Jason Forrest, MBA

Leadership Sales Coaching

Turning Sales Managers into Sales Coaches:

This unique training program, specifically for managers, teaches leaders to be active participants in the whole sales process. Rather than just teaching theory, we teach specific skills that are relevant to what is happening in the trenches, then walk managers through applying those skills and the beliefs behind them with their employees.

Our proven approach equips managers with the necessary behaviors and beliefs to coach successfully.

Performance will increase by 22% with successful training alone. But if that training isn’t accompanied by coaching and on-the-job reinforcement, your team will lose 87% of their training after just one month. Adding coaching to your team’s training program improves retention and increases performance by up to 88%.**

** Source: Sales Executive Council research

What Managers Learn:

Accountability

We teach managers to hold their team accountable to the specific behaviors and techniques that move prospects through the sales funnel and into converted deals.

Results-Focused Coaching

While most managers get involved only at the end of the sales process (after they get an offer), we teach managers to coach salespeople all along the way and be involved within the process of converting leads into sales. We teach them to advance the sale, speed up the sales process, and ask specific questions to create accountability that their people will crave.

Nuts and Bolts

We will lead the managers through an experiential learning process of the vital behaviors, beliefs and techniques of effective coaching. Each week, we will teach a specific coaching technique to reinforce that week’s sales training topic. We will focus on handling specific challenges that arise from actual coaching sessions and work through any leashes or limiting beliefs holding people back from going from reactive manager to proactive coach.

Warrior Selling

Warrior Selling is your ultimate guide to becoming the sales warrior you were born to be. The top 1% in every sales department is full of process-driven sales warriors, and this program teaches the mindset and techniques it takes to become the sales warrior so you can improve the lives of every single prospect you come in contact with.

Process-driven science

Derived from years of experiential study, Warrior Selling takes from the process-driven sales science created by the most successful sales warriors on earth. You won’t just learn why to do something – you’ll learn the underlying how that drives profit.

By learning how to take every prospect from the intiatial greeting all the way to the close, you’ll have an unbeatable sales arsenal in your toolbelt to sell to any prospect, in any circumstance, anywhere. Effectively handle objections, sell against the competition, and lead the final closing decision with profit-driven science that gets results in any scenario and any industry.

Get inside the mind of the customer

Techniques are important, but mindset is what make the difference between a sales warrior and everyone else. Customers are constantly working through doubts, excitements, uncertainty, ambuguity, and everything in between during the sales process. The sales warrior knows that and actively takes steps to liberate their customer from all uncertainty so they can improve their lives.

Warrior Selling gives your people the beliefs-based tools to understand the vital decisions every customer is working through, and how to create emotional connection and urgency around those decisions. We don’t just teach your salespeople how to sell. We teach them the beliefs to change their customers’ perspectives so they can lead them to ultimate life improvement.

Ongoing learning that sticks

When paired with Leadership Sales Coaching, Warrior Selling provides your salespeople with ongoing, weekly lessons that give them the reinforcement they need to keep growing, keep selling, and keep improving. The seminar-based training model fades over time; you get a burst of results with sales steadily dropping after 30 days.

But with the benefit of weekly calls and lessons in addition to seminars, Warrior Selling never stops your growth as a company. The limit is only how much your sales warriors want to earn.

Executive Playbook Program

The clearest pathway to speed and profitability in your company is through employee ownership over the company’s values and mission. The Executive Playbook presents a clear pathway to that reality.

FPG’s in-depth leadership program The Executive Playbook gives your leaders the tools to create employee ownership by focusing on the psychologically-proven 5 factors that lead to more engagement, better workplace culture, increased accountability, and, most importantly for you, more profit. You’ll learn about these factors, the tactical steps to implement them in your dealership today, and how to foster the booming culture that leads to massive year-over-year growth.

Assessment-based learning

The reality is that many leaders simply focus on what they do, and not the effect they’re having on their team. The purpose of this assessment-based program is to give leaders not just a sense of their own self scores on these 5 key leadership factors, but also to see what effect they’re having on their team’s mission to also adopt those factors. Finally, the program changes behaviors by giving a road map to improvement. As a result, leaders get a true, unbiased picture of how they’re effecting their team’s drive to become more and contribute more at the end of each day.

