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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

In today’s world of automation, how hard is it to say in the front of your prospect’s mind?

 

In the past, it was hard, manual, and subject to so many mistakes that most people gave up.Photo on 6-17-17 at 2.58 PM

 

But today, you can automate so much of the process that the only thing you need to do is set the prospect up in your marketing system, pay attention to what that system tells you to do, and then do it.

 

What should happen when you meet a potential buyer of what you sell?

You try to get a meeting with them.

Perhaps you get that meeting, but they are so ingrained with their current vendor that they are not in a position to change at the moment.  In fact, they might even be happy with where they are, but always looking to improve.

Perhaps they just do not want to meet.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

Perhaps all you know is that they could benefit from what you sell.

 

What do you do with them going forward?

To many people simply put them to the side and forget about them.  We will get back with them in the future, no need to worry about them right now.  They are not going to buy.

 

That is a mistake.

 

Instead, when you find someone who could buy your product, you need to do the following.

 

 

1/        Add them to your CRM system.

            Capture all the information on them that you can.

            Record everything that has happened with them such far.

 

2/        Start them on an automated campaign that keeps your name at the front of their mind for the next 12 months or longer.

            This campaign should be based on who they are.

            You should have not only general campaigns, but also campaigns built for certain vertical markets and certain types of customers.

            These campaigns should not sell, but instead educate and keep your name in front of the prospect.

            They should give information to help them do their job better.

            They should contain some calls to action, but they should be soft.  If a prospect does act on a call to action, then you should be notified and take appropriate action.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

3/        Pay attention to any notices the system gives you about their behavior and/or action based on what you have sent them.

            Let the system do its job.

 

            All this should be set up and going on in the background.  The only time you need to get involved is if they take the right action.

 

If you do these 3 things, the prospect will look to you when they are ready to make a move, and that is when you can close the deal.  You are educating and staying in front of them.  This is the piece of selling so many people forget.

 

Let the system do the work, pay attention, and keep on rolling.

It doesn’t matter what industry you are in, what you sell, or how things have been done in the past.  Educate and stay on the mind of clients and they will connect back with you when they are ready to buy.  It works.

 

Meanwhile, keep on prospecting and adding to the list.  The system has no real limit on how much it can handle—that is one of the beauties of marketing automation.

 

If you do not yet have an automated system to do the above, then we should talk.

Click the link below, and let’s set up a 15 minute call to talk.

http://meetme.so/coachmannynowak

 

“Success does not come from doing extraordinary things. Success comes from doing ordinary things extraordinarily well.”              – Unknown

 

Take a moment and picture the stereotypical sales person we all think of:

 

  • Fake smile
  • Talks too much
  • Overpowering
  • Rude
  • Obnoxious
  • Impatient

 

 

Now picture people running out of a store/lot with a sales person chasing them.

As they are shouting,

 

“No thank you, not interested, going to pass for now,”

 

The sales person is shouting even louder, “But do you want vinyl or leather interior?

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Do you want the yellow one or the white one?”

 

What comes to your mind when you hear the word “Sales Person”? Is it a positive or negative image? Here are some examples of sales people we all encounter:

 

  • The door- to- door sales person (How many under 35 know what that is?)
  • The “car” sales person
  • The sales person at the appliance store
  • The insurance sales person – the financial planner

 

How many of you, when you think of “sales” people, think of yourself, the people you work with and the people you really like?

 

The term “sales people” stirs up so many negative impressions ––and, in my case, memories.

 

 

In my first sales job I was a Fuller Brush salesman, a door- to- door sales person who sells expensive brushes. 

 

My first assignment was selling door-to-door in a poor neighborhood. 

I just couldn’t do it. 

They wanted us to sell brushes people didn’t need to people who could not afford them. 

That negative actually took almost 10 years to get out of my mind and get me into sales.

 

 

Sales people get so little respect, contrary to other ways of making a living.

