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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

There are literally hundreds of thousands of financial planners in the world.  You meet them every where you go.  Yet, how many time planners have you meet in the last 30 days?  How many time planners have you met period?

How valuable is your time? 

It is actually more valuable than your money when you think about. it.

You see, time is a fixed amount. 

 

We all get the same amount, no matter how rich, good looking, smart or wise we are.

How we use our time – that is one of the major keys to success and happiness.
How are you doing using your time?

What can you do to make sure you use your time the best way possible?

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Targeted Lead Generation – your number one podcast on Prospecting and Lead Generation.

This weeks challenge:

 

How to use Youtube to generate more leads.

Listen and see the show notes:

http://coachmanny.com/tlg/018/

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Here are 8 ways you can start with today.

1/      Prioritize the things you have to do. 

Determine what is most important, then next important, then next and so forth. 

If you know what is most important you have a better chance of making time to get the right things done.

 

2/      Stop being busy and start being productive. 

If you ask the average person today they will tell you they are busy.  Yet if you ask them at the end of the day what they did, many are lost as to what it was.  If you can’t remember what you did, then you are busy not productive.

 

The dad came home and said, “I was so busy all day that I never did get to what you wanted me to do. 
I know it was important, but I was busy”.  The mom then asks, “Well, what did you do”?  The dad replies, “I was busy didn’t I tell you that.  Did this and that and the other.  I don’t know, but I can surely tell you I was busy”.

 

 

3/      Stop trying to do everything and start doing the most important things, right. 

Many people are busy throughout life getting everything done and then one day wake up and life is over.  Stop trying to do everything

If you don’t take time with your children now – you can bet they will not take time with you down the road.  Just listen to Harry Chapin – Cats in the Cradle.  Such a sad story.

https://youtu.be/54gNizQj3HY

 

 

4/      Get some help. 

No matter who you are, no matter how good you think you are, I can guarantee you that you
are doing things that you suck at.  Things that someone else can do so much better.  Step one, find a way to delegate things.

 

 

 

5/      Know what you really want in life. 

Define it, write it down, focus on it.  If you know what you want, all these things will line themselves up and you will spend your time in the right places.

 

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Ready for more? 

Simple Time Management for the Successful Sales Person

6 Easy to Implement Tips to Change Your Life so You Can Do So Much More

Only $9 – learn more.

http://thedecisioninstitute.com/?p=1792

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6/      Create a realistic schedule. 

You cannot do it all.If you have 8 hours, then schedule 6 and leave the other two for whatever comes up.

 

 

 

7/      Use your time effectively in the short term.

 What are you going to get done today, this week or this month.  What are the things you have to get done.  Whatare the most important things that have to get done.

 

8/      Use your time effectively in the long term.

 You have to ask, “are you spending the right amount of time with those you love?  Are you building the relationships you need to move forward with your life and business?  Are you investing your time in the things that will generate the highest pay off in the long run.

Make today the start of a better life for you.  Start right now and make the commitment to manage your time even better than you manage your money.

 

 

 

What is Coach Manny’s Inner Circle?

What if you had a way to take your game to the highest level?

Click the link and learn more:

 

http://coachmanny.com/coach-mannys-inner-circle/

 

 

 

 

 

 

 

 

The first step in outstanding leadership is Learning to Listen.

 

If you do not know how to “Shut up and Listen,” you will never be that outstanding leader. This is as plain and simple as it gets!   The great leaders all know how to stop talking and listen.  They know how to maintain their silence and allow someone else to speak.

 

In addition, they always remember that he who asks the questions controls the world. Ask more questions and listen, really listen to the answers.

 

Here are some simple tips for you.

 

1.      Be Genuinely interested:

A successful listener is genuinely interested in what the other person has to say. 

He/she is in the moment and it shows all over the listeners face and in the listeners actions. 

 

If you are doing 10 other things (phone, computer, cell phone, papers on desk, etc.), then you are not listening and the other person knows it. Who wants to talk to someone who is not genuinely interested?  I sure don’t!

