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Posts Tagged ‘ sales professionals ’

Note from Jason Forrest: Don’t be a Downer

April 1, 2013
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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: Move the sale forward

November 23, 2012
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Sales Pros:  Clock-Time-Leadership Sales Coaching Seminar-Jason Forrest-Forrest Performance Group

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

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

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

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Happy Thanksgiving!

November 22, 2012
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Hope the day was great.Thanksgiving meal-Jason Forrest-Forrest Performance Group

Share your favorite memory or menu item below.

 

 

 

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Instant Gratification

April 20, 2012
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“Instant gratification takes too long.” –Carrie Fisher

Sales Pros:

Would you rather make 2 grand this month, or wait two months and make 6 grand? If you’re anything like these kids (and most of us are), it’s not as simple an answer as you might think.

I like to think of delayed gratification this way–I work like no one else today so that I can earn like no one else tomorrow. It applies to working out, to saving for retirement, and to so many other things. Stick with it and it will be worth it.

The more we can be disciplined to accept short-term pain for long-term gain, the more successful we will be.

Whenever you’re struggling to wait for something, divide a sheet into two columns. On the left side, write out the risks, pain, or discomfort associated with the delay. On the right, list all the advantages and benefits of waiting.

For example, in new home sales, working hard and missing nights and weekends today would fall on the left side of the page.  But on the right would be the reward or goal that you will get in six months by sacrificing those things now.

Focusing on the rewards that delaying gratification will get you is a great way to get through the temporary pain.

Here’s to earning what you’re worth!

Jason Forrest

Do you have examples from your own life? Share them in the comment.

Contributed by Jason Forrest

Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn more at http://www.forrestperformancegroup.com.

"This book contains 235 pages of value to make you a better sales professional, how does it (or should I say did it) make us better? The answer lies only within the people that truly bought into it and truly wanted to “Be liberated to sell to everyone, not just some.“ In my case, last year I sold six homes net in the first quarter, this while being asked to memorize scripts and all the while not really being explained the “whys” of what I was being told to say.

[In the first quarter, I sold] 13 homes with no national sales events and no negotiating on pricing. And never mind the fact that I had zero sales in January (this was BD (before Dares), so financially it certainly provided great value. [...]

Moreover, it made me understand that I can sell to everyone. It made me understand how to reach my full potential, self evaluate, have technique and intent, plot a course, give assignments, dare to compare…. Well you get my point.

So when asked what is the value of this book, my response would simply be it is invaluable to X Factor Sales Professionals. It is what will guide me as I progress in my career as a sales professional.

1st quarter sales up 51% this year over last, Coincidence …… I think not.

(Regarding 40 Day Sales Dare)

Chad Sanschagrin
Richmond American Homes

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