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Posts Tagged ‘ solving customer problems ’


Note from Jason Forrest: Embrace Objections

July 25, 2014

Yelling Business Man-Objections-Jason Forrest-Forrest Performance GroupSales Pros:

Do you prickle at the thought of prospects saying no? Do you get uncomfortable when they share their list of concerns? Or do you get the adrenaline rush that says, “They’re interested…this is a hot one?”

If you identify more with the former, you’re looking at it wrong. Objections are the best possible tool for salespeople because the sale begins when the customer says no.

The top one percent of sales professionals consider themselves leaders in their prospects’ quest for a solution, and as such, they love conflict. They want to bring up concerns so that they have something to advise.

Customers who reveal what’s going to keep them up at night give their sales professionals an opportunity to address their objections and lead them to feel more confident about their solution. So what would happen if you could increase the percentage of prospects who stated their objections on the first visit? Could you handle their concerns?
Don’t live in fear thinking that you’ll get “fired” if you speak your mind or say something your prospects don’t want to hear. Embrace objections as your chance to be the guru to your customers.

Here’s to earning what you’re worth!

Jason Forrest

 


 

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JASON FORREST (two time Stevie Award winner – 2014 Silver Stevie Award for sales training program of the year, and 2013 Gold Stevie Award for sales training or education leader of the year) is an expert at creating high-performance sales organizations through sales training programs, management training programs, and cultural awareness training. He addresses beliefs (not just behaviors) to increase sales, develop leaders, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest believes in both the art and science of the sales process. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on beliefs, not just behaviors.

 


 

FORREST PERFORMANCE GROUP specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

Note from Jason Forrest: Choosing to Live

June 20, 2014

Sales Pros:Photo, keys, plans-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.

I recall a retired couple (Jim and Wendy) who liked to plan ahead and make conservative financial decisions. At 65, they decided there was something more important than waiting for all their ducks to be in a row. They wanted to move into a home with conveniences that matched their new stage in life.

Rather than delaying life until the market improved, they went ahead and contracted on their new home before selling their current one, which they listed for less than the appraised value. In order to reach their goal and improve their lives, they were even willing to get creative and take out a HELOC until the old home sold. As they settled into their new home, they got a buyer.

We’ve found that, especially in retirement communities (where there are tons of amenities) many current residents regret only one thing about their decision–that they didn’t do it sooner. Life is just too short to delay it.

They said, “Perhaps the biggest lesson for the [couple] is that while you can’t control the economy, you can respond to financial challenges in creative ways. An open mind and some careful research may reveal a new path to reach your goals.”

Help your clients get creative to reach their goals–even before everything lines up perfectly. They’ll probably thank you for it!

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: You Are a Follower (Yes, You)

May 8, 2014

Business Meeting-Leading-Coaching-Believing-Jason Forrest-Forrest Performance GroupSales Pros:

When my wife and I find a babysitter, get all dressed up, and go to a swanky restaurant; we expect an experience. We’re not talking about a drive-thru burger joint with the kids or a quick meal to fill our bellies before moving on to the next thing, we’re looking for an evening out to enjoy each other’s company over a divine meal.

So when I recently asked for a recommendation at a fancy downtown eatery and heard, “It’s all good,” I was more than a little annoyed. I thought about the training courses my server had taken about steak preparation and which wines complement which flavors, and about the fact that she was required to taste every item on the menu before waiting on her first table; and I was seriously disappointed by her lack of leadership.

I was dropping big bucks and wanted to know the one item that would blow my socks off or the meal that my server would order if she were sitting down to dinner herself. She had the training and knew the menu best. I wanted her to lead me to a fine dining experience. But she refused.

As a sales coach, I often see sales professionals who are timid about sharing what they know or more concerned about being a client’s friend than leading them to a solution.

You are a follower. That’s right—I’m talking about you. When you approach tax accountants, financial advisers, and any other area you’re unfamiliar with, you want to follow someone with confidence and expertise. You want an expert. Your prospects do too.

Here’s to earning what you’re worth!

Jason


 

Click here to subscribe to our FPG mailing list!

