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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Sales Success Requires Tenacity

Posted by Manny on May 22, 2014
Posted in Selling  | Tagged With: , , ,

“44% of all sales people quit trying after the first call

 24% quit after the second call

 14% quit after the third call

 12% quit trying to sell their prospect after the fourth call.”

                                                           Herbert True


What does that mean for you?


Well according to Jack Canfield in his book, Success Principles.

“This  means that 94% of all sales people quit after the fourth call. 

But, 60% of all sales are made after the 4th call.


So 94% of all sales people don’t give themselves a chance at 60% of the prospective buyers?”



How you doing with this?

How much are you leaving on the table?


Maybe it isn’t the economy or the product/service or the buyer.


Perhaps the problem is YOU!


Tenacity as defined per the dictionary –

Not easily dispelled or discouraged; persisting in existence or in a course of action.


How is your tenacity?


Interested in increasing sales 60% or more.

Try these.


1/        Do not let yourself get discouraged.

            Start making that 5, 6, 7, 8….  sales call.

            Keep right on going, when you don’t feel like it.

            Stay on target even when the target is blurry.

            Keep going as everyone else drops off.

            When the race is over – you will have won the deal.


2/        Be persistent.

            When everyone else quits, your chances for success go up astronomically.

            Keep picking up the phone when you do not want to.

            Keep sending the email.

            Keep stopping by and building your relationship with the prospect.

            Keep going until he/she understands that you are the best person to deal with.  Yep, it is gonna take some time, but you are not going away.


3/        Take Action

            While other think about what they should do – you do it.

            While others are feeling sorry for themselves – you take action.

            While others are procrastinating, you move.

            Send a card.

            Send a little gift.

            Make that call.

            Stop by.

            Send the email.

            Do whatever you can and keep doing it long after everyone else drops off.


Make a commitment today to start going after the stuff everyone else is leaving behind.


Sales success requires tenacity.


Keep doing it and I guarantee you success will be yours.

Sales Success Takes Commitment

Posted by Manny on May 16, 2014
Posted in Selling  | Tagged With: , , , , ,

Are you doing all you can plus more to be the best at selling?
Are you doing all you can plus more to make your company the best?


Legendary Alabama football coach Paul “Bear” Bryant but it very simply,
“It’s not the will to win that matters, everyone has that.
It’s the will to prepare to win that matters.”

So you have the will, what now?

“When I played with Michael Jordan on the Olympic team, there was a huge gap between his ability and the ability of the other great players on that team. But what impressed me was that he was always the first one on the floor and the last to leave.” Steve Alford.

You can become the Michael Jordan of sales.

But, you have to ask yourself, “How hard are you willing to work to be the best?”

“How much are you willing to put in – way above the rest?”

Five simple tips today to help you start down that path. But these are just tips. You have to have the self-discipline to do it, and to keep doing it, and to keep doing even when it seems to be going nowhere.

1/ Practice
No matter how good you think you are at selling, you can be better.
You know the pieces that make a great sales person.
Which ones do you need to get better at?
Work them every day until you are the best, and then keep working them.

2/ Believe you will be the best.
If you can see it you will achieve it.
Forget what others say.
Drop the negative.
You know you can be the star, now just do it.

3/ Work harder than anyone else
As you see in the quote about Michael Jordan, he was the best, yet he still continued to work harder than anyone else.
You may be great, but you can be even better.
Do not let up.
What got you there is what will keep you there.

4/ Never give up.
Yes it can get hard.
Yes, sales at many times is very frustrating and nerve racking
But if you keep moving forward you will achieve.
You will get the deal.
You will close the contract.
You will be successful.0010
But if you give up – you will definitely lose.

5/ Do whatever it takes (legal, moral and ethical, of course)
Sometimes it means doing what you don’t like.
What you feel uncomfortable doing.
What you know you need to do, but don’t want to.
Success means doing it.
Drop the garbage and just do it.

So there you have it.
Now what are you going to do about it?

Are you going to become the gold medal winning sales person or not.
Then get going – now.

Success comes to those who

Practice, believe, work hard, never give up and do whatever it takes.
Are you part of that group?
Then go for the gold.

101 Reasons Being an Entrepreneur Is Awesome

Posted by Manny on May 15, 2014
Posted in Personal Development  | Tagged With: , ,

Reason #74 from Coach Manny

No. 74: It is about the freedom to enjoy your life and your family — going to every high school soccer game and watching your daughter play, taking the afternoon and helping your son work on his house, taking the week off or working down at the shore. — Manny Nowak, founder, The Decision Institute

Read all 101, just follow the link:





People buy from people they like

“How you sell the business is how you’ll lose it. If you get the business solely on price, you’re likely to lose it on price.”

