People don't know what they want…

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Until you tell them. 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 […]

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Note from Jason: "Yes, and…"

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Sales Pros: As sales pros, it’s hard not to get stuck on the no’s when we don’t have something a prospect wants. But in improvisation techniques, there’s something called the “Yes…and” technique. It’s a way of moving the scene forward. It works like this: Let’s say a prospective home buyer asks, “Do you have bigger […]

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Speaker Magazine: Complete Training Programs Stand Apart

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Starting a big-ticket sales training/ strategy company in the middle of the worst economy since the Great Depression may not have made sense to most people. After all, in 2008, many companies were busy slashing their training departments to bare bones. But what may have seemed like the worst time to launch what has evolved […]

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Note from Jason Forrest: Prepare for the Sales What Ifs

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Sales pros: According to Dictionary.com, defense is “An action of defending from or resisting an attack,” an “attempt to protect/defend against opposition” or a “barrier against attack.” When new home sales professionals play defensively, they are just trying to survive. Offense is “the action of attacking,” or “the team or players who are attempting to […]

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SOLDLab.com: Reclaiming Our Hope (Page 14-15)

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Anyone who chooses a career in sales also chooses the potential risks and rewards of the trade. And whether we’re telling the family that Christmas is going to be a little lean this year or riding high on the thrill of success; the consequences have a big impact. Read more.     JASON FORREST (named one […]

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