Tag Archives: sales coaching

BUILDER ONLINE: WHAT YOU'RE LOOKING FOR MAY NOT BE WHAT YOU'RE LOOKING FOR

shutterstock_171971531Want to ensure the time you dedicate to real estate coaching at your company yields the most returns? Then use those minutes wisely by digging deep during each coaching session. As Jason explains in a recent column for Big Builder, you need to turn your attention to the things that can really set your organization apart from your competitors, such as the sales process, sales presentation and salespeople. Read an excerpt below:

“Digging deeper is where the magic happens. In process-based coaching, the coach analyzes where the sales process could be improved. For example, when you identify a pattern (like that a salesperson ends up consistently stuck at the loan application), you can focus on coming up with a different approach so that the salesperson makes it past that roadblock more often.”

To learn more about the different levels of coaching and why you should explore all of them with your team, click here. By making sure coaching time is used wisely and all bases are covered during a session, you can help your team members more effectively wield their sales tools, perfect their sales presentations, move prospects forward in the process… and ultimately reach their full earning potential.

Here’s to earning what you’re worth!

 


 

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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 is a global leader and designer of corporate training programs, leadership training programs, and sales training programs. Forrest PG’s unique distinction and edge is its belief that true, permanent change begins from the top, transforms from the inside-out, and requires long-term coaching and accountability, rather than short-term training. Too many organizations are short-sighted regarding training and only provide one-day motivational events to entertain sales pros, giving them only short-term boosts in energy and temporary performance lifts. One-day events can be valuable for rejuvenating or jump-starting performance, but a complete training program with coaching along the way makes all of the difference. Increased sales, measurable ROI, accountability, tangible and relevant sales tools are just a few of the results of an FPG training program.

Victims are Fearful: Victors Are Fearless (Note from Jason Forrest)

Erasing Fear-Handling Objections-Jason Forrest Forrest Performance Group-Sales Techniques-Training X Factor Sales professionals-Hot beliefsSales Pros:

Fearless salespeople never play the victim.

While sales managers often try to encourage their teams by saying things like, “We’ll weather this storm,” or “We’ve just gotta sit tight and wait for the upswing;” they don’t see that such phrases actually take the power and hope away from salespeople. It’s because they strip their people of accepting any challenge that will encourage growth.

Remember: Fearless X Factors thrive on objections. I’ve said it before. Regardless of the season, your ownership of the overall sales process will determine the outcome of the sale.

Own more. Fear less.

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. 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.

Sales Leaders: Make 2013 a Year of Transformation

Leadership Sales Coaching–The Seminar provides 15 strategies to transform from a sales manager to a sales coach.

Register here to be the best version of you in 2013!

Leadership Sales Coaching the seminar Jason Forrest Forrest Performance Group NoTagline

See details below.

PRICING:

$995/person
Group rate (four or more people): $895/person
Register by March 26th for early bird pricing ($845/person) and contact laura@forrestPG.com for group rates.

SCHEDULE:

Monday, April 22, 7-9: Cocktails and appetizers
Tuesday, April 23, 9-4: Seminar, Day One
& 7-9: Dinner
Wednesday, April 24, 9-4: Seminar, Day Two

LOCATION:
Call 972-373-8900 to book rooms and mention Forrest PG event for special rates at the unique NYLO hotel (12 minutes from the airport). Reservations must be received on or before Monday, April 1st in order to receive the group hotel rate.

ABOUT 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.

Visit ForrestPG.com for more information.

Avid Builder: No Fear of Conflict

“Without struggle, there is no progress.”—Frederick Douglass

Man Climbing-Athlete-Training-Jason Forrest-Forrest Performance Group
Training that doesn’t change behavior is nothing more than education. Coaching takes it to the next level—providing changed results and equipping sales professionals to become the best version of themselves. It’s a challenge to get your people to exceed their own expectations, but one of the most important qualities you can have to make it happen is no fear of conflict. Because conflict allows you to grow your people and also to build trust.

Read more.

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: Brokers as Agents

Puzzle Pieces- Working Together-Accountability-Jason Forrest-Forrest Performance GroupPeople can be afraid of that word – accountability. They think it’s going to mean someone’s breathing down their neck, shining a spotlight on their every misstep and making them feel they’re just not enough. It doesn’t have to be that way, though. When your team members see that time with you increases their paychecks and helps them achieve more satisfaction in their careers, they will want you to play the role of coach in their lives.

Read more.

 

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.

