Tag Archives: sales management

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

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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.

2014: Lead, Engage, Refine!

Leadership Sales Coaching-Yearlong Program-Jason Forrest-Forrest Performance Group-Sales-Leadership Selling-Success-Growth Mindset-Improvement“A leader takes people where they want to go. A great leader takes people where they don’t necessarily want to go, but ought to be.”

–Rosalynn Carter

If you’re reading this post, you are an X-Factor Sales Pro and want to refine your ability to lead your sales pros. Look no further! Start the transformation January 9th with Forrest Performance Group’s yearlong Leadership Sales Coaching Program.

Check what it’s all about 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.

Training Magazine: Paradox of Success

Leadership Sales Coaching: Transforming from Manager to Coach- Jason Forrest-Forrest Performance Group-Leadership Selling-Sales-Conversion-Techniques-Hot BeliefsTraining Magazine features an excerpt from Jason’s book Leadership Sales Coaching: Transforming from Manager to Coach that addresses the danger of lumping marketing (P’s on the left) with sales (P’s on the right). Read a portion of this article below:

“That dangerous lumping practice is also what I saw in my experience as a national sales trainer for a large public homebuilder. A sales professional, Christine, asked if I could come out to her office and shadow her the next time I was in town. I did and we spent three hours together. I coached her—passing along the sales processes and techniques that had worked for me when I was in her shoes. Two weeks later, she called again. She said, ‘When can you come out again? I just made three grand in commission creating a sale off of what you taught me. I want to learn more.’”

To read more of this article, 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. 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.

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.

Avid Builder: Stop Selling to Increase Revenue? Nuts!

Keys to House-Sales Pro-Jason Forrest-Forrest Performance GroupI went to the dealership a loyal Audi-ist and walked away with keys…to a BMW. It didn’t have to be that way, but the Audi salesperson seemed to be taking Mike Myatt’s advice — To Increase Revenue, Stop Selling. He handed me a key and sent me on a test drive.

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.

Lock on, Lock out

My second child, Mary Jane, was born six weeks premature and was quickly placed in an incubator on a different floor than my  lock on lock out principles of coaching j forrest group new home sales training and development creating urgency jason forrest j forrest groupwife Shelly. They couldn’t wheel Shelly’s bed (along with all the wires and attachments) to Mary Jane and they couldn’t bring Mary Jane (and the incubator) to Shelly. The only way for Shelly to see our six-pound, five-ounce newborn was for her to get up. So that’s exactly what she did—in less than 24 hours after her c-section.

It usually takes several days, as it had with our first child, but this time was different. When Shelly locked on to the idea of seeing our newborn, no obstacle was going to stop her. Not doctors and nurses advising against it. Not her own experience with our first child. Not even her concerned husband.

When you lock on to something, you see everything through that filter and you lock all other information out. You look for supporting evidence and lock out evidence that contradicts your beliefs/goals.

While in Shelly’s case, it caused her to do something extraordinary, it can also have the opposite effect. In new home sales, it can cause a sales pro to lock on to the fact that some of his lots are smaller and back up to a busy road. Because he believes they’re undesirable, he starts looking for supporting evidence from prospects, the news, his wife, etc. He avoids showing those lots, which then confirms what he “knew” all along—they just aren’t sellable.

When your sales professionals lock on and get trapped, you need to present evidence to help them see it differently. Help them focus on what’s great about those lots and why people do choose them. Present evidence they haven’t thought of—such as the fact that many prospects don’t want to mess with maintaining a large lot. To them—less landscaping, fencing, and maintenance is appealing—not appalling.

Sales coaches–in the event that one of your salespeople is so stuck that they won’t hear anything you say, put the ball back in their court. Give them an assignment to do their research and come back to you with a presentation on the other side of the argument. If they can’t or won’t do it, be ready to have a conversation about whether or not you want them on your team.

Locking on can either hinder or push them to excel. So be aware of the concept–either to overcome it or to tap into its power.

 

The above is adapted from Jason’s upcoming book on sales coaching.

