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 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.