Tag Archives: solving customer problems

Note from Jason Forrest: Embrace Objections

Yelling Business Man-Objections-Jason Forrest-Forrest Performance GroupSales Pros:

Do you prickle at the thought of prospects saying no? Do you get uncomfortable when they share their list of concerns? Or do you get the adrenaline rush that says, “They’re interested…this is a hot one?”

If you identify more with the former, you’re looking at it wrong. Objections are the best possible tool for salespeople because the sale begins when the customer says no.

The top one percent of sales professionals consider themselves leaders in their prospects’ quest for a solution, and as such, they love conflict. They want to bring up concerns so that they have something to advise.

Customers who reveal what’s going to keep them up at night give their sales professionals an opportunity to address their objections and lead them to feel more confident about their solution. So what would happen if you could increase the percentage of prospects who stated their objections on the first visit? Could you handle their concerns?
Don’t live in fear thinking that you’ll get “fired” if you speak your mind or say something your prospects don’t want to hear. Embrace objections as your chance to be the guru to your customers.

Here’s to earning what you’re worth!

Jason Forrest

 


 

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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 specializes in corporate training programs, leadership training programs, and sales training programs. Forrest PG’s competitive distinction is its belief that true change starts at the top, occurs from the inside out, and requires long-term coaching, rather than short term training. Too many organizations are short-sighted regarding training and they only provide one-day events to entertain sales pros and give them a short-term boost in energy or motivation. One-day events are valuable as a jump start, but complete training programs provide increased sales, measurable ROI, tangible sales tools, and accountability.

Note from Jason Forrest: Choosing to Live

Sales Pros:Photo, keys, plans-Jason Forrest-Forrest Performance Group

When I come to a fork in the road, I choose to live. I’m not talking about being reckless (I absolutely believe in planning ahead, saving, and making sound financial decisions). But I also believe that there is such a thing as playing it TOO safe and protecting yourself from living.

I recall a retired couple (Jim and Wendy) who liked to plan ahead and make conservative financial decisions. At 65, they decided there was something more important than waiting for all their ducks to be in a row. They wanted to move into a home with conveniences that matched their new stage in life.

Rather than delaying life until the market improved, they went ahead and contracted on their new home before selling their current one, which they listed for less than the appraised value. In order to reach their goal and improve their lives, they were even willing to get creative and take out a HELOC until the old home sold. As they settled into their new home, they got a buyer.

We’ve found that, especially in retirement communities (where there are tons of amenities) many current residents regret only one thing about their decision–that they didn’t do it sooner. Life is just too short to delay it.

They said, “Perhaps the biggest lesson for the [couple] is that while you can’t control the economy, you can respond to financial challenges in creative ways. An open mind and some careful research may reveal a new path to reach your goals.”

Help your clients get creative to reach their goals–even before everything lines up perfectly. They’ll probably thank you for it!

Here’s to earning what you’re worth!

Jason Forrest

Click here to subscribe to our FPG 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 Forrest: You Are a Follower (Yes, You)

Business Meeting-Leading-Coaching-Believing-Jason Forrest-Forrest Performance GroupSales Pros:

When my wife and I find a babysitter, get all dressed up, and go to a swanky restaurant; we expect an experience. We’re not talking about a drive-thru burger joint with the kids or a quick meal to fill our bellies before moving on to the next thing, we’re looking for an evening out to enjoy each other’s company over a divine meal.

So when I recently asked for a recommendation at a fancy downtown eatery and heard, “It’s all good,” I was more than a little annoyed. I thought about the training courses my server had taken about steak preparation and which wines complement which flavors, and about the fact that she was required to taste every item on the menu before waiting on her first table; and I was seriously disappointed by her lack of leadership.

I was dropping big bucks and wanted to know the one item that would blow my socks off or the meal that my server would order if she were sitting down to dinner herself. She had the training and knew the menu best. I wanted her to lead me to a fine dining experience. But she refused.

As a sales coach, I often see sales professionals who are timid about sharing what they know or more concerned about being a client’s friend than leading them to a solution.

You are a follower. That’s right—I’m talking about you. When you approach tax accountants, financial advisers, and any other area you’re unfamiliar with, you want to follow someone with confidence and expertise. You want an expert. Your prospects do too.

Here’s to earning what you’re worth!

Jason


 

Click here to subscribe to our FPG 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: 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.

The Preschooler's Favorite Question= Your Greatest Sales Tool

Why-Three Whys Deep-Asking the right questions-Digging Deeper-Confidence-Jason Forrest-Forrest Performance Group-Growth Mindset-Solving the customer's objectionsUnderstanding  your customers’ mission to improve their lives is one of the most powerful sales tools you have. But it requires you to find the answer to two questions:

1.) Why do they need this product to improve their lives?

2.) What are the consequences of not doing something about this need?

It’s simple at first glance, but finding your prospects’ whys requires asking extensive questions and digging deep to familiarize yourself with their back story. Trust and confidence can be built when you solve your customer’s mission.

How deep are you willing to go?

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.

Surging Home Prices: Lead the process, whether rain or shine

Man in front of virtual graphs-Market-Economy-Health-Sales Techniques-Growth Mindset-Jason Forrest-Forrest Performance Group-Mastery-X Factor Sales ProfessionalsLocation! Location! Location!