 


 

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

 


 

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason: 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.

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.

Surging Home Prices: Lead the process, whether rain or shine

December 11, 2013

Man in front of virtual graphs-Market-Economy-Health-Sales Techniques-Growth Mindset-Jason Forrest-Forrest Performance Group-Mastery-X Factor Sales ProfessionalsLocation! Location! Location!

When it comes to market trends, we’ve always heard that location is everything. In a recent article, Eric McWhinnie lists the top 10 states with surging home prices and explains that “home prices have posted double-digit gains for eight straight months.”

While you should NEVER depend on market circumstances for your sales, what you can do is use the consumer confidence to your advantage. It’s more than a shelter. It’s an investment.

What’s even more important than location? Your ability as a sales pro to lead your buyer through the sales process regardless of the market condition. Act like it’s spring when it’s winter! You should never use the excuse that people aren’t buying, or that the economy isn’t doing well because if you are owning your title as an X Factor Sales Pro, there’s no reason the economy should stop you from handling objections.

Being a sales pro is a noble profession, but it doesn’t happen overnight. It takes time, effort, failure, and most of all it takes 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. 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.

Buyers with a vision, on a mission

November 27, 2013

Man in a doorway-Prospect-Buyer-Just Looking-Jason Forrest-Forrest Performance Group-Key-Success-Sales TechniquesCarrie Rosenfeld, of GlobeSt.com, states that “90% of people visiting new homes today are on a mission to buy, according to a study of 67,000 new-home shoppers surveyed in 150 cities across the nation.”* Do you see this desire in in your buyers? If not, there’s a chance you’re not digging past the objections to find it at their core.

If you remember no other characteristic of your buyer, remember this: When your buyer walks through your door, they have an interest and are serious about buying a home (otherwise they wouldn’t bother looking.) Even if they claim they are just looking, their motive for looking will explain otherwise.

Think about it. If the prospect wasn’t serious, they would have stayed at home and dabbled in a search online. But because they stepped out their front door and walked into yours, they are giving you permission to handle their objections and lead them through the sales process. You are the trusted light-bearer with the knowledge they require to buy today.

So the next time a buyer walks through your door, keep this motive in mind and the process of the sale will come to life!

Here’s to earning what you’re worth!

 

*New Homes Garner Small Percentage of Sales

 

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.

 

Fail Forward Fast

October 24, 2013

Man by a maze-Problem Solving-Mindset-Growth-Failure-Success-Jason Forrest-Forrest Performance Group-Leadership Selling-Sales-Solution“Past studies have demonstrated that people who are engaged in a task often fail to notice unrelated images and occurrences; the current finding suggests that this ‘inattentional blindness’ affects even the experts.”–Andrew O’Connell in the HBR Blog Network (Read the whole article here.)

This study reinforces the quote I often mention from Albert Einstein: “No problem can be solved from the same level of consciousness that created it.”–even if you’re a trained expert. It happens to all of us. A problem arises. The problem entices our minds. We obsess over the solution, and in the process, we lose sight of everything around us. But it doesn’t have to end there.

It’s not wrong to be obsessed for greatness, but it would be unwise to embrace only greatness. Part of what makes greatness so great is failing forward. Greatness or success taste so sweet because of the failures before.

We do have a few suggestions that might help you solve problems from a different level of consciousness.

-Step away from the problem. Literally take a step back from your workspace and allow air to move in and out of your lungs.

-Make a vow to stick with the problem until it is finished. Don’t step away from the problem too far that you decide to give up on it.

-Allow dust to collect on it. These are for problems with an extended-solution time-frame. If your problem doesn’t need to be solved right away, why not let it collect dust? As long as you are making an effort to grow during the time you are not working on it, there should be no reason you can’t return to it with fresh eyes.

-Add another mind. There’s a reason for the saying “Two heads are better than one.” We’re not perfect, and sometimes we need an outside perspective.

What else could you do to change your mindset?

Here’s to earning what you’re worth!