When was the last time you made a purchase from someone you didn’t like?

Did you have a choice in the matter?

If you had a choice, I am sure you passed on the product /service because of the sales person.

Face it: We buy from people we like.

We buy from organizations we like.

We do not buy from people we do not like.

We do not buy from organizations we do not like.

Fact is:
If we don’t like the person we had to buy from, we won’t buy there again.

Fact is:
Price will become secondary.

Many might argue this point, but let’s ask ourselves some further questions:

Do people like you?

If not, why would they buy from you?

Do people like your organization?

Do you ever buy from a company you don’t like, if you have a choice?

Do you go way out of your way for people?

When was the last time you did something for a stranger and expected nothing in return?

Are you willing to be humble?

Do you know what “humble” means?

Would people you know and/or have talked with feel bad about buying from someone else? If so, you have started to rock.

If my customer buys from someone else and does not lose sleep, then I have not done my job.

Have you ever had a customer come back and confess, asking for forgiveness?

Now you have a customer for life, if you take care of him/her.

Try this simple exercise:

Ask yourself, “Why should people buy from me?”
Great product.
Great customer service.
Because it is convenient

Make a list of 10 reasons. Do it, right now.

Now ask yourself, “Would someone buy from me?”

Because we have a relationship.
Because they like me?
Because I take great care of they.

Make a list of 10 reasons why they would. Do it, right now.

What did you learn? Would you buy from you even though you should?

Well, if you wouldn’t buy from you – why would you ever think I would?

First you have to believe that you would buy from you.

If you would buy from you, then so would others.

But remember, you have to do an honest assessment.
We all have relationships in many aspects of our lives. We all have people with whom we play and socialize. These are people we like.

So why is it so hard to think of business that way, to think of selling in this manner––with people we like? Why would it be any different?

We do business with people we like.
If I asked you for a list of people you buy from that you are happy with, how many do you have a relationship with?

How many do you like? So, if you buy that way, why would someone else buy another way?

If people like you, they will buy from you.

If they don’t like you they will not.

You better believe it!

***This article comes from chapter 2 of my book, “All People Who Work For Me Are Selling.”
If you liked the article and want to learn more about creating a sales culture in your organization, please buy a copy today.
Purchase on Amazon Kindle Version for only $2.99

“Whether you think you can, or you think you can’t–you’re right.”
― Henry Ford

So how are you doing with this?

Are you really taking your business to the level you want?

Or, are you holding back?

Are you doing great, but you known deep inside that you could do so much more?

Are you going backward? Doing things the way you always have and wondering why things are not taking off?

I wanted to share a great story with you this morning that I hope will help you in moving forward faster and stronger. Now I am no Bible scholar, but this story is a great story of believing you can.

Many years ago a might leader, you might have heard of him, Moses? He had a tough mission before him. He had a hard group of people to deal with. A group who kept seeing miracle after miracle happen, but then forgetting what happened and falling backward into unbelief.

Moses was on a mission. The mission was to take the people into a new land. He had brought the people a long way (God had). They had overcome so much on their journey, that by now, they should have had a great belief. But instead, they were weak and their belief sucked.

Just take a moment and think of how much you have overcome to get where you are today – don’t stop now. Believe you can.

Moses sent out a team of 10 men on a mission to spy out the promise land. These 10 men went out and they saw this beautiful land flowing with milk and honey. It was a beautiful place. All that God had promised them so long ago.

But, (isn’t there always a but) there were giants in the land and this created fear in the men. Even through they knew God could defeat the giants, they feared them.

Kind of like when you know you can break through this roadblock. You know you have done it before. You know you can take your business to the next level, yet you don’t.

How long are you going to sit there and let the giants hold you back?

So the men said among themselves, “we cannot take this land, the giants are to strong, we have to report that the land is not what we though. We have to think of the people.” So that is what they did. They reported back that it was not a great land and they should not move forward.

Does this sound in anyway familiar to any of you? I believe many of us have been there and done this. We know exactly what the combination to the safe is, yet we do not turn the dial, we do not open the door, we let fear hold us back. We let fear keep us from being all we could be and doing all we could do.

Today I want you to take another look.
You see, there where two men among the 10 who had no fear, who wanted to move forward, but they where held back by the rest.
What is holding you back?

Today I want you to start believing and start moving forward.
I read a great little quote this morning that fits here very well.

“Vision without action is daydreaming.
Action without vision is a nightmare.
Vision with action is beautiful reality.”

Today, start down the road to remove those roadblocks and to make it happen for you.

Stop holding back and start going for the gold.