 

 

2.      Listen with an open mind

Nothing worse than a person who has closed you out and stopped listening.  It shows on their face no matter how hard they try to hide it. 

 

When someone doesn’t like what you are saying most times they have stopped listening.

 

 

3.      Echo back:

Echo back means when you answer, use parts of what the other person has said in your response.

 

It makes them aware that you are really listening and you have taken the time to make what they are talking about part of you.

 

 

4.      Stop trying to fill the Silence:

Become comfortable with silence. 

It is a time to reflect. 

 

Everyone is not operating at the speed you are, maybe they are using the silence to think.  We are so afraid of silence – stop, it is OK to be silent.

 

 

5.      Eye contract:

Are you looking at the person who is talking, or are you looking everywhere else?  Are you looking at the other person or at your phone, your notebook, out the window?

 

6.      Don’t get the I can’t wait to answer – itchy pants syndrome

You know this person, the one who already has the answers.  The one that has stopped listening and just wants to jump up and give you answers, now.  In other words, don’t think about what you are going to say until the other person is done talking, this thinking takes you out of listening mode.  That’s why you should take notes.

 

 

7.      Never Cut them off or interrupt them.

Ever try to talk to someone and every time you breathe they start talking.  Or right in the middle of your sentence they start talking.  Shut up and listen.  Be quiet.

 

 

8.      You think to fast, so concentrate.

According to The international Listening Association (www.listen.org) we listen at 125-250 words per minute, but think at 1000-3000 words per minute. So you really have to concentrate too listen effectively.

 

 

9.      Listen to understand

Bottom line, you are listening to understand, not respond.  Unfortunately, most of us listen to respond and thus we are always thinking about our response.  We miss much of what we should be listening for.

 

 

10.     Ask more questions

Instead of commenting, analysis and fixing.  Ask for questions.  Let the person talk more. 

Many times if a person can talk a bit more they find many of the answers themselves. 

 

It also helps you understand better.  Bottom line is, he who asks the questions, controls the conversation.

 

 

The first step in outstanding leadership is Learning to Listen. These are only 10 tips.  There are many more.  Point is, make it a priority to learn how to listen better.  It will take you form excellent to outstanding.

 

Ready to take your game to the next level?

Please check out this link on Coach Mannys Inner Circle.

http://coachmanny.com/coach-mannys-inner-circle/ 

 

 

10 Keys to Success in Your Life

 

1/       You have to control your time.

            When you control your time, you control your day.

            Don’t let any else have control over your day.

            Set your plan and execute it.

            Unless it is “REALLY” an emergency, it can wait.

 

2/       You have to take control of your money.

            Give, save and manage your cash.

            Give 10% away.

            Save 10%.

            Live on 50% – spend that for what you must have.

            The other 30% – use for the things you really want in life.

            Then if anything happens, you can actually live on 50% less.

 

3/       You have to spend time with God every day.

            No compromise.

            No being too busy.

            Take time every day to be thankful, to reflect and to enjoy all you have.

            Say a prayer.

            Help someone who may never be able to return the favor.

            Live God’s way – you will be amazed.

 

4/       You have to plan your day, schedule it and execute the plan.

            Simple process.

            The night before – this what I am going to do tomorrow.

            This is what my day looks like, scheduled.

            Then all you have to do is follow the plan.

            End of discussion.

            Never said it was easy.

 

5/       You have to have goals.

            Long-term – where are you planning on being in 25 years.

            Yes, I said 25 years.  That way you always are looking to the future.

            Even if you are 60 – look out 25 years and amaze yourself and the world.

            Mid-term -3-5 years.

            Short-term – 1 year.

            Today – 3 things you will do today.

 

6/       You have to take action.

            Stop talking about it.

            Stop thinking about it.

            What are 3 things you can do today that will take you to where you want to be.  Then do them.

