Tag Archives: X Factor sales professionals

Note from Jason Forrest: Are You A Better Salesperson Than a Three-Year-Old?

Sales Professionals,

Boy climbing bunk bed-Fearless-Jason Forrest-Forrest Performance GroupWhen they’re little, kids are fearless. I know because I have two and whether they’re jumping off the couch or dancing like no one is watching—they just don’t hesitate.

My two are not some super freakish kids. They’re like most kids their age who believe they’re good artists and dancers and that they can be presidents one day. Little kids engage in life with no hesitation about anything they do.

But little by little, fear takes them over and they become adults who would rather swim with sharks than dance or sing in public, and who settle for mediocre lives and careers. Unless it’s addressed, fear only grows until it cripples people.

I’ve seen it in myself. Things like haunted houses, roller coasters, and snowboarding down advanced level mountain runs used to not even faze me. I was fearless until the day I started thinking! Thinking can be a good thing, but over-thinking can create hesitation.

For some salespeople, winning behaviors and sales techniques come naturally. They lead prospects through auto or model home demonstrations without an ounce of hesitation. They ask the tough financing questions as casually as they ask for a client’s name. And they feel like asking for the sale is doing the client a favor, not being intrusive. They don’t define these behaviors as fearless—they just say they’re following the sales training process that gives the prospect the best experience. If you asked them what they have to lose, they’d say, “Nothing.”

This week, take the attitude of a three-year-old who believes that nothing is impossible. How would you treat every prospect if you passionately believed that it’s possible to sell to 100% of the prospects who walk through your door?

How would you approach them if you knew that 100% of your prospects were unconsciously begging you to convince them to buy a product that will improve their lives? No fear.

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: Do you show and sell or show and tell?

Empty Theater Seats-Selling-Jason Forrest-Forrest Performance GroupSales Pros:

I find commentary on sales sites maddening. Not all commentary, but the salespeople who are a bit confused about their job description.

When sales pros believe their job is to show and tell will go along endlessly with customers who want to see product after product, home after home, or car after car. Ultimately, the prospects ends up with something they can live with. Even more frustrating is that, because the customer hasn’t found the solutionwhenever a concern comes up, the sales pro - home sales consultant has only one recourse–try to lower the price until the customer is willing to accept. I could not disagree with this approach more.

Let’s think about it from a realtor’s perspective (though it applies to other industries, too).

A realtor with this approach is FAR from earning their 1-3% keep and really makes him/herself unnecessary. Sellers may as well use a for sale by owner (FSBY) approach and buyers may as well contract on the home with the lowest cost per square foot.

If you’re representing the seller (either the builder or homeowner), your job is to find a way to sell the home at the price the homeowner wants to sell it. The whole point of your contract (and your fee!) is for you to sell the value of the home, not to spend your time convincing the homeowner that they need to lower the price.

Let’s say you get a $3,000 commission. If you spend time trying to convince the homeowner/builder that they should lower their price by $5,000 so that they can have the lowest price per square foot for what they’re giving, the total cost to the builder/homeowner is 3K to you (in commission) and 5K to the buyer (in lower price). So you just cost the builder/homeowner $8,000 out of their pockets. And for what?

They might just say, “If we’re 5K overpriced, we’ll lower it 5K and get you out of the picture. That’ll save us 3k and we can put $1,000 of that towards a for sale by owner marketing kit.” So, y taking yourself out of the deal, you save the homeowner/homebuilder 2K. Be careful what you ask for.

Now I understand that realtors and builders can be confused about the value of their homes, but this is a conversation that needs to happen before you sign the agreement. Don’t sign and then come back with your comps a month later saying it’s overpriced. Let the seller know what they’re getting into up front. And once you agree to market and sell a property, sell it at that. Don’t come back later and change the rules.

Earn your commission. Show and sell.

Here’s to earning what you’re worth!

Jason Forrest

Click here to subscribe to our FPG mailing list!

 


 

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: How bad do you want it?

Sales Pros:

What separates the very best sales professionals from everyone else? I’ll give you one hint: it’s NOT their circumstances. It’s not that they have a better product or a better situation than everyone they’re selling against. So what is it? Well let’s talk about a song by Tim McGraw that gets to the heart of it. It’s about what drives and motivates us as humans. It’s a little thing called desire and the song is called “How Bad Do You Want It?”

Yes, I AM from Texas, but no, that’s not why I like this song. I’m not even a big fan of country music. But with lyrics like, “Are you hungry, are you thirsty? Is it a fire that burns you up inside?” this song is in a category all its own. It speaks to me.

It relates to what’s going on in the marketplace right now. I am not one to listen to sales professionals or sales managers talk about all the things that get in their way of what they want. I’m much more interested in hearing what they’re going to do about it. Do they want it? Do they want it enough that they’re “eating, drinking, sleeping with that one thing on their mind?”

So what do I think separates the top one percent of sales professionals?  That basic, common drive that comes with desire.

“Because if you want it all, you gotta lay it all out on the line.”

How will you (or did you) lay it all out on the line today to get what you want?

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: What are you pointing at?

Man with Outreached Hand-Jason Forrest-Forrest Performance GroupSales pros:

If at first you don’t succeed, blame someone.

