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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

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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.

Note from Jason: You Can't Get Full on Unicorn Meat

Unicorn Meat-Unicorn Home-Unicorn product-Buyer Decision Points-Leadership Selling-Buyer Wants-Jason Forrest-Forrest Performance Group-Selling alternatives-SalesSales Pros:

Unicorn meat tastes like rainbows, sunshine, and sparkles, but don’t expect it to fuel your next marathon.

Big-ticket buyers who pursue the mythical “perfect” home or car will be left similarly lacking. Often, before they even set foot in a model home or car lot, buyers feel like they know exactly what they want, and often, it doesn’t exist.

To eliminate the unicorn product, prioritize to move the sales forward.

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.

Note From Jason: Five Characteristics of a Confident Salesperson

Super Salesman-Confidence-Ownership-Sales process-Sales Techniques-Hot Beliefs-Jason Forrest-Forrest Performance Group-Buyer decision points-Growth mindset-ImprovementSales Pros:

As your buyers’ primary source of confidence, motivation, and hope, you are the “go-to” expert. When a prospect has a question, gets cold feet, or needs advice, YOU are the one they seek to ease their minds.

Below are five ways to build trust as your buyer’s primary source of confidence:

-Be knowledgeable. Know what sets your brand apart from the competitor’s. Know features, possible alternatives, market trends, and how to dig deep into each buyer’s needs.

-Be fearless! X Factors run towards the roar. Confident people are so because they learn to handle their emotions well. Not only do confident people understand the implications of failure, but use the lessons learned to propel them forward (failing forward). As a result, they’re not afraid to take risks.

-Be willing to listen. Other than the overall product, you don’t know the buyer’s taste and wants until they tell you. In order for a buyer to be confident in following you, they must be confident in your ability to understand their wants, which begins with listening.

-Don’t put others down. (Including the competition.) This isn’t high school. Putting others down gives you a false sense of confidence and makes you seem insecure. Have integrity for your brand and your ability to compete well!

-Focus on earning respect rather than pleasing people.

Let your confidence be contagious!

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.

Note from Jason: Three Ways to Identify that You and Your Buyer are Not on the Same Page

Apples and Oranges-Discrepancies-Seeing eye to eye-Convincing the buyer-ownership-leading the sales process-Jason Forrest-Forrest Performance Group-Sales techniques-LeadershipSales Pros:

Rarely will the salesperson have a ready, willing, and able buyer walk through their door. As a result, it’s not uncommon to find yourself in opposition to your buyer.

Most of the time, it’s easy to tell when you and the buyer are not on the same page, but there are some instances where you may be unaware of their objections on account of what you’ve done in the process. You’re probably not on the same page as your buyer if:

-The buyer frequently changes the subject from the conversation you’re leading. Here’s why: You haven’t earned your buyer’s trust yet. By switching from topic to topic, they are giving you permission to dig deeper into their wants and needs. Your solution: Dig deep!

-Your prospect continuously compares you to your competitors. Here’s why: If your prospect talks about the great features and the experience they had with the competition, they’re basically telling you that you still haven’t sold them on your brand. Your solution: Stop delaying! From the moment they walk into your presence, create an experience for your buyer that exemplifies what’s different and unique about your brand.

-The buyer says they love everything but the price. Here’s why: When the prospect is worried about an aspect of the sale like price, it means they are being sold on the product and not the the added value of the product or the experience it offers. Your solution: Demonstrate the value and sell them emotionally.

These are only a few examples of where you and the buyer may not be on the same page. Can you think of more?

Don’t wait until the end of the sale to find out if you’re on the same page as your buyer. Start the moment they are in front of you and continue through the end of the sale.

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.

 

Note from Jason: Focus, then fire.

Focused building under lenses-Staying focused-Leading the buyer-Sales Techniques-Sales Process-Jason Forrest-Forrest Performance Group-Sales Success-Sales Trainer-tips for successSales Pros:

Whatever you focus on gets bigger. When you focus on a technique or ability, you build a habit. The effort you put into the habit and what you choose to focus on during its formation, will directly reflect the sale’s outcome.

During the sale, where does your focus go? If your mind concentrates consistently on the idea that nobody likes a feature on/in your product, then you allow your prospect the opportunity to notice it. Instead, if your mind centers on what sets your brand apart from the competition’s, then your buyer will regard nothing but that.

Sometimes, staying focused can be challenging. Here are some tips for keeping your head in the game:

-Know the sales process. Practice going through sample scripts before each sales day begins. Think of it like a warm-up: Your ability to focus and succeed correlates to how well you train for your event.