 

7/       You have to take care of your health.

            If you don’t, all the rest really do not matter.

            You don’t have to have a 6 pack, but do you need to be healthy.

Exercise every day – yes you have time.  If you have a heart attack and you survive, you will find time to walk.  So find the time now.

            You are no good to yourself or your family if you don’t do this.

            Stop thinking about it, today.

 

8/       You have to take time for your family.

            Just listen to the old song by Harry Chapin.

            Cats in the Cradle.

            https://www.youtube.com/watch?v=etundhQa724

            Need I say more?

 

9/       You have to have a mentor(s).

            Someone who has done what you want to do.

            Someone to look up to.

            They can be older or younger.

            You can have more than one.

            You can know them or just study their stuff.

            But who do you want to be when you grow up.

            As you grow, you may change who they are.

            But always have a mentor.

 

10/    You have to hang out with the right people.

            You are the sum of the 5 people you spend the most time with.

            Who are they?

            Are they challenging you?

            Are they making you step up?

            Are you being the best you can be because you hang out with them?

 

There you have it – ten keys to success.

Follow them and you will be amazed.

 

Now, if you are in Coach Manny’s Inner Circle, then you can be watching the videos that go with these starting with number one today.  Just go to the Inner Circle Private Group page and click on the link.

 

If you are not in the circle, check it out and get in now.

http://coachmanny.com/coach-mannys-inner-circle/

 

Coach Manny’s Inner Circle – helping people to build their top line.

 

So what are you doing to get to the gold?

 

There is a story about a young man who had purchased a goldmine.

He was working hard.

He was doing all he could to find gold.

But he finally had to give up and sell his mine.

 

Now, the buyer was a very smart man and he brought in an engineer who told him to move the digging 5 inches to the left.  Within hours the gold was flowing and the man became very rich.

 

Check out the coach discussing this article live on Facebook.

https://www.facebook.com/manny.nowak/videos/10210992035729889/

 

What happened?

 

Often we quit when we are so close to the gold.

We know we can break into the account, but we become weak.

We know this is the big one, but we let others convince us otherwise and we quit.

We just need to make some money, so we move on.

 

But even more important, we often don’t get the help that can get us to the gold.

When we can’t get into the big account, when we start to become weak – we need help.

Perhaps we need someone inside the account.

Perhaps we need a connection to someone who is doing business with him or her?

Perhaps we just need some motivation.

But what we don’t need is to quit.

 

Sales is like mining and if you keep going when you are ready to quit, and you get the right help, you can excel beyond anything you could imagine.

 

So how are you doing?

 

Coach Manny’s Inner Circle – a great place to find the solutions you need.

Click here to sign up today.

http://coachmanny.com/coach-mannys-inner-circle/

 

Here are three things to help you on that road to generating more business today.

 

First, if you are going after the big ones, understand what it is going to take. 

Time, money and effort.  Then double or triple your estimate.  If you still feel you want to invest that much, then go for the gold.

It really does take that much.

 

 

Second, we often know this is the big one, but we let others convince us otherwise and we quit.

As JLD says on Entrepreneur on Fire and as I keep saying in this newsletter, you are the sum of the 5 people you spend the most time with.

Further, only the unsuccessful will ever tell you that you can’t.

 

So, get away from people who don’t encourage you to keep going.

 

And third, we just need to make some money, so often we move on.

As entrepreneurs, business owners, and sales people we constantly face this.

We need to eat.

We sure do, but we also need to look at the long-term picture.

What else can we do to make it until we crack this one?

There are always other solutions besides quitting.

 

Go for the gold.

Don’t sell your mine before you bring home the gold.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Now, if you want some help, then sign up today for my Inner Circle.

This is the group that will keep you going.

 

Talk and learn form others in business – what they deal with daily.

Find out you are not the only one dealing with those sales issues.

 

It will help you look at the options, cost, time and all those things.

It is full of people who have been there and done that.