 

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: One Simple Close

October 7, 2013

Making a Deal-Auto Sales-Big Ticket Sales-Jason Forrest-Forrest Performance Group-Closing the Sale-Selling TechniquesDo you have a mountain of books advising you on how to close a deal? If so, consider tossing them aside for one technique. In his latest blog post in Dealer Marketing Magazine, Jason Forrest discusses the one simple close that is most natural and effective. Read the strategy below:

“The most natural and effective tool I’ve found is the summary close, which leads into the transaction close.”

To see how the summary close is used in a conversation and how Jason breaks selling into three stages, click here.

Here’s to earning what you’re worth!

 

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.

People don’t know what they want…

August 23, 2013

Until you tell them. Prego Forrest Performance Group sales training Jason Forrest new home sales training and development sales trainer real estate US housing market

I always say that people don’t know what they want until you tell them. And now I have proof. And that proof comes in the form of Prego’s Extra Chunky Garden tomato sauce, according to Malcolm Gladwell’s Ted Talk on “Choice, happiness, and spaghetti sauce.

Howard Moskowitz, a psychophysicist, discovered that Americans say they want “authentic” spaghetti sauce (thin and blended), but what they really want (or at least about a third of them) is extra chunky. Until then, people running the focus groups asked what participants wanted. But nobody knew to ask for extra chunky garden until Howard Moskowitz gave them the option. Before this discovery, Prego was struggling. But after the discovery, Prego is a leading spaghetti saucer.

Don’t ask prospects what they want. Dig deeper. Ask the questions that get to the real answers.

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

 

From “Just Looking” to “Where do I sign?!”

August 14, 2013

Black Car-Showroom Jason Forrest Forrest Performance Group sales training programs auto sales training auto sales tips and techniques sales development management training“72% of customers tell their auto salesperson they are “just looking” at the initial greeting.” (1)

Fortunately for the auto sales pro, in an age of booming internet sales, buyers will still come into the showroom in search of the right car.  Why? Because buyers want to take their potential purchase for a test drive, they want to see all the features the car has to offer, and they want to feel comfortable driving the car before they make the commitment to buy.

They might say they are “just looking,” but if the sales pro is actively extracting and handling objections while providing all the case for why a product will improve the prospects’ lives, then there’s no reason why a “just looking” buyer can’t become a “buying today” buyer by the end of the sales professional’s presentation.

Most likely, the buyer has already done some research and will come with a list of particulars they need satisfied. To get the “just looking” to buy, sales pros must ask the right questions  to discover the buyer’s needs (both spoken and unspoken). Don’t assume you know what the buyer is looking for, ASK!

Here’s to earning what you’re worth!

(1) Dealer Refresh.

 

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.

I’m an Extra Chunky Guy

February 20, 2013

Jamie Clark-Forrest Performance Group-Sales Coach-Leadership Selling-TeamContributed by Jamie Clark

In the world of human behavior, Malcolm Gladwell is one of my favorite authors. His outlook goes beyond dry statistical analysis and extends to why we do what we do, providing evidence along the way. Case in point: I don’t like thin, acidic, or “traditional” tomato sauce. I’m an “extra chunky” guy! (You can stop laughing now.)

His talk rings true. If we do not embrace the individual needs and desires of our customers, we are doomed to a 27% success rate (in coffee at least). For me, that’s not good enough! We want and deserve better! To have this, we must alter our process and presentation to meet the needs and understand our customers on a deeper level, rather than treating them all the same. Each customer is unique; they have specific needs for specific reasons. We need to know the why behind their desire to help them make a decision that will satisfy long after the thrill of the purchase has waned.

My challenge (and yours if you accept it): I will start asking better questions and embrace the fact that my favorite sauce isn’t necessarily yours.

Click here to watch Malcolm Gladwell’s “Choice, Happiness, and Spaghetti Sauce”

Jamie Clark

ABOUT JAMIE CLARK

Jamie has owned and managed 10 businesses and personally understands the passion, energy, and risk every business owner takes by flipping the “open” sign on the door. His great respect and understanding for entrepreneurs and business leaders allows him to relate to them in a very personal, genuine way. He knows that they are the motor that drives the world and feels it’s his mission support their success in any way possible.

