Tag Archives: sales process

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.

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.

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: Train to Gain

Training-tips for success-mentality-growth mindset-learning-education-sales process-sales techniques-Jason Forrest-Forrest Performance Group-Improvement-Why we trainSales Pros:

Why do you train?

Great athletes train to reach their potential in their athletic performance. Salespeople train for two reasons: To perform well and to improve their company’s brand.

Performing Well: In order to earn worth-it money, you must perform extremely well and the outcome is congruent to the effort you put in. When you train, you develop a skill set. The harder you train, the better the skill, and ultimately, performance. Do you have your performance juice?

Improving Your Company’s Brand:  For the X Factors that eat, breath, sleep, and sweat selling, brand integrity is huge! The brand doesn’t function off of one X Factor’s effort, but it is either supported or damaged with each customer interaction.

How well do you train? Are you putting in the required effort to see desired results? The decision is up to you!

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: 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.

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.

 

Five Habit-Changers to Move the Sales Process Forward

Man choosing behaviors-Growth mindset-Leading sales through the trenches-buyer decision points-Leading the sale-Leadership selling-Jason Forrest-Forrest Performance Group-Trusting the process-Sales FocusedHow do you change a customer’s behavior? Answer: You change their beliefs.

In a recent article, Art Markman, PhD said that to change habits, you have to optimize goals, create a plan with specific dates and times, be prepared for temptation, manage your environment, and engage with people.

Markman discusses these changes for individuals, but you can take buyers through the same process in order to get results.

By working through Markman’s five “habit-changers”, you will set yourself apart from your competitors and earn the sale.

Optimizing goals requires dealing with programming to change your prospect’s behavior. Remember: Programming affects beliefs, which affects emotions, which affects behaviors, and consequently, results. Learn what your buyer’s goals are and prioritize them based on sales process.

Second, tell your buyer when you will accomplish these prioritized goals. For example, “By the end of this day, I am confident that you will have found the product that meets each of your goals.” This way, your buyer knows you are an able guide.

Third, anticipate the wandering-eyed buyer who gets tempted easily and could get distracted from the goal at hand. Stick to the process and what you know the buyer needs.

Fourth, in order to manage your environment Markman states that you should, “make the desired habits easy and the undesired ones hard.” Even if you’re a sales newbie, you can easily tell what will and will not distract your prospect. Create a selling environment that will assist you during the process. If you’re driving your prospect to a home site you know they will love, but also know they will want to look at surrounding houses, using the power of misdirection, lead the conversation and their attention away from such obstacles.

Lastly, engage with your buyer. Ultimately, each buyer buys to improve their life. Collaborate with them to identify the best solution.

Try it for yourself.  And see if the buyer wont then follow you through the trenches of the sale (behavioral effect.)

Will you accept the challenge to change your customer’s behaviors?

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: 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.