Even though my intention has always been to work for my clients and to help them earn what they’re worth, I’ve gotten feedback that I sometimes come off like I think I’m better than those I’m training or that I’m going to “fix” them because they’re broken. If you’ve ever taken my message that way, I apologize.

Let me explain a bit of my approach. In order to push sales professionals to stay ahead of whatever circumstances come their way, I try to reinforce existing positive behaviors in addition to teaching new ones. My training seeks to hold new home salespeople and sales managers accountable to proven techniques, philosophies and attitudes and typically falls into three categories for sales professionals:

Category One: The behaviors salespeople already do with every prospect, every day. With this category, our training just reinforces what salespeople already do and believe. The goal then is to increase self-assurance and belief in those abilities.

Category Two: The behaviors salespeople have heard or read about, but do not do with every prospect, every day. With these behaviors, training serves as a reminder of ideas that work and should become more a part of a salesperson’s process.

Category Three: The behaviors salespeople have never heard of or have not executed, but that they would benefit from incorporating with every prospect, every day.

Right now, salespeople are selling at the level they are able to perform those techniques, philosophies, and attitudes that fall into their own category one and category two. Here are some tips for salespeople to improve performance:

Step 1: Make an inventory of your category one and two techniques and write down how much you are earning at your current performance level.

Step 2: Write down what you would like to earn.

Step 3: Commit to continuing your category one techniques and philosophies, moving more category two techniques and philosophies into category one, and pursuing training to add category three techniques and philosophies to your tool belt.

As a sales professional, author, professional speaker, and consultant, Jason Forrest helps home builders increase closings and profits through leadership sales training. His books include Creating Urgency in a Non-Urgent Housing Market and 40 Day Sales Dare for New Home Sales. He can be reached at jason@jforrestgroup.com and www.jforrestgroup.com.