 

So don’t take a chance on not making it happen for you, sign up today.

Coach Manny’s Inner Circle.

 

Click here to sign up today.

http://coachmanny.com/coach-mannys-inner-circle/

 

I still believe if you act quickly there are slots available under the regular $97 a month price tag.  And remember, whatever price you get in at, that is you fixed monthly cost as long as you stay a member.  Check it out today.

 

http://coachmanny.com/coach-mannys-inner-circle/

 

Do you stop selling before you even get started?

Do you spend a sizable percentage of time and effort finding leads?

Then, do you put in even more effort to get them to answer the phone or schedule a meeting?

 So much time and energy.

 Watch this Facebook Live sequence with Coach Manny. 

https://www.facebook.com/manny.nowak/videos/10210900242355112/

 

And all that just to hear –

            I am not interested.

 

            Can you send me some information?

 

            We are already working with someone else.

 

            I don’t have a need.

 

How do you respond? Do you then to answer, OK, Thank YOU – click.

 

What are you doing?

Taking orders or selling?

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  • Coach Manny Inner Circle
  • Facebook Live session next week.   August 28th  4PM
  • Sign up today

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Good sales people use these responses as ques to keep the conversation going, not as signals it needs to end.

Remember, it is your job to sell.

You do not take orders – you sell.

 

So today, I want to further discuss the four responses leads can give and explore answers you can use to knock them out.

 

Statement:     I am not interested.

 

Answer:          Can you tell me why?

                       

What has been your experience with this product/service in the past?

                       

I know – that’s why I am calling.

                       

Your not – well I bet I can get you interested.

 

Come on now – you can probably think of dozens of more responses to this rejection.

Why don’t you?

Why aren’t all these rebuttals in your bag of tricks?

Is it only because you haven’t taken time to practice and prepare?

 

 

Statement:     Can you send me some information?

 

Answer:          No, but if you are really interested I can drop something off.

 

I can do even better than that.  Are you at your computer?  Let me send you a link to download and then we can walk through the process

 

                        I could but so much stuff gets lost in the email black hole – how about…?

 

Not really, but if you go to our website, I can walk you through the process over the phone, right now.  Our site is CoachManny.com

 

I know how much stuff I use to mail out – it cost me thousands.

I know you can now do it via email – but does anyone ever look at it?

It really is the same problem as before, except now the trashcan is electronic.

 

 

Statement:     We are working with someone else already.

 

Answer:          You are?  What is the best thing they are doing for you?

 

                        What do you like most about them? I am always looking for opportunities to improve.

 

                        Are they doing what they promised?

 

                        Are you excited about working with them?

 

                        Do they still treat you as a prospect?

 

That last question might be a little strange, but the problem with most of us is we treat prospects like gold and won customers like silver.  Continue to treat them like you did before you had their business, and you will be amazed by the results.  Make them that important and they will remain customers for life.

 

 

Statement:     We don’t have a need!

 

Answer:          I understand but neither did 5 of the last 10 people I sold when we started talking.

 

                        Have you seen our new stuff?

 

                        What if I could show you something that might just interest you?

Remember, as Albert E. N. Gray says, “needs are logical while wants and desires are sentimental and emotional.”

 

They might not have a need, but they might just have a want.

 

 

 

Push back against these four rejecting phrases, and watch what happens to your business.

 

I can guarantee that if you commit to questioning and responding to these 4 types of rejection instead of accepting them, you will increase business.

 

We do this on a regular basis in Coach Manny’s Inner Circle.

We are constantly working on ways to help you learn more and become a super star.

We can help you double your sales.

 

Is sales a problem for you?

What are you going to do about it?

 

Are you ready for a solution that works?

 

Check us out.

 

Sign up for next weeks introduction to Coach Manny’s Inner Circle.

Facebook Live.

Click here to register now:

https://cd223.infusionsoft.com/app/form/web-form-submitted1

 

 

Ready to join Coach Manny’s Inner Circle.

