Tag Archives: industry publications

Selling Power Magazine: Five Tips for Better Sales Management

In an interview with Jason Forrest, Selling Power editors asked Jason questions enticing their readership about the first book on their Best Books for Sales Success in 2013 list (Jason’s LSC). See below for the interview and Jason’s answers:

Leadership Sales Coaching-Jason Forrest-Selling Power MagazineJason Forrest is the author of Leadership Sales Coaching: Transforming from Manager to Coach which appeared on the Selling Power list of Best Books for Sales Success in 2013. In this exclusive Q&A, Forrest shares some of his expert advice for sales managers.

1) What’s one of the most common questions you get from sales managers about how they can improve? 

A common question is how to motivate salespeople to consistently practice the right behaviors. It’s one thing to get reps fired up and temporarily pursue the right behaviors, but it’s very different to drive them to want to make changes because they believe it’s the best thing for them. When motivating reps, avoid fear-based tactics. Instead, inspire them. The “do this or else” approach will elicit the correct behavior only when you’re watching. Remember that information without a change in behavior is useless. The most effective, long-lasting way to change behavior is to change beliefs. If we can change what people see (and therefore what they believe), we can change how they behave, because beliefs drive emotions, emotions drive behaviors, and behaviors drive results.

2) What’s the relationship between emotion and motivation?

It’s not enough to know what your reps want to achieve; find out why that goal is important to them. A good sales manager already knows that a rep wants to take her family to Disneyland, for example. There’s an emotional force driving the rep to take steps to achieve that particular goal. The reason the rep stays late and makes extra phone calls is because she’s placing value in connecting with her daughter and seeing her eyes light up when she gets to meet her favorite Disney characters. That’s what sales managers need to tap into.

3) What’s one personality trait a sales manager needs in order to succeed?

Strong emotional intelligence is very important. When sales managers understand their own emotion, they’re better able to maintain their cool and not get defensive or overly worked up in difficult situations.

4) Do you believe reps can become great sales managers?

I think it will become more common for sales professionals to move up the ranks to sales management. The old-school mentality is that a good sales professional doesn’t make a good coach, because he or she is a lone wolf and competitive. But the truth is that it requires the same skills to coach as it does to sell. As a coach, you’re influencing reps based on their individual beliefs and ideas. You do the same thing with customers.

5) What are some trends you see for sales management in 2013?

I think managers will have to understand the art and science of selling as well as or better than their sales reps. They will need to be experts. Too many managers do not know the sales process inside and out. Sales coaches don’t have to be better at selling than sales professionals, but they should at least know the playbook so they can hold team members accountable. Sales managers cannot teach
or hold someone accountable for something they themselves don’t understand. Leaders are mirrors. They don’t need to worry about being better than sales professionals at executing the sales process, they just need to know the playbook inside and out so that they can lead the team to a higher level.

– Selling Power Editors

Note from Jason Forrest: Embrace Objections

Yelling Business Man-Objections-Jason Forrest-Forrest Performance GroupSales Pros:

Do you prickle at the thought of prospects saying no? Do you get uncomfortable when they share their list of concerns? Or do you get the adrenaline rush that says, “They’re interested…this is a hot one?”

If you identify more with the former, you’re looking at it wrong. Objections are the best possible tool for salespeople because the sale begins when the customer says no.

The top one percent of sales professionals consider themselves leaders in their prospects’ quest for a solution, and as such, they love conflict. They want to bring up concerns so that they have something to advise.

Customers who reveal what’s going to keep them up at night give their sales professionals an opportunity to address their objections and lead them to feel more confident about their solution. So what would happen if you could increase the percentage of prospects who stated their objections on the first visit? Could you handle their concerns?
Don’t live in fear thinking that you’ll get “fired” if you speak your mind or say something your prospects don’t want to hear. Embrace objections as your chance to be the guru to your customers.

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.

Builder Online: Selling Success

culture_DT_HERO1_tcm138-2126004Are you properly equipping your team to get above and beyond the sales that the market can provide? In his most recent article in Big Builder, Jason delves into the importance of training and how it can set salespeople up to sell in any circumstances . Read an excerpt below:

“At its best, training does more for companies than anything else can. It can improve morale and the customer experience while also increasing revenue. Even more, the most effective training contributes to creating a constructive culture by 1). Convincing employees that their effort makes a difference and 2). Hedging an organization’s bet.”