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.

Responsibility and Respond-ability

May 7, 2012

Success Failture Sign-Beliefs on Failure-Jason Forrest-Forrest Performance GroupIn new home sales management, we have more than a responsibility to our prospects–we also have a respond-ability.

I first heard of this idea at a Who’s Who dinner with my daughter, where the keynote speaker said that as leaders, each student had a respond-ability to their community.

Respond-ability, in a word, is a choice. The choice to either step up or to allow your fear; biases; or preconceived notions to affect your ability to respond. Each of us has the ability to step up. And if we choose to do so–we are accepting our respond-ability and choosing to make the difference and bring home an X Factor sale!

As new home sales professionals, we instinctively know that we have a responsibility to our prospects and buyers to lead them through the new home purchasing process but don’t we also have a “respond-ability” to those that come in to our sales office?

The X Factor sales professional has a strong sense of both and understands that they are the X factor (difference maker) that can make or break a sale for the “just looking” buyer. X Factor sales professionals are the ultimate stewards of creating urgency in a non-urgent prospect to show them why now is a great time to buy, why our home is better for them than any other home in the market and why our builder is one they will be proud to say built their home.

Sales Tip: Two sales people have the same experience, traffic, training and neighborhood. So why does one make twice as many sales? X Factor respond ability! Work on yours to Be Sales Ready today!
Contributed by Jeanne Conger

Jeanne Conger, J Forrest Group’s National Sales Coach, has 25 years in the industry; experience with public and private builders; and over 900 hours of real estate courses under her belt. She is truly an industry expert. While she has worked in design studios, marketing departments, merchandising departments, and sales management (she coached a sales team of more than 100), Jeanne enjoys nothing more than being in the trenches.

Jeanne specializes in turning around laggard communities, helping sales professionals generate traffic, providing hiring consulting for sales managers, and coaching design center sales professionals. Learn more about J Forrest Group’s new home sales training programs.

Note from Jason Forrest: A note on the be backs

April 14, 2012

Sales Pros,

Peeking Man- Changes-Jason Forrest-Forrest Performance GroupHere’s what I want you to do with your next be-back (someone who says they’ll come back and then does):

1. Start the conversation by recapping where you left off with them in the sales process.
2. Ask them if anything has changed since the last time they were out and if there is anything else that has caught their eye.
3. Set an agenda for the visit and put it in terms of something to be accomplished before they leave. You can say, “My goal for us today is to go over our home, community, area, and home site and help you decide if we are the best fit for you in the market or if someone else would be better. But either way, you’ll leave knowing whether or not we are the builder for you. How does that sound?”

Look, I know that sounds like you are putting everything on the line (which you are) but the odds are by starting that strong, you will own the process and presentation and probably win the sale.

Either way, you will be leading the buyer to make a decision on the best home that improves their lives today!

Here’s to earning what you’re worth!

Jason Forrest

What’s Your Purpose?

March 6, 2012

Business Race-Competition-Sales Pros-Jason Forrest-Forrest Performance GroupContributed by Jason Forrest

When Spiderman thought he shouldn’t be Spiderman anymore, he lost all his powers. The same thing happens to all of us when we lose our purpose—we lose our mojo along with it. And that’s when life becomes about going through the motions instead of engaging. While we may not all turn into the black-suited Spiderman, mediocrity is just no way to live.

With purpose comes focus, perseverance, and the sense that what we do matters. Now that’s living. And that’s what I want for my kids. That’s why I’m using superheroes, heroines, and cartoon characters to teach them about purpose, fortitude, perseverance, and curiosity.

Whatever path my kids choose, I want to teach them to pursue their goals with passion, purpose, and focus.

Spiderman’s purpose is to protect the world from evil. A new home sales professional’s purpose is to improve their customers’ lives.

What’s yours?

Share your passion in the comments below.

 

Jason Forrest 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 and Canada, 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.