Check out the sign up page – great discounts on rate while they last.

Sign up at discount price and lock in as long as you are a member.

You don’t want to miss this

http://coachmanny.com/coach-mannys-inner-circle/

 

 

 

 

 

 

 

 

 

10 Things that Successful Sales People Do That Failures Won’t

 

“The secret of success lies in forming the habit of doing things that failures don’t like to do.”     Albert E. N. Gray

 

Today I want to share some great words of wisdom on sales that form the base of my business and also will lead you into what our new sales group is doing.

 

Watch this article with Coach Manny on Facebook Live, just click the link below:

https://www.facebook.com/manny.nowak/videos/10210875964548182/

 

Each of these is meant to help you strengthen your sales process.

 

1/      Make the calls you are suppose to make today.

            No matter what else is going on.

            There are no excuses.

            Subscribe to that and you will be amazed at what happens.

 

 

2/      Do what you said you where going to do when you said you were going to do it.

In other words, schedule everything, and then execute your schedule.

Plan out tomorrow in detail, what you are going to do and when you are going to do it.  Then execute your plan and don’t let other people drive your day. 

 

3/      Stay focused on the sales

            As a sales person your job in to close business.

            There are so many distractions all around you.

            Ignore them.

 

Your job is to bring in business; everything else around you is secondary.  Successful sales people sell, and they sell big.  It really is that simple.

 

 

4/      Have a Positive Attitude and Take Positive Action

Successful people never let you know they are not on top of the situation.  They smile, they laugh they make your feel good.  They make you feel like everything is great.

 

            That is the attitude that closes business. 

            But don’t just have the attitude; instead turn the attitude into action.

It is one thing to have the attitude; it is another to do it in everything you do.

 

 

5/      If your company won’t buy it for you, buy it yourself.

            You are a sales person.

            You make money selling.

            If you have a problem because you lack a certain tool, go buy it.

            You get paid a commission.

            You have unlimited earning potential.

            If you really need it, it should be a no brainer.

 

 

6/      Prospect Everyday

            EVERYDAY!

            It doesn’t matter what else you have to do.

            Set aside 1 hour or more everyday and prospect.

            Period.

            If you fill the funnel, then overflow it, then make it run all over the place.

 

 

7/      Practice every day

            Know the script.

            Know the product.

            Know it inside, outside and around.

            Practice, practice, practice.

            Then do it again.

 

           

8/      Know the questions your prospect is going to ask.

            Research.

            Understand.

            Know what they are going to ask.

            Give them the answer in easy terms they understand.

            They should never ask a question you don’t have the answer to.

            They should never get an answer they don’t understand.

 

 

9/      Get to “Yes” or get to “No”

            It is easier to hang out in the middle.

            If the customer doesn’t say no, then they are still a prospect.

            Wrong.

            Go through you list.

            Ask yourself, and then ask them.

            Get to yes or get to no.

            Then get on with it.

 

           

10/    Your Day is not finished until the work is done.

            Sales people have unlimited income potential.

            That also means they have to work until the work is done.

            This is not 9-5.

            Successful sales people are always working.

They might be working in the islands in the South Caribbean but they are working.

            Don’t stop till you are done.

            The reward for great sales is unlimited.

            Stay and finish.

 

 

 

Looking for the keys to take you down this road?  Then perhaps you should look at our new private Facebook Group

Coach Manny’s Inner Circle.

To learn more about the Inner Circle, just email me. Manny@mannynowak.com.

Subject:  Inner Circle.

I want to learn more?

 

 

 

            

“Extraordinary results are directly determined by how narrow you can make your focus.”

From the book:  “The One Thing” by Gary Keller

 

Are you a multi-tasker and proud of it?

Are you the guy/girl chasing two rabbits at the same time and wondering why you are not catching either one?

Are you looking at your market as 1 inch thick and 100 miles wide – instead of focused on 1 inch wide and 100 miles deep?