When it comes to market trends, we’ve always heard that location is everything. In a recent article, Eric McWhinnie lists the top 10 states with surging home prices and explains that “home prices have posted double-digit gains for eight straight months.”

While you should NEVER depend on market circumstances for your sales, what you can do is use the consumer confidence to your advantage. It’s more than a shelter. It’s an investment.

What’s even more important than location? Your ability as a sales pro to lead your buyer through the sales process regardless of the market condition. Act like it’s spring when it’s winter! You should never use the excuse that people aren’t buying, or that the economy isn’t doing well because if you are owning your title as an X Factor Sales Pro, there’s no reason the economy should stop you from handling objections.

Being a sales pro is a noble profession, but it doesn’t happen overnight. It takes time, effort, failure, and most of all it takes you!

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. 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.

Buyers with a vision, on a mission

Man in a doorway-Prospect-Buyer-Just Looking-Jason Forrest-Forrest Performance Group-Key-Success-Sales TechniquesCarrie Rosenfeld, of GlobeSt.com, states that “90% of people visiting new homes today are on a mission to buy, according to a study of 67,000 new-home shoppers surveyed in 150 cities across the nation.”* Do you see this desire in in your buyers? If not, there’s a chance you’re not digging past the objections to find it at their core.

If you remember no other characteristic of your buyer, remember this: When your buyer walks through your door, they have an interest and are serious about buying a home (otherwise they wouldn’t bother looking.) Even if they claim they are just looking, their motive for looking will explain otherwise.

Think about it. If the prospect wasn’t serious, they would have stayed at home and dabbled in a search online. But because they stepped out their front door and walked into yours, they are giving you permission to handle their objections and lead them through the sales process. You are the trusted light-bearer with the knowledge they require to buy today.

So the next time a buyer walks through your door, keep this motive in mind and the process of the sale will come to life!

Here’s to earning what you’re worth!

 

*New Homes Garner Small Percentage of Sales

 

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.

 

Fail Forward Fast

Man by a maze-Problem Solving-Mindset-Growth-Failure-Success-Jason Forrest-Forrest Performance Group-Leadership Selling-Sales-Solution“Past studies have demonstrated that people who are engaged in a task often fail to notice unrelated images and occurrences; the current finding suggests that this ‘inattentional blindness’ affects even the experts.”–Andrew O’Connell in the HBR Blog Network (Read the whole article here.)

This study reinforces the quote I often mention from Albert Einstein: “No problem can be solved from the same level of consciousness that created it.”–even if you’re a trained expert. It happens to all of us. A problem arises. The problem entices our minds. We obsess over the solution, and in the process, we lose sight of everything around us. But it doesn’t have to end there.

It’s not wrong to be obsessed for greatness, but it would be unwise to embrace only greatness. Part of what makes greatness so great is failing forward. Greatness or success taste so sweet because of the failures before.

We do have a few suggestions that might help you solve problems from a different level of consciousness.

-Step away from the problem. Literally take a step back from your workspace and allow air to move in and out of your lungs.

-Make a vow to stick with the problem until it is finished. Don’t step away from the problem too far that you decide to give up on it.

-Allow dust to collect on it. These are for problems with an extended-solution time-frame. If your problem doesn’t need to be solved right away, why not let it collect dust? As long as you are making an effort to grow during the time you are not working on it, there should be no reason you can’t return to it with fresh eyes.

-Add another mind. There’s a reason for the saying “Two heads are better than one.” We’re not perfect, and sometimes we need an outside perspective.

What else could you do to change your mindset?

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.

Dealer Marketing: One Simple Close

Making a Deal-Auto Sales-Big Ticket Sales-Jason Forrest-Forrest Performance Group-Closing the Sale-Selling TechniquesDo you have a mountain of books advising you on how to close a deal? If so, consider tossing them aside for one technique. In his latest blog post in Dealer Marketing Magazine, Jason Forrest discusses the one simple close that is most natural and effective. Read the strategy below:

“The most natural and effective tool I’ve found is the summary close, which leads into the transaction close.”

To see how the summary close is used in a conversation and how Jason breaks selling into three stages, 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.

People don't know what they want…

Until you tell them. Prego Forrest Performance Group sales training Jason Forrest new home sales training and development sales trainer real estate US housing market

I always say that people don’t know what they want until you tell them. And now I have proof. And that proof comes in the form of Prego’s Extra Chunky Garden tomato sauce, according to Malcolm Gladwell’s Ted Talk on “Choice, happiness, and spaghetti sauce.

Howard Moskowitz, a psychophysicist, discovered that Americans say they want “authentic” spaghetti sauce (thin and blended), but what they really want (or at least about a third of them) is extra chunky. Until then, people running the focus groups asked what participants wanted. But nobody knew to ask for extra chunky garden until Howard Moskowitz gave them the option. Before this discovery, Prego was struggling. But after the discovery, Prego is a leading spaghetti saucer.

Don’t ask prospects what they want. Dig deeper. Ask the questions that get to the real answers.

Contributed by Jason Forrest
One of Training magazine’s Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning to increase sales, implement cultural accountability, and transform companies into sales organizations. Forrest is a sales trainer, management coach, regularly featured speaker at national conferences and professional association events, member of the National Speakers Association’s Million Dollar Speakers Group, and a published author. His newest book, Leadership Sales Coaching, will be available later this year. Learn about our new home sales training programs at http://www.forrestperformancegroup.com