Tag Archives: cultural change

Your Sneak Peek at Leadership Sales Coaching, the Seminar

LSC-Executive Summary-Jason Forrest-Forrest Performance GroupSamples are a great way to test out a product and Jason Forrest’s Leadership Sales Coaching: Executive Summary will provide a taste of what you will experience in person at Leadership Sales Coaching: The Seminar!

Order your copy, or download your eBook copy here.

 

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.

REALTORMag: The Do’s and Don’ts of Leading Your Team

Dos and Don'ts-Expectations-Jason Forrest-Forrest Performance Group-Setting Expectations-Standards of Performance-Coaching TechniquesAre you aware of the dos and don’ts that set clear expectations for your associates? In his latest blog post on REALTOR Magazine, Jason lists some important dos and don’ts that will increase accountability and remove ambiguity. Read an excerpt below:

“Do:

Every day, remind your team of at least one of the behaviors you expect and why it is important. Be consistent and this information will remain top-of-mind.

Don’t:

Disrespect your team members’ knowledge and past experience. Dismissing a person’s experience devalues them and discredits you.”

To read more of these dos and don’ts, 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. 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

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.

Note from Jason Forrest: Train Like a Gladiator, Sell Like a Pro

Gladiator-Honor-Title-Respect-Arena-Sales Techniques-Hot Beliefs-Jason Forrest-Forrest Performance Group-X Factor-ChoiceSales Pros:

Defend your honor!

As you read this, you’re entering the ludi (barracks) for training. There is a performance to prepare for; how will you train?

Most gladiators fought as slaves, but those who took the oath voluntarily entered for the sake of honor. Even though death and shame were high possibilities, the reward outweighed the cost.*

These gladiators were masters in their craft. They paid attention to minute details of technique, studied weaknesses of  different combat styles, and constantly looked for ways to gain the advantage on their performance. Forget about excuses. If one arose, the gladiator quickly buried it because any excuse to train poorly gives an opponent room to advance.

How would you train today if you knew that your next sales presentation could be your last? You might begin by considering your techniques as well as your past failures and successes. If you find that there’s room for improvement, which there always is, you’ll decide to go through the rigorous training to earn the honor you’re worth! You’ll begin to look for possible objections your prospect might have and train to respond to them.

The sales arena is before you–what will you do with your training to emerge as the victor?

Here’s to earning what you’re worth!

Jason Forrest

 

* Gladiator Training Camp

 

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: Get Frustrated. It’s Good for You

Frustrated man in front of plans-Success-Failure-Find it fail it frustrate fix it-Jason Forrest-Forrest Performance Group-Hot beliefs-Sales-Growth MindsetSales Pros:

You know the feeling. What began with the spark of a desired outcome is diverted from its original course. Questions emerge. The internal struggle ensues. Your heart pounds and your blood boils. It looks a lot like anger, but it’s actually anger’s cousin: frustration.

Most people view frustration as a beast that needs to be tamed. But frustration over an inability to change or achieve a desired result can lead to growth as long as, in the moment of frustration, the desire for the intended outcome remains. This is key. Out of this desire flows the fuel to persevere, and most importantly, to learn.

When we struggle for an intended result or for a piece of knowledge/information, we are more likely to retain it. What’s too easily won is not valued as much.

Frustration doesn’t feel good, but if you’re never frustrated, you’re not trying hard enough or you don’t want to improve badly enough.

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. 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.

 

 

Talent vs. Effort: Three Things You Need to Know

Success Mug-Talent-Earning what you're worth-Coaching-Leadership-Sales-Jason Forrest-Forrest Performance Group-Elements of Talent

In any pursuit, there are three ways to procure talent: Practice, great coaching, and total concentration.

1. Practice. Practice. Practice:

You don’t come out of the womb walking. The ability comes from muscle growth and muscle memory. Likewise, talent comes from a culmination of attempting, failing, and succeeding, and repeating (also known as practice). This is where you learn to preserve good habits and correct the bad ones.

2. Great Coaching:

Behind the best performers, you’ll find a great coach. Coaches have the ability to lead people to places they wouldn’t go on their own, find the why behind behaviors, extract the want to, and coach through the objections that stand in the way of earning what they’re worth.

3. Total Concentration:

Mastery requires commitment, drive, and complete concentration. Your concentration correlates with your momentum–when one slows, the other does too.

With these three elements, nothing will stop you from mastery in your pursuit.