If you are a doctor, people perceive that you are in a fine profession.

If you are a corporate manager, you have great career in hand.

If you are a craftsman or craftswoman, that too is an admirable choice.

 

But a sales person?  Who wants to be a sales person?

 

 

Try this at next the party you go to.  Tell everyone your son/daughter is going to grow up to be a sales person and see what reaction you get.

 

 

Yet as a business owner, CEO, executive or partner, you must realize that sales people are the key to your success.

        

In fact, as a business owner you have to be the first great sales person who will build your company. 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

I love the story about the franchise owner who grumbles, “I bought the franchise, got cards, computer, desks, all that stuff, did all the administrative work, hung out the cute sign, opened the door and…nothing! Where are the customers, why is no one is breaking down the door to buy my product?”

        

Success in business comes through selling.  No matter what you think or what you tell yourself, or what others tell you, you must remember this simple truth:

 

To build a business you have to sell.

 

Say it again and never forget it:

 

To build a business you have to sell.

 

 

 

Do you know that most of the people in business have one great need? Do you know what it is?

 

 

More Business.

 

They need more business.

 

How do you get more business? Remember the line from above?

 

To build a business you have to sell.

 

Rule No. 1

 

If you want to build and grow your business you have to sell.

 

Rule No. 1 – Once more:

 

If you want to build and grow your business you have to sell.

 

 

 

 

Do not forget this.

 

To learn more about making your organization sales driven – get a copy of my book:

“All People Who Work For Me Are Selling”  Click here to order your copy today:

 

Want to talk further about how to drive your organization’s sales process forward, better, stronger and with more success.

Click here to schedule a 15 minute call with me at your convenience.

 

 

July 4, 1776 – Freedom Comes At A Cost

Posted by Manny on June 30, 2017
Posted in Holiday  | Tagged With: , , ,

Happy 4th of July.

Please enjoy your day and for many of you, a long weekend or even vacation.

 

The 4th of July is all about Freedom.american flag

About those who were willing to risk it all to be free.

 

Those who are trying to get in to this country, they understand because they don’t have it.

Those who are trying to stop it, understand it because they don’t want us to have it.

 

Yet, do we take time remember what it costs?

 

This Fourth of July – let us celebrate our freedom and say – thank you to all those who gave and give so much so we can maintain it.

Let us never take it for granted.

Let us stand up to all who try and take it from us.

We are Americans – proud and free and we intend to stay that way.

 

 

This 4th of July let us celebrate this great nation.

 

Let us remember we are a strong nation.

With strong leadership.

Bringing us back to where we can stand as the greatest nation on earth.

 

We are not going anywhere – we are here to stay.usmc

 

No matter what the world may say – we are proud Americans

 

 

 

We are and continue to be:

One nation under God indivisible with liberty and justice for all.

 

 

 

How proud are you of that?

 

How respectful of that are you?

 

How thankful are you to be part of this great nation?

 

 

 

On this 4th of July, hold your head high and let everyone know:

 

 

 

I am an American and proud of it.

 

I am an American and we are a strong nation, a free nation.

 

I am proud to be an American.

 

 

 

 

 

We are the greatest nation in the world. 

 

 

 

God Bless America.

 

Coach Manny Nowak

Steve Jobs was a great visionary, innovator and driver.

But above all else, he was the best sales person Apple had.

 

What are you doing to keep your sales team sharp, productive and successful?  No matter what size organization you have, sales is still the key driver of success and should be the number one priority of the CEO.  You cannot grow an organization by cutting costs.

 

Whether it is just you, a team of one, or a team of 10, 100, or anything in between, sales teams have to be led to be great.

They have to be trained and motivated to be effective.

They have to be accountable to be successful.

 

Today I want to look at these 3 points to consider what we can learn to make our sales teams better and increase our top line.

 

 

1/        The sales team has to be led.

Led by you, the CEO.