 

In other words are you trying to do so much that all you end up doing is  “average?”  You know that nasty word that makes you like everyone else in your business?

 

Is your company “average?”

Doing OK!

Just strolling along?

 

Is that really where you want to be?  Or do you want to be a superstar?

If you want to play with the big boys and girls, then -

Stop.

 

Get focused.

Focus what you are doing.

And be amazed at what can happen to you and your organization.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Today I want to share with you three keys to help you narrow your marketing focus.  Three things which will help you grow your business.

No, these are not all there is, but if you do these three, you will be amazed at the results – so give it a try.

 

1/       Select one industry/vertical market.

           

Pick a single vertical to start with.

Preferably a market that you know.

            One that you are already good at and working in.

 

            Or one you have great passion for and are ready to put all into.

 

            Then go out and put all of your time, energy and resources into that market. Become the expert in one thing!

Yes, you can still do work for everyone.

            But unless you are Pepsi or Microsoft, you cannot afford to marketing to all of them.

 

 

2/        Geography

            Pick a physical targeted area to sell into.

            Yes, I am a national speaker/coach.

            But I market in the Northeast.

            Because I am not “Apple” and I cannot afford to market everywhere.

 

            I can still do work for people from anywhere who call me but I do not market to them.

 

            Remember, you are not some major organization with unlimited funds.

 

            Your target might be just a 5-mile radius from where you are located.

            Or a city, a county, a state or even multiple states.

            Whatever area, get to know it and work it as your area.

 

 

3/        Size of the prospect – either dollars or number of employees

 

            Again, everyone cannot be your market.

            If you are a B to B company.

                        Then define your market by company size or number of employees.

            In almost all business, marketing to different size organizations takes different practices.

 

            If you are in B to C market:

                        Then income level might be your method to find and define your audience.  Again, it makes a difference.

 

When you single focus, you will be astonished by what will happen to your sales and marketing process and at how much more effective it will become.

 

Trying to develop that sales process that will rocket your company to new levels of success?

Tired of all the stories of success without results.

Give me a call, set up 15 minutes for me to learn more about you, your organization and your dream.

Call or email today to get started.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

manny@mannynowak.com

856 358 4021.

 

We always hear people talking about, “the problem” instead of spending their time, energy and focus trying to find the solution. 

 

Today, I want to help you to move from a problem focused environment to a solution focused environment.

 

This simple little process, which I call the key to the solution, will help you get to that environment.  The process simply moves you from the problem to figuring out the solution.  I know it sounds so simple, yet so often people get stuck in the problem and never move forward.  Hesitation is the arch nemesis of success.

 

Step 1:

Define the problem – Use 30 words or less. No need to be too detailed. State what the problem is and then leave it for now. 

 

Step 2:

Define Solutions – Based on the problem, move your focus to the solution.  Brainstorm, or if you are alone, mindstorm the problem.  Don’t judge, simple come up with solutions.  For the simple problems, 3-5 potential solutions will usually cover it.

For everything else, I suggest defining 20 solutions that could help you solve the problem.  Don’t stop short. 

 

Step 3:

Select a solution – Go through the 20, cross out all those that do not really work.  Combine all you can.  Keep eliminating and combining until only one solution remains.

 

Step 4:

Develop the solution – Write out, in as much detail as you need, the plan and how you will make it happen.  Including a time table, help needed, costs and all other important details.

 

Step 5:

Implement the solution – Do it.  Don’t think about it, don’t keep going around in circles about why you can’t.  You should have done all that while thinking in the selection process.  Now, simply implement and go for the gold.

 

So, your first question is likely, “Manny, is it really that easy?”

Yes, in fact, if you can make a decision, it is even easier.

 

Can anyone do it?

Yes.

 

What is the key?

Now you’ve hit the most critical piece.  You see, in each step and in the process as a whole, you must know how to make a decision.  I know that sounds simple, but so many of us struggle to pull the trigger.

