Tag Archives: new home sales process

Builder & Developer: Leading the Home Decision:Selling the Home's Interior

House Interior-Big Ticket Sales-Leadership Selling-Sales Techniques-Jason Forrest-Forrest Performance Group-New Home SalesIn his latest article in Builder & Developer, Jason Forrest addresses the importance of a patient and intentional sales process, leading both the sales pro and buyer to a solution that improves the prospects’ lives. Read an excerpt below:

“My parents have a picture of me when I was three years old. It’s Christmas and I’m wearing Superman pajamas. When I look at that photo, it feels like home. Home isn’t just a building; it’s an experience. Sometimes sales professionals focus on the wrong things when selling homes–they sell the sticks and bricks rather than the Superman pajamas (or the life that happens within a home.”

To read more about the other ways to lead your buyers through the home selling process, click here (pg. 64).

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.

Welcome to the Forrest PG Team, Jamie!

Jamie Clark, our newest National Sales Coach shares why he joined the Forrest Performance Group team AND one of highlights from the seminar.

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.

Forethought–more than a to-do list

Woman Thinking-Forethought-Jason Forrest-Forrest Performance GroupForethought: 1. Thoughtful provision beforehand; prudence. 2. Previous consideration; anticipation.

Giving something forethought is a great way to start just about anything–your week’s meals when you’re trying to lose weight; your 401K contributions when you’re planning for retirement; and even your interactions with customers.

There are a few levels of forethought–the first is your basic to-do list, covering what you plan to do in your day or week. The next addresses the goal behind the items on your to-do list. But there’s another level of forethought that I like to think of it as an Olympic level because it’s a long-term, highly-detailed plan for how you’re going to reach your goal.

1Olympic athletes do more than visualize a gold medal finish. They make and follow strict eating and training plans LONG before their events. It’s a physical and mental thing.

So you want to close that next new home sales or make six figures? What do you need to do today, tomorrow, next week, next month? And how are you going to do each of those things?

It’s the same for sales professionals–the more you plan ahead, the better prepared you’ll be, the more confident you’ll feel, and the more likely you are to accomplish your goals. Let’s say you have a follow-up appointment with Mr. and Mrs. Smith. Rather than playing it by ear, play the whole thing through before they even show up.

Maybe you realize that when your prospects came in the first time, you ended up focusing on Mr. Smith because he was the talker. So this time, you think about how to engage Mrs. Smith. You write out a list of the questions you plan to ask her, when you’ll ask them, how you anticipate she’ll respond, and what you’ll do from there. You plan which homes you’ll show the couple and how you’ll handle the obstacles and questions that may come up. You strategize which sites you’ll show them (based on what you learned about them on their first visit) and the questions you’ll ask at each point along the way. It can go on and on, but you get the idea.

Really spend some time with the prospects before they even arrive. That way, when they show up, you’re more than ready.

Comment below on ways you’ve used forethought to your advantage recently.

 

Contributed by Jason Forrest, new home sales trainer/coach

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: On fortitude and cookies

Sales pros: Note from Jason Forrest Saunders Forrest cookie perseverance drive motivation sales professionals salespeople new home sales training and development

Nothing is going to stop my three-year-old Saunders from claiming his prize. No depths, no heights, and certainly no “cookie-free” mandate from his parents. As a dad who wants to raise respectful and temperate children, I felt like I should correct his disobedience. As a sales coach who values perseverance and purpose, I felt like I should celebrate his fortitude.

But it leads me to a question for you–how bad do you want it? Saunders wanted cookies bad enough that he found them (we had hidden them), pushed a chair over, pulled himself up, and claimed what he was there for.

Do you want to meet your sales goal that bad? What are you obstacles? What is your plan to overcome them?

The month is half over. Take a lesson from my little guy and do whatever you can to earn what you’re worth!

Jason Forrest

 

 

Contributed by Jason Forrest, new home sales trainer/coach

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: Don't chase the unicorn

Sales pros:

Couple Dreaming About a House-Chasing the Unicorn-Jason Forrest-Forrest Performance GroupWhen customers are chasing the unicorn (perfect house), their only options are to keep chasing or to compromise. It’s your job to get them to identify their non-negotiables and then to move forward on the home that is closest to what they’re looking for. It’s about getting people to make decisions that allow them to live life to the fullest right now.

To end the unicorn chase, use the funnel approach (rather than the shotgun approach):

The shotgun approach: “Here are five houses, which do you like best?”  We feel like we have to show them everything, but it’s too ambiguous and ends with frustrated buyers!
The funnel approach: You find out what they they’re looking for, show the closest thing to it and have an interactive experience as you show the home. After that, you find out where they’re at and start funneling them toward a solution.

Don’t let them pull you into chasing the non-existent home that has every single aspect of what they’ve liked along the way. When you’ve shown them the home that is closest to their needs, stop.

Even if they say they’d like to see another floor plan, there’s nothing wrong with taking the reigns and saying, “You mentioned that x feature is important to you. If that’s still the case, the floor plan you want to see doesn’t have that. In looking out for your best interest, I’d rather keep you focused on the homes that fit the criteria you’re looking for.”

Keep it simple!

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest, new home sales trainer/coach

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason: Prepare like an Olympian

Sales pros: olympics Forrest Performance Group new home sales training Jason Forrest new home sales trainer new home sales training and development x factor beliefs

I’m all for being yourself in your sales presentations–as long as it’s the best version of you possible.

I went to the National Speakers Association last weekend and there were two warring schools of thought. One said that you should go into a performance knowing your material, but with minimal scripting so that you’re able to wing it and adjust to your crowd. The other said to have every word prepared so that you can deliver it confidently, with the same impact each time.