Yes, your sales leadership team has to do the job you put them there to do, but so do you.

You have to get the message out from the top of the organization.

Companies grow by increasing sales.

Cutting costs does nothing to grow the company.

 

The single most important key in any company is sales growth.

And sales growth doesn’t just happen.

When sales are up, the rest follows suit.

As the CEO, that is the message you must spread.

Send the message out to the sales team – the CEO’s top priority is increasing business.  Don’t just use words, use action.

 

 

2/        The sales team has to be trained and motivated.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

Why do large corporations spend so much time, effort and money training and motivating their sales teams?

Because they know it works.

Because it helps them become better, stronger and more successful.

Because it fires them up.

Even if you are your only sales person, you still need to go to a couple of conferences a year and learn and get fired up.

Hang out and get pumped.

Again, as the CEO, get out there with the sales team sometimes.  Show them how important you believe their efforts and energy are.  Show them you understand what they do and respect it.

A CEO with sales vision, inspiration, and motivation can create unbelievable sales numbers from the team.

 

 

3/        The sales team has to be accountable.

They must be held to the numbers.

As I always preach, sales are a numbers game.

Math is simple.

Either you are doing it or you are not.

The numbers do not lie.

And not just the final numbers, but all those numbers in between.

Making calls.

Prospecting every day.

Doing follow up.

Closing business.

Networking.

 

You must have metrics and use them to hold your sales teams accountable.

You have to make the tough decisions.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Again, as CEO, you live and breathe this every day.

You support it.

There is no doubt at all – the CEO expects the numbers, period.

 

Great sales teams are led by sales driven CEO’s.

Inspired and driven.

 

Want to grow your organization?

 

Then put on the sales hat.

It is a big part of your job.

 

Need some help.

Give me a call.

Let’s talk.

 

Set up a short call with me.

Schedule it today, click.

http://meetme.so/coachmannynowak

“They’re called ‘Cold’ calls because of the shiver that runs up your spine every time you have to make one.”   Guerrilla Selling

 

“If you use humor and get a blank stare, you’re dead – But a cold call is a crapshoot anyway, so why not have fun.”  Jeffry Gitomer

  

I thought I would write this article today because I just keep hearing and seeing all this material out there, all these processes out there, all this stuff out there about:

“never cold call again,”

“never get on the phone again,”

“never worry about any of that stuff again,”

 and it is garbage.

Photo on 6-17-17 at 2.58 PM 

What do I mean it is garbage?

Well it is plain and simple: all great and extremely successful sales people know that the phone is the key into the safe.

 

It is the phone that opens business.

 

If you cannot get on the phone, you aren’t going to do business, you aren’t going to grow, and you aren’t going to build your business.

 

Yes, email is a wonderful tool, but you will still have to get on the phone.

 

Social media is a wonderful process, but you will still have to get on the phone.

 

SEO is a great process but you will still have to get on the phone

 

And it doesn’t matter what type of sales you do.

If anyone tells you, “If you don’t like the phone, don’t worry about it, you can still be a super sales person.”

You better get them checked out.FrontCover

 

The phone is the key.

Cold calling is only dead in people’s dreams.

 

If you spend one hour a day making calls.

You will be amazed at what happens, not just to your business but also what happens to you.

You will become a better sales person, a better communicator, a better businessperson.  It is just amazing.

 

We just completed the first 90 day cold call challenge.

I had a tremendous time participating in and running the process.

 

It is not just the business I received personally, it’s not just the people I connected with, it is that I learned to discipline myself to make calls every day and that discipline continued throughout my sales process and guess what? 

 

At the end of 90 days I am doing more business than I would have been doing had I not going through the process.

 

But I am only one person. There were many people involved in this process.  Some stayed to the end, many got out along the journey, but all learned something and took something back to their business.

And all this for a simple fee of $30.

 

It cost us about 60 hours over 3 months.

Amazing isn’t it?