I am Iron Man—Curiosity in Sales

February 7, 2012

Contributed by Jason Forrest

Curiosity—“the intense desire to know or understand.” It’s what drove Isaac Newton to figure out why that apple fell on his head and Hands Breaking Ropes-X Factor-Surviving-Jason Forrest-Forrest Performance Groupthe reason Benjamin Franklin risked his life with a key in a lightning storm. It’s also why Ariel from The Little Mermaid wanted to know what the world beyond the ocean had to offer.

And then there’s Iron Man, whose passion for learning and understanding the problems of life and business equipped him to escape an impossible situation and then use his technology for the greater good.

Through superheroes and characters they can relate to, I’m teaching my children not to settle, to seek the most out of life (like Ariel). And I’m working hard to instill a love of knowledge and lifelong learning (like Iron Man’s Tony Stark).

Curiosity is crucial to success for sales coaches and sales pros alike–both of whom have to get curious and creative to get sales.

 

Jason Forrest 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 and Canada, 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.

Note from Jason Forrest: It’s all about You

February 7, 2012

Sales pros:

Without conflict, you can’t get an X Factor sale, you can only get a market sale.

Market sales are the ones that fall into your lap because you are at the right place at the right time. You don’t really earn market sales, you just receive them.

So if a sales pro doesn’t sell a home, who/what does? Handing Over the Keys-It's up to you-Sales Professional-Jason Forrest-Forrest Performance Group

The economy.

The product.

The price.

The marketing.

The advertising.

The incentives.

The realtor.

The location.

Market sales are great—and the money from them spends just the same as the ones you have to work really hard for. But for your own personal growth and development, you need to know the difference between a market sale and an X FACTOR sale.

An X Factor sale only happens when there is conflict. Any time the customer doesn’t agree with you (or the product, price, location, value, home site, etc.) you have conflict. Only then do you have to engage and show your prospect how to think differently about your total package. When you do this, then you have an X Factor sale!

Being aware of this and remembering that you are the X Factor will help you earn what you’re worth regardless of market conditions.

Remember—it’s all about you!

Here’s to earning what you’re worth!

Jason Forrest

 

 

Be the Difference-Maker in the Space Between

January 20, 2012

Contributed by Jeanne Conger

Puzzle Pieces- Working Together-Accountability-Jason Forrest-Forrest Performance GroupWhen do new home buyers make their final decision? While they’re navigating your user-friendly website? While walking your well-lit and carefully-furnished model homes? Or while perusing your shiny, classy brochures at the kitchen table? Probably not.

More often, the decision is made in all the spaces between—on the car ride home, during a meeting at work, or while putting the kids to bed at night.

How can you compete against your competition during those spaces between? How can you be the difference-maker for moments you’re not even present for? How can you handle objections in a conversation that you are not even party to?

Play offense. X-factor new home sales professionals don’t wait for a buyer to tell them why they’re unsatisfied with their current situation–they ask questions to find out. They dig deep and uncover so much about the buyer’s current living situation that they know exactly which new home and home site will best improve their client’s life.

As they identify and solve their client’s problems, they leave memory points and anchors on why their homes are the best in the marketplace.

You can’t go home with your clients, but being proactive is one giant step toward being present in the conversations that happen in the spaces between.

Sales Tip: Make sure to discover the one home that will work best for your client and demonstrate why your builder is the best in the market. Be memorable. Be a problem solver. Be a leader. Most of all…Be Sales Ready!

Your Turn: What do you do to make your new home sales process stand out from your competitor’s?

P.S. Learn about our new home sales training programs.

Home Shopping Network Jeanne’s Journey

January 13, 2012

Contributed by Jeanne Congershining new home sales star new home sales training and development

Through our new home search, my husband and I have met one shining star – one true X-Factor sales professional named Steve. Steve asked meaningful questions about why we wanted to move; talked us through the benefits of buying now; and guided us through floor plans to determine what would work best for us. We were sold! But we have yet to sign on the dotted line. Why? Well, let me tell you about it.

As we have delved deep into our very own home shopping network, we have actively listened to countless model home monologues (yes, monologues) and learned about endless features. We’ve seen a lot of nice communities, met a lot of nice folks, and filled out a lot of registration cards. We have answered every question posed. And yet, we have ended each day disappointed.

