Tag Archives: creating urgency

Note from Jason: Do you show and sell or show and tell?

Empty Theater Seats-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

I find commentary on sales sites maddening. Not all commentary, but the salespeople who are a bit confused about their job description.

When sales pros believe their job is to show and tell will go along endlessly with customers who want to see product after product, home after home, or car after car. Ultimately, the prospects ends up with something they can live with. Even more frustrating is that, because the customer hasn’t found the solutionwhenever a concern comes up, the sales pro - home sales consultant has only one recourse–try to lower the price until the customer is willing to accept. I could not disagree with this approach more.

Let’s think about it from a realtor’s perspective (though it applies to other industries, too).

A realtor with this approach is FAR from earning their 1-3% keep and really makes him/herself unnecessary. Sellers may as well use a for sale by owner (FSBY) approach and buyers may as well contract on the home with the lowest cost per square foot.

If you’re representing the seller (either the builder or homeowner), your job is to find a way to sell the home at the price the homeowner wants to sell it. The whole point of your contract (and your fee!) is for you to sell the value of the home, not to spend your time convincing the homeowner that they need to lower the price.

Let’s say you get a $3,000 commission. If you spend time trying to convince the homeowner/builder that they should lower their price by $5,000 so that they can have the lowest price per square foot for what they’re giving, the total cost to the builder/homeowner is 3K to you (in commission) and 5K to the buyer (in lower price). So you just cost the builder/homeowner $8,000 out of their pockets. And for what?

They might just say, “If we’re 5K overpriced, we’ll lower it 5K and get you out of the picture. That’ll save us 3k and we can put $1,000 of that towards a for sale by owner marketing kit.” So, y taking yourself out of the deal, you save the homeowner/homebuilder 2K. Be careful what you ask for.

Now I understand that realtors and builders can be confused about the value of their homes, but this is a conversation that needs to happen before you sign the agreement. Don’t sign and then come back with your comps a month later saying it’s overpriced. Let the seller know what they’re getting into up front. And once you agree to market and sell a property, sell it at that. Don’t come back later and change the rules.

Earn your commission. Show and sell.

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

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

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 Forrest: Why People Matter

Sales Pros:new home sales training workshops

I love a good product just as much as the next guy, but if merchandise alone sold big-ticket items, we wouldn’t need to man our model homes and we’d all be picking our cars from an online catalog. We’d just build and design the best possible models and watch the contracts roll in.

One of the major buzzwords in the housing industry, for example, is green. Conferences focus heavily on what product will provide an edge over competitors, but the biggest, baddest, greenest product in the world means nothing if nobody can communicate its value.

When I was eight, I watched my dad present three one-carat diamonds to a young couple. The stones were identical to the naked eye and ranged from $3,000 to $15,000. After my father demonstrated the differences with equipment and education, the couple bought the most expensive rock. They spent five times more for something they couldn’t even see. Without my dad’s ability to communicate the value of the superior diamond, the difference would have meant nothing to the couple.

The best edge a company can have over a competitor is to put the best possible people in position.

I guess what I’m saying is that you matter. So, here’s to earning what you’re worth!

Jason Forrest

 

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: Lead, Don't Push

Salespeople:leadership selling

I talk a lot about leading the sales process (it is your job, after all). But clients often ask how to create urgency professionally (i.e. without coming across as a pushy salesperson). This is a good question and close to my heart as a sales professional and trainer.

It’s simple. If your primary concern is to help improve your customer’s lives, that genuineness will come through. But if your main interest is pushing a customer toward your solution so you can improve your own bank account and add a tick mark to your sales numbers, that will come through, too.

Influencing a person’s decision is about is not about forcing them to go your way with pushy or unethical practices, it’s about getting inside their heads to understand exactly what they need and how you can fill that need.

Urgency isn’t “interest rates are rising so you better buy” or “buy today or the incentives are gone.” Urgency is about walking through each of the customer’s problems and how you can solve them.

For example, demonstrate your product and talk about how they’ll actually use it in their lives–whether it meets their needs or not. It’s appropriate (not pushy) to ask, “What is this product missing?” or “How does this compare to the other options you’ve seen?”

At Forrest Performance Group, our mission is to bring back the pride, purpose and respect to professional sales. You can do that by seeing your role as leading (not pushing) your clients to a better life—the one they came to you looking for.

What’s more noble than that?

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

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.

Note from Jason Forrest: Three Ways to get your Buyer to see the Value

Value under magnifying glass-Finding the value-Jason Forrest-Scavenger hunt-growth mindset-earning what you're worth-Digging deepSales Pros:

I always say that selling is the toughest of the performance arts because the salesperson works for free every day. Sales is also tough because every day you are met with a challenge: To get your prospect to see the value of what you are selling for the listed price.