In 60 hours you can transform your business.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

If you want to get in on the cold call challenge starting in August too, please click on this link and you can learn more about the process and sign up today.

 Learn more about the 90 sales challenge – click here.

 

 

Some have ask why we are starting in August and not waiting until September. The answer is simple: people do business 12 months a year.  Some don’t do business in August, but some don’t do business in January, some April, some September.

 

You need to do business every month.  You need to connect every day.

 

If you want to join us, (I especially encourage those out there who think cold calling is dead), if you believe cold calling is dead, you need to get in on this.

You are the ones who are going to get more from this than anyone else because, guess what?  Cold calling is not dead and you are going to learn a great deal and become better on the phone.

 

This is one of those keys that can put you in that top 5% of all sales people.  Don’t hesitate, sign up today.

 Learn more about the 90 Sales Calling Challenge – Click here.

 

 

I recently read about this concept in a great sales book called Fanatical Prospecting by Jeb Blount.  It’s a great book if you need help with prospecting.

 

These three things are the only ones you have control over in your business.

We often get upset about all kinds of things and, yet, when it comes down to balance, these are the only three things you can control. 

And these are the 3 things you should be spending your time, effort, and energy on.

 

 

So today I want to briefly explore each one.

 

First one is action.

Action is what you do.

Most people today, and I hate to say it, are part of the 95% that only think about doing it.

Everybody today wants to think about doing it.

And days, weeks, months, years, and decades can go by while you do this.

 

I am working on a new book which is slated for release in the fall, on decision making.  One of the major teaching points in the book is a call to stop thinking so much and to start just making decisions.  You will be amazed at what this will do for your life.FrontCover

 

A decision means that you are going to do something.

To start doing something.

If people today, in business and in life, would just start taking action instead of spending their life thinking about stuff, they would end up accomplishing 10, 20, and even 100 times as much.

 

But people think about it instead of doing it.

 

Number two is your reaction.

Your reaction can put you in the slow lane.

 

It really doesn’t matter what they did.

It really doesn’t matter that they ticked me off.

I still have my job to do.

 

What can I do about it?

I see people come in, and whine.

Oh, my football team lost this week and I am so upset.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

Who cares?

Your reaction should be, “Who cares? I don’t have a nickel in it.”

Let’s move on.

I’ve got to move forward with the important stuff that really matters.

The customer just quit.

OK, 

Now what is your reaction going to be?

Are you going to get them back?

Or are you going to replace them with another customer.

Stop whining about it and do something.

 

The third area is your attitude.

And you all know that I speak all the time about attitude, attitude, attitude.

And yet people do not understand that attitude is the biggest driver you have.

It defines what you do, when you do it, how you do it, where you do it.

And what kind of success you have.

 

If you believe you are not going to get there, you won’t.

I believe Henry Ford said it first.

 

Yet if you believe you will make it, you will.

If you believe there are going to be 200 roadblocks, look up, they’ll be there.

 

Believe and move forward.

 

The worse that could happen is that you could be wrong.

Then believe in the next point and keep on going.

 

Can you understand these three points?

Do you understand what I am trying to get through to you?

 

These are the three things.

If you can get these three into your process you will be amazed at what you can do.

 

If you want to learn more and are ready to make it happen, then get into my coaching program.

Watch this 18 minutes and 8 seconds of inspiration.

 

 

 

That will drive you.

Get into the program.

If you want to be a super star then get some help and we will teach and push you to make it happen in your life.

 

Stop thinking so much and start moving.

 

Thanks,

 

 

Everyone In Your Organization Must Sell!

Posted by Manny on June 4, 2017
Posted in Leadership 

Yes, I do get an extreme amount of push back on this statement.

Me, I am not a sales person, that is not my job!

(I hate that line.)

 

Yet, how many of you have listened to the commercial on Pandora or another source where a person was just robbed and they call a security company.

 

The victim is very distressed about their house being robbed and is looking for some answers to get a security system.