Like many of your buyers, we don’t have to move, we want to move. Politicians know that winning over on-the-fence voters secures elections. X-Factor sales professionals know that winning over undecided people like my husband and me is the way to increase their own bank accounts and their builder’s market share.

We just haven’t been won over yet. And that’s because not one salesperson has dug into the whys behind our decision. No one has asked us why we are relocating or what the consequences would be of not moving. No one has helped us make an emotional connection with the home, the community they represent, or themselves.

Not one person except Steve, of course. We would have ended our search and signed with him a long time ago if it was a more manageable commute. You see, Steve is a sales pro for one our clients. In Australia.

Sales Tip: Win over undecided buyers by selling them emotionally and helping them understand the consequences of NOT moving. Jason’s book, Creating Urgency, provides over 30 “no fear” sales approaches to creating urgency in buyers just like me.

Read it, practice it, and be sales ready to earn what you are worth!

P.S. I’ll let you know when we find an X Factor sales pro like Steve to guide us home.

P.P.S. Learn about our new home sales training programs.

Combating Decision Fatigue in New Home Buyers

December 21, 2011

There’s nothing more discouraging this time of year than spending all day surveying a million potential gifts but getting no closer to What is my strategy thought bubbles-Decisions-Jason Forrest-Forrest Performance Groupfinding something to put under the tree. That’s about the time it starts to seem like a good idea to get your wife a blender or a vacuum cleaner. It’s called decision fatigue. And it’s bad news.

It drives people to make poor decisions, delay decisions altogether, or mentally check out when there are just too many choices or too much information. The problem is that sales pros often contribute to decision fatigue by throwing out all sorts of information before they even know where their prospect is at. If, after time with you, your prospects know a lot, but haven’t accomplished anything, they’ll feel even further from a solution than when they started. Sort of like when you come home empty-handed after a long day at the mall.

So instead of throwing information against the wall to see what sticks, find out where your prospects are at in the process and start there. For example, if they haven’t even made the mental commitment to buy a home, don’t jump the gun by talking about light fixtures and finishes. You’re the one with professional sales training and you should know the new home sales process so well that you can take prospects through it in the way that is best for them.

Facilitate victories by accomplishing each step one at a time. Prospects are not going to stop you and say, “Okay, before we talk about the lots, let’s decide if we really want to live in this area.” That’s your job. Instead of taking the shotgun approach and trying to tackle multiple things at the same time, compartmentalize decisions.

De-cluttering” the situation in this way helps eliminate confusion and thus, decision fatigue. It also helps prevent the classic line: “Forget it. There’s too much to think about. We’ll get back to you later.”

Praise your buyers for each decision accomplished along the way before moving on to the next. If they came in unsure whether they wanted to leave their current situation, but leave confident they need a change, they’re one step forward in the process. And that’s a victory.

Sales pros: Be a part of the solution. Help alleviate decision fatigue so that your prospects don’t quit before they even have a chance to start.

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: Are you a sales pro?

December 3, 2011

Sales Pros, sales leaders. sales professionals. new home sales

There’s a reason I’m always calling you sales pros. Yours is a position of leadership. Of influence. It’s a role that many do poorly, but few do exceptionally. The average serve themselves instead of their clients. And they give the rest of us a bad name.

But those who do it with excellence serve one of the noblest purposes of all—improving people’s lives. They gain their prospects’ respect, trust, and (when they succeed at guiding customers to a solution) their appreciation, too.

A true sales pro is a guru. A true sales pro is fearless.

Watch this video every time you need a little inspiration or a reminder what you should be for yourselves, your company, and your customers.

Here’s to being the best version of you and earning what you’re worth!

Jason

P.S. Learn about our new home sales training programs.

M&M Minis and You

October 28, 2011

My colleague Jason Forrest has this funny quirk about M&M Minis—his favorite candy. We were deep in discussion about a new home mms and sales process sales training program while he was munching his minis. Finally, I just had to know what made them so much better than regular M&Ms (which happen to be much easier to find). He passionately made his case, saying that they’re made differently and probably use different ingredients. “They just taste better,” he said.

