Tag Archives: Leadership Selling

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: How bad do you want it?

Sales Pros:

What separates the very best sales professionals from everyone else? I’ll give you one hint: it’s NOT their circumstances. It’s not that they have a better product or a better situation than everyone they’re selling against. So what is it? Well let’s talk about a song by Tim McGraw that gets to the heart of it. It’s about what drives and motivates us as humans. It’s a little thing called desire and the song is called “How Bad Do You Want It?”

Yes, I AM from Texas, but no, that’s not why I like this song. I’m not even a big fan of country music. But with lyrics like, “Are you hungry, are you thirsty? Is it a fire that burns you up inside?” this song is in a category all its own. It speaks to me.

It relates to what’s going on in the marketplace right now. I am not one to listen to sales professionals or sales managers talk about all the things that get in their way of what they want. I’m much more interested in hearing what they’re going to do about it. Do they want it? Do they want it enough that they’re “eating, drinking, sleeping with that one thing on their mind?”

So what do I think separates the top one percent of sales professionals?  That basic, common drive that comes with desire.

“Because if you want it all, you gotta lay it all out on the line.”

How will you (or did you) lay it all out on the line today to get what you want?

Here’s to earning what you’re worth!

Jason Forrest

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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.

 

 

 

 

 

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.

Note from Jason Forrest: You Are a Follower (Yes, You)

Business Meeting-Leading-Coaching-Believing-Jason Forrest-Forrest Performance GroupSales Pros:

When my wife and I find a babysitter, get all dressed up, and go to a swanky restaurant; we expect an experience. We’re not talking about a drive-thru burger joint with the kids or a quick meal to fill our bellies before moving on to the next thing, we’re looking for an evening out to enjoy each other’s company over a divine meal.

So when I recently asked for a recommendation at a fancy downtown eatery and heard, “It’s all good,” I was more than a little annoyed. I thought about the training courses my server had taken about steak preparation and which wines complement which flavors, and about the fact that she was required to taste every item on the menu before waiting on her first table; and I was seriously disappointed by her lack of leadership.

I was dropping big bucks and wanted to know the one item that would blow my socks off or the meal that my server would order if she were sitting down to dinner herself. She had the training and knew the menu best. I wanted her to lead me to a fine dining experience. But she refused.

As a sales coach, I often see sales professionals who are timid about sharing what they know or more concerned about being a client’s friend than leading them to a solution.

You are a follower. That’s right—I’m talking about you. When you approach tax accountants, financial advisers, and any other area you’re unfamiliar with, you want to follow someone with confidence and expertise. You want an expert. Your prospects do too.

Here’s to earning what you’re worth!

Jason


 

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: Lead, Don’t Push

Sales Pros: Yelling Business Man-Objections-Jason Forrest-Forrest Performance Group

I teach leadership sales training sales process, someone asked how to create urgency professionally without coming across as a pushy salesperson. This is a good question and close to my heart as a salesman and trainer. I answered the question live and promised to blog about it, too, so here I am.

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 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, walk through the home and talk about how they’ll actually live in it and why a room/floorplan/neighborhood works or doesn’t work for them. It’s appropriate (not pushy) to ask, “What is this neighborhood missing?” or “How does this kitchen compare to the one you have now?”

At J Forrest Group, our mission is to bring back the pride, purpose and respect to professional new home sales. You can do that by seeing your job as help lead (not push) your clients to a better life—the one they came into your office looking for.

What’s more noble than that?

*On a related note, check how not to come across as “that kind” of salesperson in your email communications in my blog post, How to Lose a Client.

P.S. Learn about our new home sales training programs.

Note from Jason Forrest: Escape the Recession of Your Mind

Sales Pros: Hand-Turnaround-Jason Forrest-Forrest Performance Group

We are in a recession of the mind.

One of the things I find funniest about the Leadership Selling program is that it’s easier for new salespeople to pick up than for veterans. The program is based on the simple premise that salespeople are the difference makers in the sales process and that they have the ability to influence a buyer’s decision.

Often, established salespeople stubbornly insist on doing exactly what they’ve done for years and then complain about the market or the fact that they’re not getting results.

Even when I show them evidence that companies and individuals who have embraced the principles of Leadership Selling are selling more, they refuse to accept it. Without even trying, they say, “That doesn’t work in this market” or “Our buyers are different and those techniques won’t work.” They quit without giving themselves a chance to succeed.

Meanwhile, as their more-experienced colleagues are fighting me and resisting change, the amateurs often embrace the ideas, put forth maximum effort, and become X-Factor sales professionals.

Usually, when they see new people outperforming them, the other half of veterans have enough humility to accept that there might be a better way. They change their ways and improve.

The only kind of recession that limits us from reaching our potential is a recession of the mind! Remember, when you change the way you look at things, the things you look at change.

Here’s to earning what you’re worth!

Jason Forrest

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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.

2014 Housing Leadership Summit

builder-housing-leadership-summit-logo-May 2014-Jason Forrest-Forrest Performance Group-Speakers-Builders-Top professionals-TrainerJason will be speaking at the 2014 Housing Leadership Summit in May.

Follow us on social media to keep up with what’s trending at the summit.

Will you be attending from May 12-14 to hear Jason and others speak to the nations top 200 homebuilders?

To learn more about the 2014 Housing Leadership Summit, 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.

REALTORMag: Build Sales Muscles by Expanding Comfort Zones

Stretching Snail-Going outside of your comfort zone-Jason Forrest-Forrest Performance Group-Eustress-Muscles-Performance-Ownership MindsetAre you comfortable expanding your comfort zone? In his latest article in REALTORMag, Jason Forrest discusses the importance of expanding your comfort zone for growth. Read an excerpt below:

“Everyone’s comfort zone changes over time. If you stay inside your comfort zone, it will shrink. On the other hand, if your step outside of your comfort zone, it will expand to re-encompass you. That’s just the way comfort zones work. Understanding this principle is important to continual growth.”

To read more on how growth 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.

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.