A girl comes on the phone and says, “Oh, sorry wrong department and then passes the call on.  Never even says a thing to the person.”

 

What is wrong with this picture?

 

What would you do if you were the person who made the call?

 

But more important, what would happen if this situation came up in your organization, would anyone answering the phone help the prospect?

 

I wrote the book a few years ago entitled, “All People Who Work For Me Are Selling.”

Available on Amazon at:

https://www.amazon.com/All-People-Who-Work-Selling-ebook/dp/B00K870VCW/ref=sr_1_7?ie=UTF8&qid=1496606997&sr=8-7&keywords=manny+nowak 

 

After I kept hearing this commercial, I figured out that this is still a problem, so I wanted to share one of the chapters with you today.

 

Do all your people have a positive attitude about your organization all the time?

 

 

Attitudes are contagious. Is yours worth catching?”
                                                ––Anonymous

 

Do all your people talk positively about your organization?

 

On the job?

Off the job?

 

At the soccer, baseball, football field?

Ever hear people complaining at work?

 

How about at the soccer field?

 

What happens when someone talks badly about a company?

Does it matter that you were just thinking of talking with him about business?

 

Did you just change your mind?

 

I love soccer, but soccer parents can be ignorant at times. Yet, do you know how much potential business is right there, no matter what industry you are in?  

 

Don’t forget the saying: “It’s not what you know but who you know.”

 

 

Attitude

 

Here are some stories of how people act off the job:

 

Story 1:

Joe:      I hate my job. The company really sucks; it takes advantage of us.

 

Mary:  What business are you in?

 

Joe:      I’m a sales person for a software development company.

 

Comment:

Mary’s sister was just looking for a company to handle a half million-dollar software project.  Too bad Joe will never hear about it

 

 

Story 2:

 

Kathy: Hey Jerry, how are you doing today?

 

Jerry:  Good, but not happy with a new client we are working with.  They are such a pain, always wanting everything perfect.  They are just going to have to deal with almost perfect.

 

Comment:     

Guess what company Kathy’s brother is running?

 

Story 3:

 

Sandy:              Hi Joe, how are you doing?

 

Joe:  Busy working. I’m building solutions to help companies do better, make money and grow.  It’s exciting.

           

Comment:     

Sandy’s sister is looking for help. Do you think she will remember Joe?

 

Are your people’s eyes and ears always open?

 

Are they thinking about where they work?

 

Are they looking for business for you?

 

If not, why not?

 

Wouldn’t it benefit you?

 

Your people are around potential customers for you every day.  Yet, if they are not looking out for you, you lose so much business.

Why aren’t they looking out for you?

 

Because they don’t care?

 

Or because they feel you don’t care?

 

Wouldn’t it benefit you if your people brought in leads?

 

These three stories are just a start.  If you are in the consumer home service business, construction, plumbing, electric, or whatever field, think about how much your people can do for you, just by having the right attitude.

 

President’s Story

As the owner, president or senior partner in charge of a business you might have many jobs and tasks, but you need to remember there are two tasks above all else that you have to do.

 

First, you must have a vision for the company. You have to know where you are going to take this company. Otherwise, why you are doing it?

 

Second, you must share the vision with all those you work with. Do you realize what impact employees can make if they work for a positive leader?

 

How does the attitude in your organization stack up?

 

 

Bill Gates (founder of Microsoft) brought in beds for his people to sleep in.

They slept and worked and slept and worked, sometimes leaving only once a week. Now I call that dedication. Would your people do that for you? If not, why not?

 

If they did, wouldn’t that kind of dedication make a difference?

Wouldn’t that kind of dedication take your company to new levels of success?

 

What vision have you laid out for them? If I ask your people to explain your company’s vision, could they tell me?

 

Have someone outside your organization ask them. The answers will be revealing.

 

Rule No. 5

Attitude is a 24/7/365 job.  Make sure your people are always talking positively about the company. You set the example, and they should follow through.

