Posts Tagged ‘ X Factor Sales ’


Note from Jason Forrest: Free Money, anyone?

June 15, 2012

Dear Sales Pros:

Money Present-Free Money-Jason Forrest-Forrest Performance GroupFriday’s interest rates for a 30-year fixed loan came in around 3.7%. So assuming inflation is averaging around 3%, there’s only a .71% gap between inflation and what home buyers will pay in interest.

What it means for the buyer:

Perfect storm for prices:
Not only are interest rates low, but prices are historically low, too. So yeah, I’d say the time to buy is now.

More spending power:
Homebuyers can get more home for the same payment or they can spend less money and and then put a new car in the garage (likely at a higher interest rate)! After they close, of course.

What it means to you–the new home sales professional:

Use the info as a way to create urgency and speed up the process:

New home sales pros need to put their own energy and enthusiasm around the benefits. Use your passion and conviction to communicate what a great time it is to buy (create urgency) and instill certainty in the economic climate.

Don’t forget though–this is a closing technique to use only after you’ve found the best home for your prospect. No matter the circumstantial reasons that may compel someone to buy, you need to make sure that you provide the solution for their situation.

Get your current price sheet and calculate what the payment would be based on today’s interest rates versus what they’d be at at 4.5%, 5.5%, and so on. Use this knowledge to help demonstrate the affordability and overall awesomeness of buying now.

And use it as an excuse to call your prospects who are on the fence or have a long timeframe!

This is a great opportunity–for both you and your buyers. Maximize it.

Here’s to earning what you’re worth!

Jason Forrest

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 about our new home sales training programs at http://www.forrestperformancegroup.com.

Are you hungry?

June 15, 2012

Money House-Going Up-Jason Forrest-Forrest Performance GroupHungry sales pros go after it. Every day. They eat conflict for breakfast. They like market sales (the ones that would happen with or without them), but they LOVE x factor sales (the ones they have to fight for).

The housing market is improving. And that’s not just me talking (even though I knew it would). The Wall Street Journal says so and Time Magazine declared that the housing market recovery has “officially begun. So the market is on the up and up. And that’s great news, right? Well yes. And no.

Yes, an improving market likely means more sales, higher consumer confidence, and an improved bottom line.

But be careful that it doesn’t also mean that we let our process and presentation slide. The  greatest benefit of a downturn is that it forces us to get disciplined and to focus on all the things we can control–namely our people, process, and presentation.

The danger of a good market is that we can become benefactors of market sales and stop pursuing x factor sale.

Celebrate the market sales (can I get a booyah?) but stay hungry for the x factor sales.

Whether you’re and x factor sales pro or an x factor sales coach, don’t lose your hunger. Don’t lose your fight.

 

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 about our new home sales training programs at http://www.forrestperformancegroup.com.

Sell with both sides of the brain

November 8, 2011

On a recent flight, I sat next to a golfer named Carole who told me one of her keys to success—playing the game with both sides of her Golfing-Shift-Jason Forrest-Forrest Performance Groupbrain. Carole explained that engaging the non-dominant side of the brain helps with solutions and follow through.

The left side of your brain is the “information” side (speech, numbers, time, logic and information) and the right side is for concepts, pictures, faces, people, etc. For example, recognizing a photo of George Clooney engages the right side of your brain, but describing the photo (hot, charismatic, older guy) requires the left.

Evidence supports that using the non-dominant side of your brain while golfing helps strategy, coordination, and drive. Since Carole is left-brain dominant, she engages the right side of her brain to get out of jam when her ball lands in the sand. By visualizing a dollar bill with her ball in the center and targeting her club at the end of that dollar bill, Carole “tips” her way out of the sand trap.

Since there is a strong correlation between the science and drive of professional athletes and successful new home sales professionals, I asked her how the strategy relates to people like you and me—those addicted to selling new homes and becoming X Factor Sales Professionals.

She explained that using both sides of the brain can help sales professionals not only hear what a buyer says (left brain) but also to recognize the nonverbal cues (right brain). Being fully aware of the buyers’ mission (both stated and hidden) can make or break a sale!

Sales tips:

  • Never let an objection stall your new home sales presentation. Visualize a solution to “tip” your way to a sale!
  • Prepare for the sand boxes of your product or pricing in advance.
  • Respond to the buyer’s verbal and nonverbal cues.
  • Be Sales Ready!

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