Being the sales coach that I am, I felt certain that I could convince Jason that both M&M varieties are made with the exact same recipe. After straying far from our original discussion on a new home sales training program and delving deep into the world of Jason’s candy-coated logic, I finally realized that you just can’t convince someone who is committed to their opinion that their reality is flawed. In hindsight, I would have said, “Thank you for sharing that,” and incorporated his preference into future selling discussions.

Are we guilty of trying too hard to convince our prospects to change their personal taste? It’s not necessary for us to agree on what the buyer’s perception of what looks, feels or tastes best to them. It is necessary for us to understand their preference, incorporate it into our selling process, and give them the home that they want to live in at the end of the day. We can happily sell the M&Ms that taste best to you.

Sales Tip: Listen actively to your buyers as they tell you what they want and prefer in a home. Leave your personal biases behind and remember that their perception is indeed their reality.

Make it about the buyer and you will be sales ready to sell more homes!

P.S. Learn about our new home sales training programs.

Note from Jason Forrest: Helping clients face their fears

October 16, 2011

Little boy with Green eyes-Fearless-Uncertainty-Jason Forrest-Forrest Performance GroupMy little boy, Saunders, walked through the long valley of the hallway to our bedroom the other night. It was 2 a.m. and he’d woken up from a nightmare. He jumped in our bed, crying, and just really needing somebody to be with him.

My wife and I both hugged and comforted him, telling him that he’d just a nightmare—it wasn’t real. The hugging didn’t stop the fact that he had a bad dream, but it did change how he faced it. The fear he had alone, he no longer had when Mamma and Daddy were holding him. Parents do this all the time with their children—helping them face their fears in the midst of struggle.

This is exactly what you, a new home sales professional do for a buyer when they have uncertainty about buying the home. You don’t have to physically give them a hug, but you can calm their anxieties and fears by saying, “There is always a little bit of uncertainty when you are making such a big decision. You probably had similar uncertainties when you decided to get married or choose your career. You get to a point where you ask yourself, ‘Does this decision improve my life enough to justify the potential risk?’So, let me ask you just that—does it?”

This week—you may be the certainty in your customer’s uncertainty.

Here’s to earning what you’re worth!

Jason

P.S. Learn about our new home sales training programs.

Jeanne’s take (and another birthday!)

September 8, 2011

Fireworks-Celebration-Jason Forrest-Forrest Performance GroupWe are blowing out a new set of candles at J Forrest Group today. Happy birthday to our fearless self-promoter, fearless seller, and fearless leader himself–Jason Forrest. Step aside, Jeanne Conger. But don’t step too far…we’ve got some questions for you:

Why do you think new home sales professionals are so important?

The order-taking days are long gone and competition is fierce! An accomplished sales professional can understand a buyer’s problems, provide solutions, and overcome objections that could otherwise stop the sale.

Buying a new home is the largest financial and emotional decision that most will make in a lifetime, so educated, dedicated, and professional salespeople are a must.

What maxims do you live by?

I believe that we are each responsible for our own success and I like Winston Churchill’s “never, never, never give up.” A tough market will reveal the character of a company and the culture of an organization–whether they’ll crumble under circumstances and excuses or focus on what they can control and refuse to give up. I prefer the latter.

Who do you admire? Why?

A man named Mark Covert has gained my admiration. He is 61 years old and has run at least 10 miles every day since July 3, 1968 (that’s 43 years and counting!). Whether or not he feels like it; Mark runs. Whether it’s rainy or sunny, he runs. No matter the aches and pains; Mark runs. Every. Single. Day.

Mark’s friends say you’re not tough unless you’re “Covert tough.”

What tip would you give new home salespeople this week?

Take charge of your business and target your buyers. Ask buyers what THEY want. When the market changed, buyer behaviors and buying cycles changed with it. Consider how you’ve changed to be ready for today’s market and today’s buyer.

Be Sales Ready!

P.S. Learn about our new home sales training programs.