But how do you do that? As far as I know, there’s no way to go inside someone’s head and tweak their thoughts. The answer lies in Consumer Confidence.

You are a seasoned sales pro who knows the product and its worth, and as such, shoulder the ability to pass that knowledge on to your buyer. Yes, the buyer might have done some prior research, but they don’t bear the title “professional.”  You are the entrusted light-bearer!

This confidence emerges when you progressively handle the buyer’s objections, take the time to go three whys deep, and carefully create an experience that brings to life the value of the product and the time spent with you, the X Factor Sales Pro. And when you can stimulate this confidence in your buyer, the sale will come naturally.

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.

TED Weekly: Negotiation now has a third side

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-Mentality“When spider webs unite, they can halt even a lion.”–Old African Proverb

In this week’s featured TED talk, William Ury discusses the difficulties of negotiation. Generally, he states that within a negotiation, there are traditionally two sides. BUT, in order for those two sides to meet peacefully, a third side must be taken. He explains that the third side is taken when both parties step back from their sides and examine the situation with fresh eyes.

I often quote Einstein’s theory that, “No problem can be solved at the same level of consciousness that created it.” to illustrate this point. When handling objections, running towards the roar, creating urgency, and persuading your buyer to see the value of what you sell, you must often take a step back to examine, reassess, and sometimes even allow dust to collect on the situation before you can progress.

Wherever you find yourself in community, be it at your sales profession, with family, friends, or strangers, and you discover yourself at such a crossroads in need of a third side, remember that you have an opportunity to achieve peace in the situation, but first you’ll have to take a step back to look inside.

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.

 

Realtor Magazine: Your Brokerage and Gen Y Buyers

Generation Y-Young Adult on a Couch-Buyers-Selling-Buyer Decision Points-Jason Forrest-Forrest Performance Group-Hot Beliefs-Leadership SellingIn his latest blog post on Realtor Magazine Online, Jason discusses the ushering in of Generation Y as buyers, and what your brokerage can do to reach them. Read an excerpt below:

“Generation Y buyers are entering the home buyer’s market armed with spreadsheets (digital, of course), instant communication, and an affinity for technologically friendly spaces. It’s no surprise that studies are focusing on the Generation Y buyer…They’re conservative and hesitant because they’ve been rocked by the economy, are laden with student debt, or lack job stability.”

To read Jason’s strategies on how to target your millennial customers, 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.

AutoSuccess: Jason Forrest Featured

AutoSuccess logo-Jason Forrest-Forrest Performance Group-Auto Sales-Hot Beliefs- Big ticket sales-Buyer Decision PointsIn his first-time feature ever on AutoSuccess Online, Jason Forrest combines his great principles and philosophies on the “just looking” buyer with Auto Sales. Read an excerpt below:

“Yes, I know. The cold, distant, closed-off customers are harder to sell to, but I want you to see every “just-looking, not-interested” buyer as a fun challenge. See how far you can take them in the sales process. Can you get them talking about their current vehicle/situation? Can you get them talking about the other products that they are “just looking” at? Can you get them to picture themselves behind the wheel of your latest arrival? It’s not so much about selling them a vehicle, but about getting them to open up to you.”

To check out more of Jason’s feature, click here.

 

Here’s to earning what you’re worth!

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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.

The Time is Now: Buying New Homes

Family in front of Home-Going Home-Jason Forrest-Forrest Performance GroupIf ever there was a time to buy a new home, it’s be right now!

According to Trulia’s Rent vs. Buy index, an overwhelming majority of major cities in America show that it is more affordable to be in the new home buyer’s market than in the renter’s market.

Especially with the recent housing price increase (which supports a healthy overall economy as well as the real estate market), there couldn’t be a more perfect market for buying a new home.

As a new home sales professional, here are some points you can remind new home buyers when touring through your new and resale homes:

-Buying a new home means investing in a new beginning.

-Building and buying a new home means buyers can avoid the resale market and get exactly what they want in their new home.

-Starting out in a new neighborhood allows new home buyers to be a key member in creating the neighborhood’s environment.

-Buying while interest rates are rising supports the health of the economy and in turn, increases the value of the new home purchase.

-New homes offer more energy efficient appliances.

-With new technology, less maintenance is required on new homes in comparison to the uncertainty that can come with resale houses.

 

Whether you are a new home sales coach, or a sales professional in the beginning stages of real estate sales training, what additional benefits would you share with your prospects? Comment here and share with your fellow new home sales professionals.

Think about the benefits you would want if you were buying a new house and bring them up the next time you are touring new homes with prospective new home buyers. At your next new home sales seminar, listen and take note of the points others are using. The combination of points may be the answer  your buyer needed all along to commit.

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.