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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

That is the question for today.


Which is it that you are doing in your life, business and/or career?


You cannot do both.


Just as God tells us, “You cannot serve God and manna.”


So make a choice.


If you are ready to start playing to win, then please read on.

If you are going to continue to play not to lose, then I’m afraid I cannot help you.


Today we are going to look at three things that might be making you play not to lose and how you can get over them.


1/        Believing you have to compromise to close the deal.

Cut your price. 

Give more than you can afford. 

Make it a bad deal for you.


Being so afraid of losing the deal that you create a deal that gives you nothing but grief and problems moving forward.




            Set your standards, your levels and your desires.

            Then go out and be willing to walk away.


            You might just be amazed at what happens next.


2/        An attitude of, “I need them,” instead of an attitude of, “they can really grow and prosper using what I have to offer.”


            When you come in begging.

            (I know we all hate to look at it that way,  but be honest with yourself.)

            It is written all over your face, your actions and your responses.

            And remember, most buyers are very good at seeing through it.




            Begin to believe in what you offer.


            Stop thinking, “I need them.”

            Instead, start thinking, “we can help each other.”


            Know that what you have is a great solution.

            Don’t try to fit it or down grade it.

            (If you do, it will no longer be a great solution.)


            Be willing to walk away if needed.

            Again, you will be amazed.


3/        Thinking small.

Going after the small, easy and stuff you don’t really want.

            Because it is safe.

            Because those other people will never buy it anyway.

            It will be OK.


            Instead of going for gold!

            If you start out thinking you will never get it, then you never will.

            You might as well stop now and go back to the little stuff.


            Are you going for gold, or will silver be OK, maybe bronze is OK? Maybe?


            Determine what is best for you and your organization and start going for it.

            Believe you can.

            Then go for gold.



These are only three of the things that you should look at,  but it is a start.

Apply the above 3 principles; in fact, if you just apply one of them, you will be amazed.  You will never look back; you will just be rolling forward.


Need help?

Not sure how to make this happen for you or your organization?

A great place to start is our boot camp on April 30-May 1st.

Here is the link.





Invest a few dollars and you will be amazed at the results.

Start today to play to win.

What are the right places? 

What are the right places for you?

I have to start by sharing a great networking experience I had the other night at an event hosted by my friend Todd.


This was a pro-basketball game pre-game networking event that lasted for 2 hours, followed by a ticket to the game.  Two hours of meeting people and building relationships. 

Wow!  I would have to classify this as a great event.


Simply because in that 2 hours, I met 18 new people, 11 good connections, and 5 excellent potential customers. 

For me, this was the right place.


Are you networking at the wrong events?


Meeting few if any new people; spending too much time in small talk.


Not moving the people you meet any further in the sales cycle.

Wondering if networking is worth all the hype?

Asking how to find the right places.


How do you find the right places?  Let’s start with 3 simple things to look at.  These come from my new book.  The subject will be finding the right places to build relationships that generate revenue.  Keep watching, it’s due to be released later this year.


1/        Define what you are looking for – the profile of the contact you want to meet.

            What is the definition of the right connection for you to meet?

            Is it a sales person or a business owner?

            Are you looking for accountants, professionals, or trade people?

            Do you even know?

            Will this event have these types of people?


            You need to understand the what before you go out there.


2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?


            Why are you there?

            If you don’t understand this, how will you measure your success?


            Does this look like the right event to meet your needs?  


3/        Define the type of event you would find these people at?

            Would they be at chamber meetings?

            Do they go to tradeshows?  If so, which ones?

            Do they go to special events?

            Are they part of lead groups?

            Do they do networking in the morning, evening or at lunch?


This is just the start of the process. 


But if you just work these 3, you will be amazed at the difference it can make.


Looking to learn more and become that super networker?  Find the right places?  Do the right things to make 

networking work for you?  Come to the boot camp. 


CLick here to learn more!