TCU Alumni– Featured Frog: Jason Forrest

August 1, 2011

How has your career benefited from TCU and the Alumni Career Network?TCU-Horned Frog-Jason Forrest-Forrest Performance Group
One of my first major clients (McBride Homes) was a Horned Frog. I was able to use that as the launch pad to close the deal.

How has being a Horned Frog impacted your business?
TCU Purple is a prominent color on my website, my training materials, and even in my wardrobe. I wear only TCU Purple socks for speaking events. Someone will catch a glimpse so I tell them that I’m an avid fan of TCU and that my wife and I are currently building our house close enough to the stadium that we can hear the roar of the crowd on game days.

Read more.

 

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 Combatant Prospect

June 8, 2011

I recently sat down with a division president who challenged just about every idea I had. I loved it. Skepticism, resistance, and Man Climbing-Athlete-Training-Jason Forrest-Forrest Performance Groupquestions give me the chance to demonstrate my product and address each concern directly. A client’s, “Yeah, but what about…?” is music to my ears. If I don’t know their objections, how can I overcome them?

With the division president, I took each question as an opportunity to share my expertise on the subject—whether a success story, something I’d read in the news, or personal experience. I also asked him questions about what he wanted to accomplish and what problems he was facing. As resistant as he was, he later shared that he just likes to challenge people to see how firm they are in their beliefs. Because I stood confidently on what I know about the subject, he felt secure in my expertise.

I’m the same way—if you can prove to me that you’re more passionate and knowledgeable about the subject than I am, I’ll follow you (as I talked about in a recent post). I’ll yield to your leadership.

“If you build it, they will come” may not apply in today’s market, but let me submit another idea: If you lead, even the most combatant prospect will follow.

P.S. Learn about our new home sales training programs.

What’s your struggle?

May 23, 2011

Our Sales Leadership Summit for new home sales managers got rave reviews for one simple reason—we followed our own advice and solved our customers’ problems.sales training and development

As usual, we had an agenda based on proven sales strategies, but we also added a section called “I’m struggling with” where sales managers wrote their current challenges on note cards. At several points throughout the day, Jeff Shore and I addressed the concerns directly.

We created the training around our audience’s struggles, just like X Factor sales professionals create a home around each customer’s life and needs. We didn’t teach people what we thought they wanted to know—we taught them what they needed to know for the coming days and weeks.

That’s also our overall approach at J Forrest Group. We tailor our programs to address our clients’ needs directly—their market challenges, their buyers, etc. We don’t just use textbook theory, we use our vast experience and sales wisdom to address actual, day-to-day issues in real time.

The high rate of satisfaction from the event came from the fact that by solving our customer’s problems, we followed one of our most basic sales philosophies.

Now it’s your turn. As a sales professional or manager, what are you struggling with? Post your own concerns in the comments and we’ll see how we can help.

P.S. Learn about our new home sales training programs.

Big Builder Online– Big Picture: Target Emotions.

April 8, 2011

Family in front of a house-Improving Lives-Jason Forrest-Forrest Performance GroupSelling on circumstances like incentives and tax credits is a recipe for high cancellation rates; buyers easily will be swayed when a better deal comes along. However, it’ll be a lot harder for a client to walk away from the home that best suits their emotional and circumstantial needs. The desire to improve a person’s life has more influence over the buying decision than any other factor. If you are the best at identifying and solving a customer’s problem on an emotional and logical level, then you will be at the top, regardless of market conditions.

Read more.

 

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.

How to Lose a Client

April 7, 2011

People don’t have a problem with salespeople. They have a problem with people who waste their time and with unethical, boring, or unhelpful salespeople!Email-Purposeful-Sales Pro-Jason Forrest-Forrest Performance Group

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

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

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

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

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

P.S. Learn about our new home sales training programs.

Housing Zone: New Home Salespeople Need Training to Close Today’s Buyers

March 1, 2011

EmotionalSelling-decision making-ForrestPerformanceGroupAfter marriage/divorce and life and death, buying a home is the third most emotional decision we make, says Jason Forrest [...]. Once the federal tax-credit program ends, builders are going to have to learn to sell emotionally. That means getting to a much deeper level of understanding than salespeople typically achieve.

Read more.

 

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.