Of course I say that with tongue firmly planted in cheek, but I get it. There’s pressure on salespeople to get it done or to explain why it’s not done. And it can be tempting to point fingers and place blame. There will always be something to point at. In tough times, it’s the market. In high-flyin’ times, it’s the competition across the street.

It’s easy to point anywhere but at your own chest–the market sucks, your signage isn’t visible enough, your partner has B.O. Finger pointers will always find something. And in so going, they damage themselves most of all.

X-Factor sales professionals and the most effective managers focus on the things they can control. They know their product (AND their competition’s) inside and out. They scour the news for trends and information that may be important to their clients.

And they point at themselves when they’re not getting the results they want. If at first you don’t succeed, don’t blame someone else, try something else.

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: Escape the Recession of Your Mind

Sales Pros: Hand-Turnaround-Jason Forrest-Forrest Performance Group

We are in a recession of the mind.

One of the things I find funniest about the Leadership Selling program is that it’s easier for new salespeople to pick up than for veterans. The program is based on the simple premise that salespeople are the difference makers in the sales process and that they have the ability to influence a buyer’s decision.

Often, established salespeople stubbornly insist on doing exactly what they’ve done for years and then complain about the market or the fact that they’re not getting results.

Even when I show them evidence that companies and individuals who have embraced the principles of Leadership Selling are selling more, they refuse to accept it. Without even trying, they say, “That doesn’t work in this market” or “Our buyers are different and those techniques won’t work.” They quit without giving themselves a chance to succeed.

Meanwhile, as their more-experienced colleagues are fighting me and resisting change, the amateurs often embrace the ideas, put forth maximum effort, and become X-Factor sales professionals.

Usually, when they see new people outperforming them, the other half of veterans have enough humility to accept that there might be a better way. They change their ways and improve.

The only kind of recession that limits us from reaching our potential is a recession of the mind! Remember, when you change the way you look at things, the things you look at change.

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.

Realtor Magazine: How To Build an X-Factor Team

shutterstock_77004988A team is only as strong as its players, so have you been focused on selecting the right ones – even if it means letting poorly performing agents go? In his newest article on REALTORMag online, Jason explains how to top-grade your sales team to ensure maximum success over the long term. Read an excerpt below:

“Think of it like picking stocks—don’t get emotionally attached. Look at your overall goal and see if your ‘purchase’ fits the plan. Having a culture where no one is safe unless they sell keeps people on their toes. It’s not about scaring people but about building a culture where agents have to produce, perform, and add value.”

To find out more about the tools and techniques integral to building an X-Factor team, click here.

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 Forrest: How to Lose a Buyer in 40 Seconds

Sales Pros:sales training seminars

People don’t have a problem with sales professionals. They have a problem with anyone who wastes their time and with unethical, boring, or unhelpful salespeople.

That’s not the kind of salesperson you have to be. There are many ways to lose clients (and taint the profession’s reputation while you’re at it). Today, we’ll focus on one faux pas that’s common in our industry–sending generic emails with information that doesn’t apply to the recipient.

I told a Realtor exactly what kind of home I wanted, but at least once a week he sends me a generic e-mail with all of his listings, most of which are completely irrelevant to me. I have lost respect for him and delete his emails with nary a click. He does not own the process, he is not helpful, and worst yet, he is wasting my time. It may not technically count as spam, but it has the same effect on me. With this kind of “service,” I might as well do it on my own.

Tip: Don’t send customers generic marketing pieces with your homes or available inventory. Send customized pieces only. sales training seminars

To help hold yourself accountable, always start the email with something like, “Based on your desire to have (stated needs) I thought you would enjoy this,” or “Based on your concern about (stated concern), I thought you’d want to see this listing.”

If your clients feel like you are looking out for their interests and that you’re saving them time instead of wasting their precious time, you’ll gain their respect and appreciation. On the other hand, if your clients feel like just another email address in your contact list, you’ll lose their respect and likely, their business, too.

Here’s to keeping your prospects happy and 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.

Girl Scouts Got Game

shutterstock_181102415Los Angeles Times, one girl scout and her mother made a lucrative business through strategic targeting: Selling girl scout cookies outside of a pot dispensary. They sold 117 boxes in two hours!

Click here to read the full story.

Sharp choices in target marketing (effort), will give you a greater return on your investment (outcome). Know your audience and their needs. If you can tap into their “why” for buying, and present to them value and a solution, then there’s no reason you shouldn’t get the sale every time.

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.

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.

The Language of Leadership: Do you have Meraki?

It's the size of the fight in the man-Success-Tips for leading-Leadership-Jason Forrest-Forrest Performance Group-Winning-Meraki-Greek-Creativity-passionMeraki is a Greek word that means “doing something with soul, creativity, or love.” Anytime we do something from that place, we leave a little bit of ourselves in our work.

X Factors have meraki when they dedicate themselves to mastering the science and the art of selling. Do you have this kind of passion? If not, what would it look like to wake up every morning with a fire in your belly? And…how bad do you want it?

Here’s to earning what you’re worth!

Note: To learn more about meraki and other words from different languages on leadership by Tanveer Naseer, click here.

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.