You’ll take an assessment on the impact you believe you’re having on your team. Then, your team takes an assessment on the impact you’re really having. We take your customized results and build your unique program around unleashing your results so you can create more leaders and have an even bigger impact on the legacy of your company.

Master your leadership language

The Executive Playbook cover the 5 elements leaders must embrace in order to maximize their own speed and profitability. These factors were derived after in-depth research and program development as part of FPG’s recently rolled-out Executive Playbook program.

The program expands on those 5 factors to give leaders a way to immediately begin implementing tactical, real-world application that drives results. You’ll learn what happens when workplace cultures don’t value these factors, and, more importantly, what happens to your people when they implement them on a daily basis.

Here’s what you’ll learn.

1. Efficacy. Are your people confident in success and resilient when they encounter setbacks? You’ll learn how to use efficacy to drive those behaviors to drive more sales.

2. Goals. The definition of culture is what happens behind the boss’s back. Give your people the drive to achieve their goals no matter the circumstance, and whether you’re on the lot or not.

3. Approach. Achieve game-changing results by cultivating and encouraging a team that balances tasks with helping each other achieve common goals. 

4. Relationships. Know how to create a team that naturally encourages collaboration and teamwork that drives results.

5. Altruism. What if you could connect your auto sales pros to a higher purpose? As the most profitable companies prove, it’s the way to change the game.

Your people will be completely bought in to your leadership style and you’ll have a culture that naturally values proven profit-driving qualities like teamwork, optimism, accountability and excellence. This is a holistic, culture-based message that will immediately begin paying dividends with tactical, real-world takeaways.

Event-Based Speaking

When you change the way you look at selling, selling will change. When you change the way you look at yourself, you will change.**

Jason Forrest is a Certified Professional Corporate Speaker by the International Association of Corporate Speakers.

Jason’s purpose at each keynote speaking event, half-day seminar, or full-day workshop, is to change the way sales professionals see things – to give them new eyes for selling, for themselves, for the customers, for the market, and for their ability to influence sales results.

While Forrest Performance Group has an agenda, we’ll also send out a survey ahead of the event and ask questions like the following:

• What are the top three objections you’re facing?
• What are the top issues keeping you from selling more?
• What are the reasons your last top ten prospects did not buy?

Based on the responses, Forrest Performance Group will make sure to address the topics most relevant to the salespeople.

**Quote from Jason Forrest’s Creating Urgency and inspired by the Heisenberg’s Uncertainty Principle “When you change the way you look at things, the things you look at change.”

SPEAKING TOPICS

• How to Create Urgency in Your Buyers

• How to Convert the “Just Looking” Buyers

• Maintaining your Position of Strength in Negotiations

• Salesperson as the X Factor

• How to Maximize Incentives

• The Ten Vital Behaviors of Top 1% of Salespeople

• Selling Three Whys Deep

• Overcoming Fears about Selling

• Redefining the Purpose of a Salesperson

• Earning Customers’ Respect

• How to be Customer Mission Focused versus being Price or Product Focused

Hiring Consulting

If you want to stand apart as an organization that doesn’t wait for circumstances to move your inventory and bolster your sales, you need the best people on your team.

With our hiring consulting, you’ll get a specialized recruiting and hiring plan based on your business and goals. We help take the guesswork out of the sales hiring decision by developing an intensive interview process; including group interviews, sales questionnaires, and more.

We are a licensed vendor of the most effective sales questionnaire available-the SPQ Gold, described as “the only test in the world specifically engineered to detect and measure all twelve types of Sales Call Reluctance, call reluctance impostors, and more.”

When a buyer who is “just looking” meets a reluctant sales professional, what happens? Nothing. People who have fear of selling only sell to people who are interested, but the whole job of sales is to create interest.

The SPQ Gold developer, Behavioral Sciences Research Press, got it right. The SPQ Gold is much more than a personality test, and since personality alone does not determine success, this unique  sales test helps ensure you don’t hire the wrong person.

According to recent research, a bad hire can cost “14 times the annual salary or more in loss of direct revenue, decreased productivity, and lost time for management and other employees.”