To find out more about the crucial role that training plays in forging a constructive culture and setting the right tone for sales success, 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.

Houston Agent Magazine: Social Self-Consciousness

shutterstock_167757563Have you ever felt unworthy of working with a prospect because they are socially or economically better off? In his latest article in Houston Agent Magazine, Jason Forrest discusses the importance of confronting these hindrances to achieve breakthroughs and reach the next level of success. Read an excerpt below:

“Wally, a real estate agent, knows he needs to reach out to a prospect that a former client introduced him to, but he’s hesitant. The trouble is, he recognizes the referral’s name—she’s an anchor for the top news channel in town. He feels that he isn’t suitable enough to work with her. Wally is suffering from social self-consciousness—the next in our series on the sales reluctances that keep agents from earning what they’re worth.”

To read more on how confronting this sales reluctance leads to success, 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.

Builder and Developer: Defining and Demonstrating the Benefits of Green Building to Buyers

Green Grass House-Benefits of Green-Going green-Sustainability-growth mindset-success-ideas-homes-sales-builder market-Jason Forrest-Forrest Performance Group-strategy-buyer decision pointsWhat do you think of when you hear the phrase “going green”? In his latest article in Builder and Developer, Jamie explains how “going green” means more than you may think. Read an excerpt below:

“When I first heard the term “going green,” I thought it meant huddling around a campfire, knitting my own clothes, and eating my fill of twigs and berries. The truth is, the green thing is a lot more practical than all of that. Going green is not just friendly to the planet; it’s also friendly to our pocketbooks and time. It comes down to three categories that are easy to understand and demonstrate to our customers: sustainability, durability, and efficiency.”

To read in-depth on these three categories, 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.

Big Builder: Winning’s Multiplier Effect

Fish in a Fishbowl-Against the Odds-Jason Forrest-Forrest Performance Group-Removing Doubt-Earning what you're worth-Limited Beliefs-Melissa KrivachekIn his latest article in Big Builder, Jason discusses the value of effort over outcome. Read an excerpt below:

“When we celebrate effort in new home sales, we are doing more than giving a high five for a final result. Instead, we are recognizing sales professionals who create the sale, make it happen faster, or simply execute a beautiful presentation (whether it leads to a sale or not).”

To read more on the value of effort, click here.

Here’s to earning what you’re worth!

 

Click here to subscribe to our FPG mailing list!

 


 

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.

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.

 

REALTORMag: The Science (and Art) of Selling

Buyer and Seller-Convincing the buyer-Jason Forrest-Forrest Performance Group-Leadership Selling-Rising Interest Rates-decision pointsAs a salesperson, do you revere the science and art of selling?

In his latest article on REALTORMag online, Jason discusses the importance of perfecting the art and science of selling. Read an excerpt below:

“From where I stand, being a good sales professional is harder than being a laborer, a craftsman, or even an artist. As a broker, do your people know that you respect what they do? Do you come across to your sales professionals as someone who truly understands that?

Whether you’re an agent or a broker, you’ll be most effective when you sincerely revere and respect sales. That’s why I use the term “sales professional.” ”

To read more on the science and art of selling, 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.

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.

Dealer Marketing Magazine: When Closing Sales–Keep it Short and Simple

Three Stacked Rocks-Simplicity-Foundations-Closing the Sale-Follow-up-Jason Forrest-Forrest Performance Group-Growth Mindset-Leadership Selling-Hot BeliefsIn his latest article for Dealer Marketing Magazine online, Jason expounds on the importance of keeping the follow-up short and simple. Read an excerpt below:

“When you follow up with prospects who have visited your lot, make sure to keep it simple. After you’ve engaged them, cut right to the chase and use the following three-step script:

  • Summarize what you and the customer have accomplished so far.
  • Tell them what comes next.
  • Set up an appointment to make the next step.

To read more on keeping the follow-up simple, 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.

 

 

 

To read the rest of this excerpt, click here.