On Coaching and Cookies–the X Factor Sales Coach

“All fighters are pig-headed some way or another: some part of them always thinks they know better than you about something. Truth is: even if they’re wrong, even if that one thing is going to be the ruin of them, if you can beat that last bit out of them… they ain’t fighters at all.” –Eddie, Million Dollar BabyCookie Jar-Security-Jason Forrest-Forrest Performance Group

Salespeople are fighters. Why else would they give up the security of knowing their income each paycheck, work retail hours, and miss weekends and holidays with their family and friends?

I’ve got a little three-year-old fighter on my hands in my son, whose circumstances (including my instructions) aren’t going to separate him from what he wants. Is it a challenge to parent him? Sure. But it’s rewarding, too. Of course he has to learn how to follow instructions and I have to teach him respect and temperance. It’s like you. As a home sales consultant, you need team members who will allow you to help them ditch the programming and beliefs that hold them back.

But you also gotta have people with a little spunk. Remember–this is sales! If your sales pros don’t have an edge, they ain’t gonna make it. So yes, salespeople tend to have a little bravado and think they know better. And that can be challenging. But they also tend to be like my son–purposeful and persevering toward reaching their goals.

So don’t be discouraged if you get a little push back. What you have is a fighter. And you can work with that.

Respect them, earn their respect, and sell them on the reasons they should want you to be their coach. I guarantee if you start proving that your coaching puts money in their pockets, they’ll be lining up at your door.

To hold yourself accountable, strive to make your coaching sessions worth the $600-an-hour going rate for such coaching right now. Wait for your people to give you permission to coach them. And once they give it–coach them. Hold them accountable to being their best.

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.

X factor sales coaching

Market versus X Factor: ForeverStrong new home sales training Forrest Performance Group creating urgency x factor sales coaches
On new home sales marketing We’ve talked a lot about market salespeople versus x factor sales professionals, but what about x factor cultures?

An x factor culture is one that focuses on executing perfect presentations, rather than the numbers. They realize that when they focus on the process, the sales happen. The standard in the culture is that every prospect who walks into every sales office gets the best presentation. They bring it…every day. They won’t stand for bad attitudes or not executing what they know.

X Factor Coach versus Market Coach:
An x factor new home sales coach will either coach under performers up or out.

In order to create an x factor culture, x factor sales coaches must demonstrate their knowledge–that they own the process. You don’t have to be the best at executing the process, but you have to know it better than anyone else. Your demonstration helps create a culture of WANT TO rather than HAVE TO. Sell your team on why you want to be the best and lead by example.

X factor coaches will create a culture that says, “Don’t do anything that dishonors yourself, your team, or your family.” –Forever Strong

Contributed by 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.

Coaching the sales process

Yacht-Boat-Jason Forrest-Forrest Performance Group“It is not the ship so much as the skillful sailing that assures the prosperous voyage.” –George William Curtis

There’s nothing predictable about the ocean. The best a sailor can do is know every crook and cranny of his vessel; be as prepared as possible for every shift of the wind; and get a lot of experience under his belt so he candle what the deep blue sea throws at him.

You can’t prepare your team members for every sales situation either. But by helping them perfect a repeatable process, you can help them get as comfortable as possible to face whatever comes their way.

It’s all about consistency–coaching your people to perform at a consistently high level so that every customer gets the richest buying experience possible–beyond what they will get from any competitor.

Think about Elton John or Lady Gaga, who practice until each song and motion becomes instinct. It’s the work that happens behind the scenes that helps make sure that each performance is consistently phenomenal. You are a part of perfecting the process, which helps eliminate variables and increase confidence.

Average salespeople practice until they can get it right sometimes, but professionals practice until they can’t get it wrong.

Sales pros: see more on the subject just for you.

Sales coaches: Watch for more on the subject in our upcoming Coaching Management book.

Contributed by 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.

 

What's your why?

I always find that those with purpose are the most driven, successful, and happy people. Purpose is the why behind what we do. j forrest group inspiration board jason forrest new home sales training and development new home sales training programWhy are you in sales? Why do you sacrifice weekends and evenings? What life goals do you have? (And I’m talking about the ones that go beyond what you’re going to do this weekend).

As we stay connected to our personal why, it helps us strive continually to be better. That’s why I love what one of the sales coaches I work with did with his team members. He had each sales professional create his/her own inspiration board–filled with images and words that remind them why they do what they do each day.

Not only does it help create trust and community among the team (this sales coach said there were a few tears as they each shared), it helps us stay centered on the things that matter to us–the very reasons we get out of bed and into our business suits each day.

Choose your base–cork board, poster board, an empty frame…a cookie sheet. It doesn’t matter–just as long as you fill it with your whys. You can even create it so that it can evolve and grow as you evolve and grow.

So what’s your why? Share in the comments below. Better yet–share what you learned from creating your own inspiration board!

Contributed by 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 more at http://www.forrestperformancegroup.com.