It’s similar in new home sales. Your “audience” is your prospect and your stage is your sales office. I do lean towards high preparation, but know it’s not black and white.

I understand the “wing it” approach–some of the best moments are unscripted. It’s a gamble though–you might get it right and you might not. And I understand the highly-prepped mode, which provides security, but may cause rigidity.

It’s true that you can’t prepare for every person or situation, but you can certainly increase your probability of succeeding by feeling confident in your material–the process, presentation, and objections that may come up. It increases confidence to premeditate your transition statements, closing questions, and objections. But once the curtain opens, trust your prep and focus on the script. Engage with your prospect.

While they’ll perform better when they’re loose, you’ll never hear a coach tell an Olympian to just go out there and wing it. You are a sales athlete–prepare like an Olympian to perform like an Olympian.

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest, new home sales trainer/coach

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Rock, Roll, and You (Note from Jason Forrest)

Sales professionals: coldplay. new home sales trainer jason forrest new home sales training and development forrest performance group creating urgency

When my wife told me she was tired and wanted a low-key evening, I didn’t know how my surprise would go over. It’s funny, though, how tickets to a Coldplay concert can quickly change a person’s mind.

It wasn’t just the music (it rocked), or the atmosphere (it rolled), but the energy from the band that really made the evening something special.

In his first moments onstage, Chris Martin, the lead singer, declared his intentions to give us the best show we’d ever seen. And he delivered. He put his body and soul into each second of each song.

By the time it was over, he had nothing left. And I fully expected Chris Martin and his bandmates to go straight to their hotel rooms and to bed.

Think of yourself like Chris Martin–mentally prepare for your “show.” When your audience members walk through the door, tell them your intentions. Say something like, “You’re really in for a treat today. My goal for you is that you walk away feeling like you’ve never had more fun shopping for homes.”

And then deliver–put everything you have into giving a Chris Martin experience. You are the primary source of confidence, motivation, and hope with your customers, so leave it all on the field and hold yourself accountable. At the end of the day, ask yourself if you can honestly say you’ve given it your best. If there are any “shoulda, woulda, couldas,” then you know you’ve got something left in you to give.

This week, try to provide the Chris Martin experience. State your conviction and then put all of your energy and charisma and passion into delivering.

Here’s to earning what you’re worth!

Jason Forrest

 

Contributed by Jason Forrest, new home sales trainer/coach

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: 20 seconds of courage

Sales Pros– We bought a Zoo new home sales training Forrest Performance Group Jason Forrest new home sales training and development

You have a chance to make something extraordinary happen at each sale-stopping moment. And in new home sales, I know you face a ton. There’s potential for rejection around every corner. For example, when:

  • it’s 100 degrees outside, but you know the best thing for your client is to walk the homesite
  • you’re getting ready to go over financing
  • a frowner comes in you don’t think they want to spend time with you
  • you know everything is right and it’s time to ask for the close
  • they’ve already said no to you and you’re going for the second close
  • you’re on the way back to your models and your prospect says, “Yeah, all we need is a price sheet and we’ll be on our way.”

So in any moment when fear is starting to engulf you, your automatic response needs to be 20 seconds of courage.

You may not know what’s going to happen or what they’ll say next, you just know it’s your chance to move the sale forward.

Approach every sales-stopping moment like that and see what happens. Then come back and share what you’ve found. Next, use this image as your screensaver or on your phone. Or write “2o seconds of courage” on your mirror or on a sticky note to remind yourself to push forward every time you want to draw back.

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 builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.  Learn about our new home sales training programs at http://www.forrestperformancegroup.com.

Note from Jason Forrest: The Spec that Sits

Woman Pointing-Moving Forward-Jason Forrest-Forrest Performance GroupAnd sits…and sits.

You know the one–the inventory home that you show to every prospect, hearing the same objections time after time. The house you anticipate rejection on so much that you’d rather not show it at all.

But, x factor new home sales professionals, there is hope:

Take a different approach:

The worst thing you can do is treat this home like you would any other (asking, “So, tell me what you think of this home,” for example). You’re gonna have to take an offensive, overly-confident approach.

Create a strong selling message and then say, “I can’t wait to show you this home. It was designed with x, y, and z in mind.” Share your favorite features and the vision behind the home. And make sure to talk about why others have bought the same plan in the past.

This is like handing them a pair of 3D glasses before they go into a 3D movie. Without those, it’s gonna be blurry.

Keep moving forward!

If you’re already negative about the home and hear an objection, you’re likely to throw in the towel and say, “Yeah, a lot of people have mentioned that. Maybe we need to find something else for you.” That’s a sale stopper! What if the next room is their absolute dream but you never give them a chance to see it?

So when they do say something negative about the home (remember, objections are good), and you’re in a position of strength, you can say, “Okay, I hear you on that. Let’s continue the tour and see what you think. If you like the rest, we’ll come back and talk about this. Sound good?”

A defensive approach is our sure way not to get the sale, but an offensive approach at least gives you a fighting chance.

Here’s to selling the spec that sits and earning what you’re worth!

Jason Forrest

Share your experiences with selling the unsellable in the comments.

X Factor Store

In addition to the store right here on our website, we’Forrest Performance Group new home sales training programs creating urgency new home salespeople sales trainerve got a fancy new store right on Facebook. As a new home sales professional interested in learning and growing, it’s your one-stop show for resources to improve your sales process and sharpen skills.

Stop on by (and give us a “like” while you’re at it)!

 

Forrest Performance Group helps new home sales teams increase sales and retention rates through Leadership Sales training. We specialize in new home sales training programs.