a way that doesn’t stifle their creativity. He says we’ve conditioned ourselves to fear mistakes and avoid them at all costs. But what if we embraced our failures as a part of the journey toward success and also as a means to stir our creativity?

You are a leader! Whether you’re leading a team of sales pros, or leading your prospect through the trenches of the sales process, your style of sales coaching/training is crucial to developing sales pros with self-assurance.

Do you inspire creativity in the people around you? Will your buyer leave you with an understanding of exactly what they are looking for and a tangible experience to show for it? Do your sales pros walk away from one-on-ones or group meetings with the energy  they need to transform into a stronger leader?

If you’ve answered yes to any of these questions, you are well on your way to leading new and creative leaders to earning what they are worth. If not, there’s no time like the present to begin this journey with them.

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

2014: Lead, Engage, Refine!

December 24, 2013

Leadership Sales Coaching-Yearlong Program-Jason Forrest-Forrest Performance Group-Sales-Leadership Selling-Success-Growth Mindset-Improvement“A leader takes people where they want to go. A great leader takes people where they don’t necessarily want to go, but ought to be.”

–Rosalynn Carter

If you’re reading this post, you are an X-Factor Sales Pro and want to refine your ability to lead your sales pros. Look no further! Start the transformation January 9th with Forrest Performance Group’s yearlong Leadership Sales Coaching Program.

Check what it’s all about here!

Here’s to earning what you’re worth!
Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.

TED Weekly: Negotiation now has a third side

December 18, 2013

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“When spider webs unite, they can halt even a lion.”–Old African Proverb

In this week’s featured TED talk, William Ury discusses the difficulties of negotiation. Generally, he states that within a negotiation, there are traditionally two sides. BUT, in order for those two sides to meet peacefully, a third side must be taken. He explains that the third side is taken when both parties step back from their sides and examine the situation with fresh eyes.

I often quote Einstein’s theory that, “No problem can be solved at the same level of consciousness that created it.” to illustrate this point. When handling objections, running towards the roar, creating urgency, and persuading your buyer to see the value of what you sell, you must often take a step back to examine, reassess, and sometimes even allow dust to collect on the situation before you can progress.

Wherever you find yourself in community, be it at your sales profession, with family, friends, or strangers, and you discover yourself at such a crossroads in need of a third side, remember that you have an opportunity to achieve peace in the situation, but first you’ll have to take a step back to look inside.

Here’s to earning what you’re worth!

 

Click here to subscribe to my mailing list

JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. 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.