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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Whom you hang out with is whom you become.

 

Whom you surround yourself with is whom you become.

0020 

To be a superstar, you better be hanging out with superstars. 

 

I think many of our Mom’s and Dad’s told us this.  It was important, as a child, but is just as important if not more now as an adult.

 

Whether you are 10, 20, 30, 40, 50, 60, 70, or 80 and beyond.  Success is transmitted from the successful to those who want it badly enough.

 

What was that song – “How bad do you want it?”

 

So take a deep, honest look at those you hang out with and what do you see?  Family is family and you have no control over them, but the rest you do.  What you will find.

            That most people you hang out with:

  • Make within $5,000 a year of what you do.
  • Live in a home very similar to yours
  • Their home and yours are very close in price
  • You drive the same price car
  • Take similar vacations.
  • Etc.

 

You see – if you want so much more, you will never get it surrounded by people just like you.  You have to surround yourself with people Just Like You Want To Be!

 

Get your attitude up, way up.  Believe, know and go for the gold.

Here are 3 tips to help you.

 

1/        Find a mentor – someone who is where you want to be.

            Not a buddy.

            Not a coach.

            Not a friend.

            Someone who has done it, is doing it and can help you do it.

            Show them how badly you want it.

            Work with them.

            Get their help.

            A successful person will never tell you that you can’t.

 

2/        Get to events and functions where the people you want to be like hang out. 

            Then mingle with them.

            Get to know them.

            High-end Charity events are a great place to do this, but how many of you go?

            Events held by the superstars in your market are the place – are you there?

            Push for meetings.

            Build relationships.

            Spend the time and money and get out there.

            Get to know the people who are where you want to be.

 

3/        Find the stars in your business and get a meeting.

            Yes, it is very hard.

            Yes, it might seem impossible.

            Keep working it until you get it.

            You have to believe you are capable.

            You have to demonstrate you want it.

            When you finally get there, you will be amazed.

            They will meet with you if you push it hard enough and don’t give up.

 

 

You have a dream to be a star.

You believe it.

You are ready to put all you need into it.

 

So stop letting anything get in your way.

 

Persistence, Consistency, and Self-discipline will help you get these done.  Are you ready?

 

Then, get a copy of my new book, “What Is Your Problem?”   Free!

 

That’s right, absolutely free.

Just email me.  Manny@mannynowak.com – subject – I want a copy of coach Manny’s book.

 

We will put you on the list, and you will get the notice when it is ready; it should be ready to roll next week.  If you have already asked, we have you on the list.

 

Need a little motivation about making it happen?

Click here to watch Coach Manny’s video – What Super Coaching Can Do For You

 

 

Or just pick up the phone and call Coach Manny at 856 358 4021 and say– I want to play in the major leagues, can you help me?

 

Is it time to kick up your closing game a notch?

 

Getting the customer to say it – yes!

 

Overcoming all those objections and getting to the cash.

 

As the great Zig Ziglar once said, “When you take close and remove the ‘c’, what do you have left – lose.”

 

The best key to close the deal is the ABC method.

Always

Be

Closing.

 

Today, let me share five.

 

1/       The price is too high.

 

The first thing I want you to remember is we never should lower the price.  So many people go right there when, in fact, there are so many other options available.

 

Break it down into pieces.

If the price is $1200 to high.

What does that come out to?

$100 a month.

$25 a week.

Just about $5 a day.

Now ask yourself, is it not worth $5 a day to go with this product?

 

Look at terms. 

People forget that even though it cost $50,000, you can pay for it over time.

 

Add-ons are great. 

If you buy the product, I can throw this and that in for you.

 

Don’t you just hate it when the car sales guy/gal has to go to their boss about the price?  They’re just playing games with you.

 

 

2/       Not Interested

 

But you were interested?

You came in, or you asked me to stop by?

People are very busy; they are not going to give you the time if they are not interested.

 

This is a great cover-up for the real reason why they are not buying.

You have to get to the real reason if you are going to experience any success.

 

What did they like – ask.

What did they not like – ask.

 

Not interested is not a valid reason; there is something else buried deeper in the deal, find it and then you can fix it.

 

3/       Let me think about it.

 

Think about what?

It is clear you have not created a very effective want in the prospect.  He/she does not want your product.  If they did, they would not need to think about it any further.

 

This is bad; few come back from this.  You have to find a solution before you leave.  You have to keep them at the table.

 

Push without being pushy.  You can do it.

What is it they want to think about? Ask questions.

 

4/       Fear of change

 

Again, as you can see it runs through most objections; you have not created a want in the customer deep enough so they cannot go without buying from you.

 

Show them how easy the transition will be.

How you have helped others to do it.

How you will be there to make it oh so easy for them.