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.

 

Number One Rule of Coaching

Even though Jill, a sales coach, called me for advice on a “disaster,” I knew she’d just been handed a gift from the coaching Jason Forrest quote managers versus coaches creating urgency leadership coaching new home sales traininggods.

Jill described an interaction that ended with a top-producing sales pro leaving her office in tears. She said, “I know I didn’t handle this situation well and I need help. Have you ever dealt with anything like this before?” I had.

One of Jill’s top producers, Morgan, was offended that Jill hadn’t chosen her as a team captain. Jill practically scoffed, thinking the reasons she didn’t choose Morgan should be obvious. She rattled off her laundry list of frustrations (including Morgan’s chronic late and incomplete paperwork). She made a strong case. And Morgan walked out in tears–feeling defeated.

I saw an opportunity. Jill saw a disaster. What she didn’t see is that Morgan had just given her permission to be her coach–the most valuable thing a coach can have in a team member. So I advised Jill to call Morgan back, apologize for letting her emotions drive her response (leaders can never apologize too much), and work with Morgan on a plan to reach her goal.

She could say, “I didn’t know being a team captain was so important to you and I would be so proud to have you contribute in that way. Let’s talk about how to get you there and make a plan so that, as soon as you reach the following goals, we can make it happen.”

Can you see the difference? In contrast to the insecurity she left Jill’s office with the first time, Morgan now feels empowered and has the fire in her belly that comes with having a goal to work towards. And Jill has the best gift of all–permission from Morgan to be her coach.

Reflection questions:

1. Have you ever attacked a team member’s weaknesses without providing a plan or a goal to work toward?

Why do you think it’s important for a team member to want to receive coaching from you (rather than having to)?

 

The above excerpt is from Jason Forrest’s upcoming book on sales coaching. Stay tuned for more details.

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.

Sales Coaches – Encourage a Growth Mindset

Contributed by Jason Forrest

Green Growth-Growth Mindset-Encourage-Jason Forrest-Forrest Performance GroupFearless sales professionals and coaches operate with a growth mindset. A growth mindset says, “What I am currently doing equals what I am currently getting. If I improve what I am currently doing, then I will improve what I am getting.”  What we say to ourselves and our teams can have a direct impact on creating a growth mindset or fixed mindset.

Encouraging a Growth Mindset:

Example: “Thank you for focusing on the 13 decisions of buying. You put forth a great effort and I can tell that it paid off with your new sale.”

Celebrate the process, even if it hasn’t yet resulted in a sale. Ask sales pros to share war stories on how they’ve moved sales forward in the process.

If a sales pro brings in an offer, use it as an opportunity to understand what they accomplished with the buyer. Ask them questions to find out what decisions they’ve accomplished. If they haven’t accomplished several of the decisions, talk them through it. Help them realize that not knowing enough about the buyer puts us in a position of weakness in the negotiation.

Examples of Fixed Mindset Feedback:

“Great job on making the sale.”

*This feedback doesn’t make a connection to the behaviors the sales pro has done to achieve the sale.

“Just write up any offer. We need sales!”

*This encourages sales pros to get off the process and focus solely on price. It might get you immediate results, but it confuses your team. It will also cost you sales in the future because you will only be able to get sales when you buy them.

You’ll inadvertently cripple your sales pros if you tell a struggling sales pro to “hang in there,” and that a sale “will eventually happen.” This promotes the belief that it’s a numbers game and has nothing to do with their efforts.

Examples of Growth Mindset Feedback:

You can encourage a growth mindset in a struggling sales pro by saying:

  1. “Keep putting forth the effort towards the 13 decisions and the sale will happen.”
  2. “Let’s focus on what you did accomplish with the buyer so that we can celebrate those victories.”
  3. “Let’s focus on your last five prospects—the decisions you accomplished with them and where the sale stopped. Together, we will come up with a strategy to advance the sale.”

If you find yourself giving into a fixed mindset, work on correcting your language right then and there!

 

Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to create urgency, 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 and Canada, 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.