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.

Fake it ’til you become it! Communication and Body Language

Body Language-Confidence-Presentation-Prospect-Jason Forrest-Forrest Performance Group-Orientation-Communication-Business-Sales-Sales TechniquesWhat is your body posture like right now? Are you hunched over? Leaning back? Are you playing with something in your hand? Whatever you are doing, it is a direct reflection of what you are thinking and how you are feeling.

Don’t believe me? Take a few minutes to think about your plans for the upcoming holidays. If they are exciting, your back probably straightened up and your shoulders likely pushed back. Conversely, if your mind were to take a few minutes and think about something sad or disappointing, your back would probably curl forward and your shoulders will sink.

In one of the TED Talks we watched during the October 31 Day TED Talk challenge, Harvard professor Amy Cuddy discusses that our behaviors can change our beliefs. Cuddy’s findings show that if we do what she calls “power posing,” or standing confidently (even if we don’t want to), cortisol and testosterone levels increase in the brain.  Watch her video here to hear the details of her findings.

This applies to you! In sales, 55% of communication to your prospect lies in your body language, which is more than the 7% attributed to words and 38% allotted to voice. If you are confident in yourself, your body language will reflect that in your presentation and your prospects will take notice. AND, when you are confident in yourself, you allow the buyer to feel confident in you. But, the reality is we don’t always feel as confident as we would like. For that  we say (taken from Cuddy’s playbook) “Don’t fake it ’til you make it. Fake it ’til you become it!”

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.

Fail Forward Fast

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.

You don’t know TED: The 31-Day Challenge

TED talks logo-31 day challenge-October-Jason Forrest-Forrest Performance Group-Growth Mindset-Inspiration-MentalityDo you accept the challenge?

If you’re not growing, you’re stagnant. That’s why we set out on a 31-day journey to growth and inspiration: It’s the TED Talk challenge.

TED Talks are videos of the world’s greatest thinkers and doers giving phenomenal talks in under 20 minutes. These talks promote the power of ideas and are geared toward change in individuals and the world.

Every day, the Forrest Performance Group Facebook Page will feature a TED talk video. Watch it, share it, comment on it, etc.. Engage with it! Share it on the Forrest PG Facebook page, share it with your friends, or even write about it–whatever you do, we want to know about it! Let your beliefs influence your behaviors.

It’s 31 days of inspiration and growth. Dare to join the challenge? Shake things up and get reenergized from these fascinating perspectives.

What do you have to lose? Join the challenge and through accountability, we might all grow a little taller this month.

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.

Note from Jason Forrest: Do You Have an Attitude?

Sales Pros:

Ready Set Grow-Attitude-Can do-Jason Forrest-Forrest Performance Group-Growth Mindset-Actions-Beliefs-Programming-Coaching X Factor ProfessionalsRight now, what’s your attitude? Are you filled with joy? Are you on edge about every little thing? Are you disappointed? Are you excited because you’re anticipating something? Whatever your attitude is, recognize it. Now ask yourself, “Do I own of my attitude?” If you said no, think again.

Whenever you find yourself in a raging circumstance, know that how you react to it is a reflection of your attitude–attitude is everything! And if you want to be someone who can handle objections, adapt to unforeseen circumstances, lead your buyers through the sales process, and earn what you know you are worth, then your attitude must be in check.

Did we mention that attitude is everything? When it comes to sales, you can know all the ins and outs, but if you don’t present this information with the right attitude, you’re going to lose the sale. On the other hand, if you don’t know all the information, but you exhibit an exciting and willing attitude, your buyer will be more likely to take a chance on you.

Here are some things that can help you stay in check with your attitude:

-Take two slow breaths. According to NPR Books, it is scientifically proven that deep breathing can affect the heart and the brain. By taking two slow breaths, you’re allowing your mind to take a mental step back and focus on the situation.

-Literally take a step back. With this, you are practicing and allowing your actions to align with your beliefs. If you know you have a tendency to react quickly to situations without thinking your words or actions through, taking a step back will allow you to regain your center of gravity and reassess the situation

-Smile. Many studies have discovered that when you smile, your body releases endorphins and serotonin. As a result, your current mood can be enhanced.

When you create a habit of techniques such as these, you reconstruct your programming, which leads to your attitude.

Still don’t think you can change your attitude? Try one of these suggestions above and see if your answer is the same.

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.