-Get creative with your opening. How you begin your time with your prospect will set the tone for the remaining time.

-Be time-conscientious. Your prospect offers you only so much of their time. Even though they are interested, your prospect will leave if you don’t quickly and effectively demonstrate valuable points. The time is now!

These are just a few to get you started. What else would you add to keep the focus juices flowing?

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.

Note from Jason: A Nugget of Encouragement

Woman with a Megaphone-Coaching-Jason Forrest-Forrest Performance GroupSales Pros:

Do you ever take on pressure about your position, knowing that everything from what you say to what you do is being watched by your peers, coaches, and prospects?

Great news: you don’t have to be perfect, but you do need to accept your role as a leader, provide resolution, and step up to the plate as the primary source of confidence, motivation, and certainty for your buyers.

Here’s to earning what you’re worth!

Jason Forrest

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

ABOUT FORREST PERFORMANCE GROUP

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

Note from Jason Forrest: Hit the X-Factor Nerve

Nerve-X Factor Nerve-Growth mindset-Run towards the roar-Selling against the competition-Difference-Jason Forrest-Forrest Performance Group-Leadership Selling-Taking the lead-OwnershipSales Pros:

Do you have the X-Factor nerve? Emotional intelligence allows salespeople to respond appropriately to oppositional (or even combative) prospects.

Your buyer says to you, “That over there looks interesting, can we go look at that?” or “I’m not ready to buy today…let me think on it,” interrupting or the sales process. Rather than calling them out from a defensive position,  you allow the X-Factor nerve to kick in and say, “We definitely can take a look at that. I think you’re really going to love what I have planned, so let’s go there first.”

As a knowledgeable and confident salesperson, you beam with swagger. It’s what keeps you cool, collected, and ready to handle the shark tank. (Hint: I’m speaking of emotional intelligence.)

Are you smarter than your emotions?

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.

Note from Jason Forrest: To Combat or Collaborate?

Group working the cogs-Collaboration-Teamwork-Collaboration vs. Combat-Jason Forrest-Forrest Performance Group-Source of Confidence-Leadership-Lightbearer-SuccessSales Pros:

Your prospect just told you “no.” Do you respond from a position of combat or collaboration?

A position of combat looks like this:

You’ve had a solid conversation with the buyer and know what they are looking for. Just as you’re on your way to show them the product that will most improve their lives, they get enticed by something unrelated to the goal at hand. A combative response is something like: “No, that isn’t the right product for you,” or, “Based on what we discussed before, that isn’t what you’re looking for.” Immediately, the prospect is on the defense and you are no longer operating as teammates.

A position of collaboration looks like this:

The same scenario as above, only you respond differently. “We can definitely look at that, but right now, I want to show you the product that best suits the needs you expressed.” This way, “no” never comes out of your mouth and you are consistently being the entrusted light-bearer and their primary source of confidence.

A collaborative approach demonstrates a mission-focused mindset whereas the combative approach reveals  a product-focused one.

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.

Sales Pros: Earn Your Title and the Sale (Note from Jason Forrest)

Body Language-Confidence-Presentation-Prospect-Jason Forrest-Forrest Performance Group-Orientation-Communication-Business-Sales-Sales TechniquesSales Pros:

In order to earn the right to sell, you must also earn your buyer’s trust.

Earning the right to sell takes a lot more than showing up and having “salesperson” on your name tag. Prospects aren’t obligated to trust or respect you; that is something you must earn.

Here are a few steps for earning the right to sell:

In order to gain credibility, you must have a bucket of knowledge to pull from. This should include information like facts about the competition’s and your own product, as well as an understanding of the sales process and how to maneuver through it.

Do you know and accept that you are their primary source of confidence? To own this responsibility, it is imperative to be confident in yourself and what you use to lead your buyers through the process. After all, confidence is contagious! And once you instill confidence in buyers, they will show a willingness to follow you–as the seasoned sales pro.

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.

Note from Jason Forrest: Come on, get happy!

Woman with arms in the air-Happiness-Success-Science to happiness-Joy-Celebration-Jason Forrest-Forrest Performance Group-Earning what you're worth-Your Life purposeSales Pros:

You may have a list of contributing factors to your overall happiness, but are you aware that there’s a science to it?

This infographic shows what contributes to happiness. It even shows percentages. One important ingredient is finding your purpose (or what I like to call your why).

If you don’t like what you find there, change it. If your purpose is to lead your homebuyers, auto-buyers, or other big-ticket customers to a solution that improves their lives, then you are using your gift.

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.