At Forrest Performance Group, we’re experts at identifying and developing individuals who have what it takes to be X-Factor sales professionals. With our hiring consulting, we offer our expertise to help you hire the best possible candidates and build an unstoppable team.

Leadership Culture

Learn how to tranform your company into an unleavable culture.

True change starts at the top.

In order to develop sales organizations rather than organizations that tolerate salespeople, CEOs and division presidents need to be on board.

We often find that executives’ questions to managers are inconsistent with the goal of creating sales. They are often focused on the wrong things.

If you ask different questions, you’ll get a different response. With Leadership Culture, we teach leadership which questions to ask so that their managers are an inch wide and a mile deep on one thing-prospect conversion.

This program trains executives to ask sales managers the right questions-questions that produce results.

Assessments

We are a licensed vendor of the most effective sales questionnaire available-the SPQ Gold, described as “the only test in the world specifically engineered to detect and measure all twelve types of Sales Call Reluctance, call reluctance impostors, and more.”

When a buyer who is “just looking” meets a reluctant sales professional, what happens? Nothing. People who have fear of selling only sell to people who are interested, but the whole job of sales is to create interest.

The SPQ Gold developer, Behavioral Sciences Research Press, got it right. The SPQ Gold is much more than a personality test, and since personality alone does not determine success, this unique  sales test helps ensure you don’t hire the wrong person.

The Mindset of a Sales Warrior Masterclass

You’ve been invited to start earning what you’re truly worth by adopting the Mindset of a Sales Warrior. 

Become UNLEASHED as Jason teaches the strategies it takes to have The Mindset of a Sales Warrior

This masterclass will:

• Be led monthly by FPG CEO and professional speaker Jason Forrest
• Be thought-provoking and tactically-inspired
• Set you apart by giving you the steps to control the sales and your personal destiny
• Unleash you to close more sales than ever before
• Give you the conscious steps to control your mindset
• Provide you with strategies to become a better version of you every time

Here are a few strategies you can expect to learn:

Strengthen Your Self-Confidence
All sales warriors believe that they are the primary source of confidence, motivation, hope and certainty in their prospect’s decision to buy or not buy. You’ll learn the mindset it takes to have confidence in your own ability so you can give your prospects the certainty they need to buy from you.

Create Beneficial Support Systems
The people you surround yourself influence your success. Whether consciously or subconsciously, you’re either rising or falling to the level of the people around you. Learn how to get the people in your life on board with your goals, and how to generate support systems that create the environment you need to succeed.

Revolutionize Goal-Setting
Everyone wants to set goals, but why are so few are able to sustain them? It’s because they haven’t connected them to their “why.” By learning the four questions to change your life, you’ll have the warrior mindset to goal-setting that actually moves the needle for you. Never worry about leaving a goal behind again.

Become Your Propsect’s Human Needs
Every person has six human needs they’re constantly seeking to fulfill. You can use these needs to create a super-addiction to your selling message and dramatically increase your conversion rate. You’ll know how to diagnose those human needs in your prospects and, most importantly, how to become those needs for your prospects to close more sales.

Take Your Motivation to the Next Level 
What if you had the strategies right now to ensure you had the burning, inner motivation to accomplish whatever’s in front of you right now? Learn the secrets of the top 1%: create affirmation statements, meditate to succeed, visualize your future wins, learn the strategies to create habit-forming rituals that win you sales, and more. Motivation has never been more addicting.

Claim your spot now by calling RACHEL SHERBURNE at 817-402-7180 or emailing her at rachel.sherburne@FPG.com.

“No other training program gives you personal growth that leads to professional results.”

– Director of Sales, Richmond American Homes

My salespeople told me that Jason’s message gave them control over a time when they felt they had little control. We sold seven homes that week with only nine salespeople! We believe that having Jason Forrest train our people on a frequent basis throughout the year is one of the distinct factors that has led to our success. We look forward to hiring Jason back for a third year.

– VP of Sales, Miller and Smith

WHAT A GIFT YOU HAVE GIVEN TO CENTERLINE HOMES! Your selling platform is and the incredible (AND IMMEDIATE) results it yielded!