 

 

 

Memorial Day – Our Freedom Comes at a Price

Posted by Manny on May 25, 2017
Posted in Leadership  | Tagged With: ,

Memorial Day – Our Freedom Comes at a Price

 

Have a great holiday weekend – enjoy the weather, the people and the time.

american flag 

But please take a few moments and remember those who gave their lives so we could enjoy the freedom we have today.  Pay tribute to those who paid the ultimate price for us.

  

Remember those who made this weekend celebration possible.

Remember those that laid their lives down so we could have the freedom we enjoy.

Remember those who are out there doing it this weekend while we enjoy our freedom.

 

We live in the greatest nation on God’s green earth.

We enjoy a freedom that that we all need to take a moment and be thankful for.

 

Our nation is coming back; it is getting stronger every day.

We are regaining our confidence.  

 usmc

No, we are not perfect – but we are free.

We are free to have our opinions.

We are free to live our lives without the worry that so many in the world have to deal with.

We are free – but the cost was and continues to be high.

 

We are a nation of strong people.

We are a nation dedicated to freedom and the American way.

 

“One nation under God indivisible with liberty and justice for all.”

 

We are a nation that has gone through some tough times and always come out on top.

  

This weekend – enjoy.

But this weekend – take a few moments and remember those who died for us.

Remember those who paid the ultimate price for freedom.

  

This is Memorial Day – honor the men and women in our military who serve us and the America way.

 

God Bless you all.

  

Have a great weekend.

  

Coach Manny

USMC

 

  

  

Leadership Means Listening To What Is Not Being Said

Posted by Manny on May 22, 2017
Posted in Leadership 

You’re a bus driver and your heading south with 55 passengers.

Leg one of the trip, 4.4 miles and turn east.

Leg 2 – 3.3 miles

Leg 3 Turn back south 2.2 miles

Leg 4 Turn East 1.1 miles

You’ve driven 2 directions but made three turns for 4 different legs.  4.4+3.3+2.2+1.1 = 11 miles.

Question:  How old is the bus driver?

 

You are the bus driver – how old are you?

When someone is trying to take your focus off – get it back.

Zig Ziglar

   

How often do we pride ourselves on being great listeners, yet we just blow stuff off?

 

As leaders, we all have a full plate, stuff overflowing – but we have to remember that our people are what matters most.  Without them, we will not create anywhere near what we are capable of.

 

Today I want to share 3 keys that will make you a better leader.

 

1/        How many times has someone told you that something bothers them, really bothers them, but you just blew them off?  Then, they end up leaving your organization, and you sit there wondering why.  But they tell everyone else, “this was bugging me, I tried to get the boss to see it, but he/she just didn’t listen.”

 

Great leadership requires great listening and taking action. 

Make sure you become aware of those things that are getting under the skin of your team and do something about them.

 

2/        How many times has everyone but you known that a person in your organization is not what you think they are?  Yet your mind is made up, and you ignore their objections and keep rolling.  Companies have lost money, good people and great opportunities because the leader did not listen to those he/she should trust the most. 

Keep these communication lines open, and make sure your team is not afraid to tell you the truth.

 

A long time ago, I learned the hard way that a prospect should never come ahead of a customer.  The same applies here: the new guy/girl (the one who you believe can  walk on water) should not come ahead of those you trust and who have helped you get there so much in the past.

 

 

3/        When you mess up, stop, admit it, and clear the air.  As leaders, we often do little stupid stuff, which we just blow off, but this can create a wall that stops us from ever earning the maximum performance of our players. 

I remember giving a chair to one of my sales people in our old office.  Later, when we moved to our new office, I took it back and used it myself, never saying anything.  Not that big a deal, right?  I wasn’t able to put that relationship right again until I sucked it up and admitted how stupid I was. 

Be careful, the little stuff does really matter.   Maybe not to you, but to someone.

