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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

How are you going to make sure the coming year is your best ever year so far?

 

What are you going to do differently?

 

Do you understand that a plan in your head is just that – a plan in your head?

If you don’t write it down, the chances of it ever happening are zero.

I have dealt with too many people with great plans in their head, but they missed out on doing very much.

Make sure that this coming year – you go for gold and stop settling for silver.

Too many people settle for silver and really never get past bronze.

 

How do you build that roadmap for next year?

 

Let’s take a look at one example of how you start to make it happen for you.

 

You start with goals:

Let’s define one:

To take my sales to over x dollars in the next 12 months.

 

Now, goals are great.

They are the way we have to start.

They are necessary.

But, they are just the starting point. 

You can think of them as the starting line in the race.

But if you don’t run, and if you don’t run faster than everyone else, you will never win the race.

You do want to win the race – don’t you?

 

So what is next?

Next you have to define the tasks you need to do in order to accomplish that goal.

What do you have to do to win the race?

 

Here are some examples to go with this goal as a starting point.

 

1/        Attend 10 networking events a month.

2/        Send out one email to my list every week.

3/        Add 200 names a month to my email list.

4/        Have 3 one on one meetings every week.

5/        Post on social media twice a day.

6/        Send out 20 post cards a week to prospects.

7/        Make 4 hours a week of cold calls.

Etc.

 

Now you can see it starting to come together.

You have a goal, which is getting your sales to a certain number.

You have the measureable tasks that you need to define to get you there.

 

What is next?

Making it happen.

 

Also, you need to define another 2-4 goals for the next 12 months, the same way.

You should have 3-5 business goals and 1-2 personal goals every year.

 

Once you have done this; set it in stone and then make it happen.

Accept nothing less.

Expect nothing less.

 

There is one final, tiny piece that you will need.  You need to get yourself an accountability partner who will keep you on track.  No, you can’t do it yourself, no matter how good you are.

 

Much success to you over the next year.

 

What?

You want me to take the shot?

Now?

 

I know some of you reading this are already blowing it off.

Manny, how can you talk about this ridiculous process?

It doesn’t work.

Everyone knows it is Ready, Aim and Fire.

 

Yet!

How is that process working for you today?

Are you getting all that you really want?

Or are you settling for less and convincing yourself that it is all you want.

 

So many people hold back from what they really want.

They never go for gold, even though they have all the God given talents and abilities.

 

Ready, fire, aim simply means – make the decision and get moving forward.

Take the action and then grab the wheel.

Stop thinking about it and start making it happen in your life.

 

Remember what I always try and teach you.

Make a decision, will you please, “now.”

If it is wrong, then make another decision to correct it.

 

Let’s look at the 3 elements you need to make this work.

 

1/        Make a decision.

            There it is again.

            It is the first step in moving forward.

            Does it generate fear – yes?

            Does it create hesitation – yes?

            Will it drive you crazy sometimes – yes?

 

            Yet, if you simply make the decision to move forward, you are already half way there.  You feel great and you accomplish so much more.

 

2/        Take action.

            Once you make the decision, then the next step is to do it.

            Don’t re-think it.

            Don’t second-guess your decision.

            Don’t keep rolling it over and get some other opinions.

            You know what to do, now take action and do it.

            How many times have you hesitated and wished you had not?

 

3/        Grab the wheel and make the next turn.

            Now that you are moving, determine the next turn.

            You made the decision to move and now you are doing it.

            Grab the wheel, make the turns and hit the accelerator.

            Claim the prize. 

 

Is it really that simple?

YES!

 

Suppose you want to start a new business.

Then, once you make the decision to do it, you start moving.

Next, build the plan.

 

Suppose you need to hire a sales person.

Then simply make the decision to do it and go into hiring mode.

Amazing isn’t it?

 

What if you need capital to move your business to the next step?

Make the decision to go find it.

Then get going.

 

Those who spend their life aiming never hit the target.

Not because their aim is bad, but simply because they refuse to pull the trigger.

 

Pull the trigger today.

Ready, Fire, Aim.

Cold Calling is not DEAD

Posted by Manny on November 6, 2014
Posted in Selling  | Tagged With: , , , , , , ,

What is dying is the desire to cold call.
But hasn’t that always been the case?
Name me 3 people who love to do cold calls…

I once had a sales rep who loved to make cold calls and who did it so well.
They are few and far apart.
This guy was a gem.
The only downside was that I had to buy him a new phone every month as he would slam the receiver down hard, and after about a month it would break.
But, he was successful.

The difference is that today there are so many “other” things for sales people to do.
And everything sounds better than making cold calls.

Yet, why is it that every day millions of cold calls are made?

Why is it that I hear stories all the time of successful “cold calling” programs that are yielding big business results?

Why are calling firms growing and doing so well?

Because cold calling is dead?
I don’t think so.
Cold calling is alive and it works, but not without some effort.

We just don’t want to do it.
But then we never really did – did we?

Cold calling is one of the tools that helps you create a successful sales process.

It works because just like all your sales processes, you have a plan and you execute the plan.

Here are five keys that will have it working for you. These are not all the keys, but do these and note what happens to your process.

1/ You have a “good” list.

The right companies to call.
The right person at the company to call.
The right phone number.

2/ You have a “good” script and you practice.

Not the word-for-word kind of script.
But simply an outline of what to say, when and how.
Plus a list of the questions that could come up and the answers.
And you are smooth.
Practice, practice, practice.

3/ You make a consistent effort.

You do it every day, once a week, twice a week.
You do it for x amount of time, 1, 2, 4 hours.
You do it at a certain time each day.
You have a plan of when before the week starts.
You do not let anything stand in the way of making the calls.

4/ You measure the important factors – both planned and actual.

Number of dials
Number of connects.
Number of times you tried to call this number.
Number of times you spoke to the right person.
Number of appointments made.
Number of deals eventually closed.

5/ Your callers have the right “attitude.”

They believe it will work.
They believe in the product.
They believe in the process.

So is it time to take a deeper look at reviving cold calling in your sales process?

You might not even make the calls yourself.
You don’t have to.
There are some great businesses out there that will do them for you.
(Email me and I will connect you.)

But don’t say it doesn’t work.
If you never again get a cold call, then you might be able to say that.
But what are the chances of that happening?

Cold calling is a tool in the sales process of all successful organizations.
Determine how it will fit for you and then make it work.

 

Are you looking to get your sales team in shape for 2015.

 

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Sales Skills – back to basics

 

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