I have been in this industry for 16 SHORT YEARS and I have studied and have been mentored by many sales professionals and leaders in our industry – however, it has taken me this long to find a LEADER and MENTOR such as yourself that really, really GETS IT!

– VP of Sales, Centerline Homes

Wow… it’s been a whirlwind learning curve and I am having a blast. But, I did want to let you know Jason, that today’s coaching session you gave us was the best one yet!

Thanks again I really enjoyed today’s session and I felt I really needed it! Thanks! I can also use this to give to my team captains so they have a foundation as well!

– Sales Manager, Richmond American Homes

I have to say the past two days training has been unlike any that I’ve ever received. I am looking forward to helping the X-Factor emerge from not only each person on our sales team, but me as well! I am seeing things through and new set of eyes and I welcome what the next 12 months bring to all of us at Jeff Benton Homes!

– Sales Trainer, Jeff Benton Homes

“My favorite take away was about looking at a customer or a sales professional as your best friend. You wouldn’t just manage them or leave them on their own, you’d be really engaged in their success. That’s a mental shift for me and I’m looking forward to applying it to that to my business.”

– Owner, Evolving Texas

Thank you for the Leadership Coaching seminar. I have attended many seminars in my real estate career and have never been as mentally engaged throughout the entire program as I am with yours. I believe it is because you deliver your message with certainty and everything you say just rings true to me. Thanks again and I look forward to continuing my growth and integration of your beliefs and becoming the best sales coach (and best version of myself) I can be.

– Sales Manager, Richmond American Homes

“Wow. Wow. Wow. Jason does not disappoint…. Comes out of the 2015 gate with a phenomenal lesson 1!
I’m totally blown away and I really needed this expansion today.”

– Sales Associate, Richmond American Homes

Jason Forrest is a great sales trainer and heads up a great sales training program. We just finished an 8-week program with him and are planning to start another one in July. 

It’s been one of the best trainings we’ve ever done.  Our conversion rate went from 8% at the end of 2010 to 12% currently.  Gary from Pardee has worked with Jason as well and I believe has had similar success.

– , Quadrant Homes

Your training session with us was very powerful! Thank you! Before your training session, my goal was to sell 2 homes/month. Now, I know that’s entirely too few! I’ve raised it to 4/month and hope to raise it to 6/month soon. Again, your books, CDs, sales training have raised the bar and opened my mind to expect so much more.

– Sales Professional, Woodside Homes

During my 22 years at The Villages, I have seen several sales trainers come and go. While all have some redeeming qualities, I had never really found a trainer that had a lasting impact. Simply stated, Jason Forrest is a coach’s coach. What he brings to the table that others do not is a plan for implementation of continued structured coaching and accountability. Jason’s impact on our sales managers and the resulting impact they are having with their people is certainly a primary factor.

– Executive Sales Manager, Village Homes

I realize that in the past, I have not known my players – had no idea what their dreams were, what motivated them to come to work each day. I feel like I have so much more purpose to my day, my life, my career – thank you for giving me direction and a path to go down. I have always cared – the big difference is my team now knows I care.

– Sales Manager, Village Homes

I wanted to let you know how much I really do appreciate the help and wisdom you have given me. I am a Jason advocate!

– Sales Associate, DeYoung Properties

“Most people are going to figure out a way to always achieve what their worth. We all as people have a standard we put on ourselves and whatever that is we are going to find a way to hit it. My struggle was learning how to expand that beliefs system. After today I see it all so clearly, and it’s amazing. It’s changed the way I look at myself, as well as my sales team.”

– Owner, No Fences Land

“I was moved by the segment on the motivation triangle and how people have different levels of why factors and the motivation it takes for those different levels. I even explained it all to the my wife and she was really excited to hear about it. I’m learning some new things, absolutely.”

– Wealth Management Services, Merrill Lynch

“The approach has never been done before! Finally ‘training’ that provides so much more than just theory. This is an absolute must-attend!” (in reference to the Leadership Coaching seminar)

– Senior Vice President, Century Communities

“Jason’s program and products ensure a long-term commitment to new methods.”

– Chief Marketing Officer, Woodside Homes

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