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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 (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. Forrest Performance Group specializes in cultural awareness training and sales coaching programs. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales leadership training.
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