 

If you cannot make a decision, you will continue thinking about what to do, while your competition has already done it.

 

As one of my great mentors taught me many years ago, “make a decision will you please, if you make a wrong decision, then you can simply make another one to correct it.  At least you are moving.  If you don’t make a decision, you will continue to stand still.”

 

Every day, problems come and go for all of us.  Those that are successful understand this and take action.  The rest get passed by.

 

Sometimes this can be done is a few moments.

Sometimes it takes much longer.

But the process is the process.

 

So, this week I want you to try these steps and see how they work for you.  Remember through, if you cannot make a decision, they will not work.  So commit to that first.

 

Looking for that magic that will take you, your business and your life to the next level?

 

Get a copy of my book, “Failure Creates Success,” and take the first step to making it happen in your life.  Click the cover to order today.

How to create real success in all you do

How to create real success in all you do

 

https://www.amazon.com/Failure-Creates-Success-Manny-Nowak-ebook/dp/B00AWU9N1K/ref=sr_1_5?ie=UTF8&qid=1501592979&sr=8-5&keywords=manny+nowak

 

 

 

 

To error is human—to forgive, canine.—Moksha McClure

Patience, persistence, and consistency – all traits of dogs.

 

They love you even when you are not feeling it; they wait for you when everyone else has gone. They know you will share with them if they hang around long enough and if not, they will go on and wait for next time.

Amazing: What can we learn from dogs when it comes to taking our sales game to the next level?  A full big punch. Today I want to share three simple things but know there are many more;

1.   They know you will do business with them eventually.

They believe you will take them out for a walk, that is why they sit there with a smile on their face or bring you the leash. 

Their tongue was hanging out, tail wagging and waiting on you and they wait.  They know they can out wait for you, and what happens is that eventually, you do give in to them.

Wow!

Do you do that when it comes to your prospects?  Customers?

Do you know they will do business with you eventually?

Do you believe it?

Are you patient enough?

Do you keep doing the little things to let them know you are there?

What if you did?

 

 

2.  They are consistent and persistent.Photo on 7-21-17 at 10.51 AM #2

When you come home, they greet you wagging their tail.  Even if you left mad at them.

When you are not feeling happy, they comfort you.

When you are mad, they try and cheer you up.

When you are mean to them, they still love you.

When you don’t have the time for them, they come back again later.

Now, what if?

What if you were more consistent with your prospects/customers?

Kept pushing forward believing they will be doing business with you and never giving up or getting angry.

Would you be closing a bunch more sales?

You may ignore your dog, but they bring a toy to you anyway.  You may have forgotten about them, then they rollover – can you rub my belly.  You are not interested, but they say, “come on just a minute with their eyes.”

What if you were always there for your customers?

Letting them know you want to do business with them, not that you would like to but that you want their business?

 

3.  They get excited when they get you to move.

Do you get excited when you close new business?

It doesn’t matter to your dog if it is just a pet on the head.

A small treat, A quick rub behind the ears they get so excited, wagging their tail. They have made progress, they have gotten you to move.4-up on 7-21-17 at 10.52 AM (compiled)

How excited did you get the last time you closed a deal?

When you got a little piece of the business, a crack in the door, an appointment that you have been trying for a long time to get.

Wow!  What if you got excited?

Would the customer/prospect see that?

Would it make a difference in getting business?

Dogs are great friends who can teach us a great deal about selling if we listen. Take a few minutes and see what you can learn about selling this week from your dog.

You might just take your sales to a whole new level. Want to learn more about taking your business to the next level of success. Please connect with me and schedule a 15-minute call you might just be amazed.

Click this link to set up the call on a date and time that works best for you.

http://meetme.so/coachmannynowak

 

If you want to learn more about Coach Manny – please click the link below to go to his web site.

http://coachmanny.com/

 

If you want to read more articles on sales and leadership.

Please visit The Decision Institute at the link below.

http://thedecisioninstitute.com/

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