 

Leaders, open your mind and listen this week.  Take a look around and see if any of these apply to you and your team.  If so, do what you need to make it right.  You might be amazed by the results.

 

Want more on being the best?

Watch this video and start that journey to being the best.

 

 

 

So often, we waste too much time trying to sell to those who are not going to buy.

 

Stop.Photo on 5-14-17 at 8.40 PM

 

To be successful in sales today, you must get to either “no” or “yes.”

You can spend your life on “someday” and “maybe,” but you will not make money.

 

Today I share 10 strategies for reaching “NO” faster and moving on to prospects who will say “YES.”

 

Stop spending time with people who cannot, will not, or are not interested in buying, and start going after those who will.

Take your sales to new levels of success.

 

1/        Ask: “Do you have a budget for this product/service?”

“What is it?”

“Do you have the money to make this purchase?”

 

            If they don’t have the money, why are you there?

            Do you have a way to finance it – make it happen?

 

 

2/        Stop providing them a way to avoid making a decision, even if that makes them more comfortable.

Make it easy and simple for them to say “no.”

            But move them to make a decision.

 

            Ask tough questions.

            Don’t ease up by saying, “I will get back with you.”

            Or “Let me call next week.”

            Or “Do you want to think about it?”

 

            Looks like we have all the pieces in place, should I get the contract ready for you to sign?

 

            Based on our conversation today, I can’t see anything else holding up you moving forward, shall we get the contract ready?

 

 

3/        Ask for the order, clearly.

            “Let me get the paperwork started.”

            “Are you ready to commit?”

            “When would you like to start?”

 

            Close the deal.

 

 

4/        Shut up and let them make the next move.

            Say nothing.

            Be quiet.

 

            Let them make the move.

            Many times they will buy themselves.

            Using silence to make the sale is one of the greatest skills of successful sales people.

 

Closing Sales –

 

 

5/        Ask if they can make the decision or if others have to get involved.

            Figure this out as early in the process as possible, before you waste time selling to someone who doesn’t have the authority to buy.

 

 

            If they cannot make the decision, then get to the person who can.

            Don’t spend all your time, money and effort selling the wrong person and then having to do it all over again.

            If the decision must go before the board, ask to be there.

 

 

6/        Ask, “when can we expect a decision?”

            If not today, when?

            Tomorrow morning?

            Next Wednesday after lunch.

            3 Months from now.

 

            If they cannot narrow it down, they might not be a buyer.

 

Closing Sales –

 

7/        Ask if they are ready to sign, now.

            “Can we get this contract signed right now?”

            “This looks like a go, when can we get this signed off?”

            “So you are in. Let’s sign.”

 

 

8/        Ask: “if we meet your requirements today, will you sign?”

            “If we can make that change, will you sign immediately?”

            “Can we get this signed right now?”

           

 

9/        Ask what’s stopping them from signing right now.

            “You seem to be hesitating, what is holding you back?”

            “Have we not met your needs?”

            “Is there something else we need to do before you sign?”

            “What is stopping you from signing right now?”

 

10/     Make the “NO” decision for them.

            “I assume that is “no” and so let me pack up?”

            “I see you are not ready to buy, thank you.”

            “I appreciate your time, but I don’t think you are ready to buy.”

 

 

The faster you move on, the more business you will do. 

It amazes me how much time we spend selling to people who we know are not going to buy – just move on.

 

Relationship building is not being put off forever.

 

But remember, a “no” today does not mean you will not do business together in the future.

It simply means “not now.”

So gather your stuff and move on.

Find your next sale.

 

We build effective sales processes for companies of all sizes.

Need to increase your sales?

Tired of a sales process that continues to fail to live up to your expectations?

Are your sales people spending too much time on admin work and not enough time selling?

 

If so, we should talk.

Click link below to schedule a 15-minute call with Coach Manny.

http://www.meetme.so/coachmannynowak