Tag Archives: asking the right questions

Note from Jason Forrest: Number One Rule of Selling

Couple looking at house plans-Sales Professionals-Jason Forrest-Forrest Performance GroupSales Pros:

Here is my number one rule of selling: Make it easy for me to make my money yours. I don’t want to have to jump through hoops to fork over my cash. Lead me and the sale is yours.

When my wife Shelly and I went shopping for a flat screen TV, washer, dryer, and refrigerator at Best Buy, we had a sales professional who wasn’t afraid to lead. I loved every minute of the experience.

First, we couldn’t decide between two refrigerators. We liked one with French doors and large drawers, but it was a little small on the inside. The other was larger inside but lacked the kind of drawers we liked.

Mike, our sales professional, asked a few questions about our kitchen and entertaining habits. He uncovered that Shelly uses large platters that wouldn’t fit well in the first option, so we decided on the second.

X-Factor Sales Professional Example 1: He asked the right questions and we decided that the large inside space was preferable for our needs.

I then mentioned that we were interested in flat screen TVs and he said, “Okay, I’ll meet you in the TV section after I write this up. When do you want the refrigerator delivered?”

X-Factor Sales Professional Example 2: He assumed the sale.

I had seen one TV advertised that I liked and Mike said, “That’s a good one, but Samsung makes a higher end one that I want to show you.”

He used a mock-up fireplace to show which TVs would look best in our space and we got it down to two options. The Samsung was more expensive but also had many features. The other was less expensive, but you had to add on the features (like 3D glasses and internet).

So he told us to go sit on the comfy leather chairs while he tallied up the differences. “That way, you can compare apples to apples,” he said.

He showed us that the Samsung was only $30 more but it came with internet, which the other didn’t offer. That was that–the Samsung will soon be over our fireplace.

X-Factor Sales Professional Example 3: He provided information that shrunk the perceived price gap.

When we were leaving, Shelly laughed and said, “I can’t believe we just spent that much money in 45 minutes.”

X Factor Sales Professional Example 4: They made it easy for us to hand our money over.

And we left happy.

Jason

 


 

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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.

Girl Scouts Got Game

shutterstock_181102415Los Angeles Times, one girl scout and her mother made a lucrative business through strategic targeting: Selling girl scout cookies outside of a pot dispensary. They sold 117 boxes in two hours!

Click here to read the full story.

Sharp choices in target marketing (effort), will give you a greater return on your investment (outcome). Know your audience and their needs. If you can tap into their “why” for buying, and present to them value and a solution, then there’s no reason you shouldn’t get the sale every time.

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.

AutoSuccess: Remove Ambiguity

Confused-Choices-Decisions-Buyer decision points-Asking the right questions-Jason Forrest-Forrest Performance Group- answers-handling objectionsIn his latest post on AutoSuccess online, Jason examines the problem of customers dealing with too many buying options. Read an excerpt below:

“The problem is that sales pros often contribute to the problem and make prospects feel even further from a solution than when they started. It’s easy to get lost in the details when buying a car. Your customer’s got to think about color, make, manufacturer, options and upgrades. It can be crippling. As a sales pro, you must narrow the decision down and remove ambiguity.”

To read more on Jason’s experience with refining choices, 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. 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

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!

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

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.

Power of Misdirection

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

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.

 

Builder: Dig Deep With Buyers

Buyer and Seller-Convincing the buyer-Jason Forrest-Forrest Performance Group-Leadership Selling-Rising Interest Rates-decision pointsHave you ever wondered if something you’re asking your buyers is too personal?

In his latest article in Builder, Jason discusses how no question is too personal as well as the importance of digging deep into the prospect’s “why”. Read an excerpt below:

“In order to understand the whys, you have to dig with customers. That means nothing is off limits–family situations, W2s, and even, as we’ll cover, marital disputes. Sure, that may seem intense, but I am convinced that it’s the only way to do the best thing for your clients. Let me share why.”

To find out why, and to read the rest of the article, 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.

The Preschooler's Favorite Question= Your Greatest Sales Tool

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.

The Skinny on Generation Y Homebuyers

Generation Y-Young Adult on a Couch-Buyers-Selling-Buyer Decision Points-Jason Forrest-Forrest Performance Group-Hot Beliefs-Leadership SellingHow well do you accommodate your generation y buyers?

According to HILB’s (Home Industry Leadership Board) research, the topics you are used to discussing may be of waning interest, especially to millennials. Click here to see the infographic.

Selling is a game of chess: You must think several moves ahead. The basic philosophies of selling (lead, or find a new job, for example) don’t change, but it’s important to know what’s important to your buyers (like going green). As always, ask lots of questions so you know how to address each person’s particular needs.

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. 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.