Creating Urgency in a Non-Urgent Housing Market - Softcover

Jason Forrest

Softcover

ISBN 10: 0980176212 ISBN 13: 9780980176216

Publisher: Signature Books, 2007

Synopsis

Urgency is the key component to a strong market, but in tough markets, new home sales counselors must create that urgency. Fortunately, Jason Forrest has the method for tapping into this high-powered emotional resource! Based on the principle that every new home buyer's desire is to improve their life, Jason teaches you how to fulfill this powerful impulse in your customers. Learn how to create an atmosphere of excitement and immediacy, no matter the state of the market. Creating Urgency will revitalize your sales philosophy!

About this title

About the Author:

As a sales professional, author, professional speaker, and consultant to homebuilders, Jason's job is to help new home sales teams increase sales and retention rates through Leadership Sales training.Jason grew up under the influence of his father (a business owner and professional salesperson), his mother, (a persuasive speaking professor), and Zig Ziglar (his Sunday school teacher and world-famous salesperson/motivational speaker). Jason learned sales by selling rather than observing. These influences and experiences shaped him into who he is today--a salesperson first, a trainer on a mission, a national speaker, and a coach who pushes sales organizations to become the best version of themselves.Corporate clients include The Villages, Woodside Homes, Beazer Homes, Centerline Homes, Pardee Homes, Grand Homes, and many others. Every year, Jason delivers approximately 92 keynotes/seminars and conducts 850 group coaching calls with sales teams, sales managers, and executives. See him in action at jforrestgroup.com

Review:

For anyone who works in a new home sales environment, this is a MUST READ book! Jason Forrest has hit on something that we all face being able to sell, and sell successfully, when all around us are those who say that, due to the market, sales are impossible. Creating Urgency in a Non-Urgent Housing Market is not only an eye-opening reality check, but Jason's insight and the facts he shares are right-on concerning our attitude toward new home sales today. He gives us some simple, yet powerful steps we can take to overcome our current thought process in regard to the market and our success. I personally have seen changes in my own sales team and leaders after they embraced these concepts. Everyone in new home sales MUST read and apply it is a tool that will help you increase your sales and change your life! --Janis Jackson, Hometown America

Jason Forrest's firsthand experience and step-by-step approach is THE ANSWER to how to be a successful new home sales representative NOW. Jason eliminates the 'victim of the market' excuse of poor sales performance with a viable solution. This is what I call effective sales training!! --Laura Hurst, Richmond American Homes

Our new home sales team has read this book and now knows, understands, and practices The Seven Phases of Urgency with each customer. We have challenged our very beliefs and the way we sell, which has caused us to become customer-mission focused rather than product or price focused. Our team can actually watch other new home sales associates do what they were doing, and recognize the difference. It has been amazing to see the transformation in the attitudes of our sales associates even when the media reports the doom and gloom of the housing market. We simply don t buy it! People are still buying homes and they will buy from the new home sales person who focuses on their mission more than anyone else. Our whole company has undergone a cultural revolution based on this new way to sell! We want to thank Jason Forrest for giving us the tools we need to coach our sales team to be Winners! --Roni Benge and Marci Goode, Pepper Viner Homes

About this edition

• Publisher: Signature Books
• Publication date: 2007
• ISBN 10: 0980176212
• ISBN 13: 9780980176216
• Binding: Paperback
• Edition number: 2
• Number of pages: 70