Give them examples.

Offer special help.

 

5/       I have to show it to someone else

 

To whom? 

Why weren’t they here the whole time?

Let’s get them in right now?

When can I come back and talk with them?

 

You, who have spent so much time learning how to sell this product/service, do not want this person trying to sell it to their boss.  That is a disaster waiting to happen.

 

Push hard.

You are the one who knows how to sell it, make sure you are selling it effectively.

 

 

There you have it, five objections and some different methods to handle them.

Yes, there are so many more, but start with these.

 

The others we have covered in one of the lessons in the “Double your sales” course.

Click here to learn more about doubling your sales and how you can make it happen.

 

Get your sales program up to the gold level, double your sales, click here.

How long will you stick with it?

How long will you put up with all the work, struggle and pain?

How long will you persist?

 

A great question that so many successful business owners must handle.

How long do you keep going?

 

If you are still going, then you have persistence, and you will prevail.

 

So many never make it in business for this simple fact.

You see, it is so much easier to quit.

It is so much easier just to stop and get a job.

It is so much easier to find something else to do.

 

However, the real entrepreneur is still going, as they know success will come.

They know that if you persist, you will prevail.

 

James Watts spent twenty years perfecting the steam engine.

 

William Harvey worked for eight years to demonstrate how blood circulated in the human body and another 25 years trying to convince different medical establishments.

 

Have we become weak?

Where is this persistence?

 

This is the great difference between those that make it and those that don’t.

Those that make it simply refuse to settle for less.

They will not take the line of least persistence – for them, it only leads to failure.

 

So point one for today – change your mind to a mindset that will accept nothing less than success. 

 

We often look at the great success in the world and do not understand all they went through to get there.

R. H Macy, the founder of the Macy Department Stores, failed at five different professions before his success – whaler, retail, gold miner, stock broker and real estate broker.

 

Point number two is simple, if you really want it, then you have to adopt the simple words, “Nothing shall hold me back.”  If you do, nothing will hold you back, and you will in turn prevail.

 

I talk a great deal about vision and those that know me know I believe without it, you will never get there.  However, just dreaming is not enough.  Purpose and persistence make it happen; they separate those who achieve from those who merely dream.

 

The third point is you need that dream, you need that vision, you need to know what you want.  Then make it part of you; your purpose and your persistence will take you there. 

 

You can get along without many other qualities, but not without persistence.

 

 

As the great success coach Napoleon Hill said:  “No man is ever whipped until he quits – in his own mind.”

 

“I had learned, from years of experience with men, that when a man really desires a thing so deeply that he is willing to stake his entire future on a single turn of the wheel in order to get it, he is sure to win.”

Thomas Edison

 

Remember as we always say, failure is the road to take us there.  Failure creates success.  Are you ready to persist, or are you just going to give up?

 

How long will you stick with it?

How long will you put up with all the work, struggle and pain?

How long will you persist?

 

A great question that so many successful business owners must handle.

How long do you keep going?

 

If you are still going, then you have persistence, and you will prevail.

 

So many never make it in business for this simple fact.

You see, it is so much easier to quit.

It is so much easier just to stop and get a job.

It is so much easier to find something else to do.

 

However, the real entrepreneur is still going, as they know success will come.

They know that if you persist, you will prevail.

 

James Watts spent twenty years perfecting the steam engine.

 

William Harvey worked for eight years to demonstrate how blood circulated in the human body and another 25 years trying to convince different medical establishments.

 

Have we become weak?

Where is this persistence?

 

This is the great difference between those that make it and those that don’t.

Those that make it simply refuse to settle for less.

They will not take the line of least persistence – for them, it only leads to failure.

 

So point one for today – change your mind to a mindset that will accept nothing less than success. 

 

We often look at the great success in the world and do not understand all they went through to get there.

R. H Macy, the founder of the Macy Department Stores, failed at five different professions before his success – whaler, retail, gold miner, stock broker and real estate broker.

 

Point number two is simple, if you really want it, then you have to adopt the simple words, “Nothing shall hold me back.”  If you do, nothing will hold you back, and you will in turn prevail.

 

I talk a great deal about vision and those that know me know I believe without it, you will never get there.  However, just dreaming is not enough.  Purpose and persistence make it happen; they separate those who achieve from those who merely dream.

 

The third point is you need that dream, you need that vision, you need to know what you want.  Then make it part of you; your purpose and your persistence will take you there. 

 

You can get along without many other qualities, but not without persistence.

 

 

As the great success coach Napoleon Hill said:  “No man is ever whipped until he quits – in his own mind.”

 

“I had learned, from years of experience with men, that when a man really desires a thing so deeply that he is willing to stake his entire future on a single turn of the wheel in order to get it, he is sure to win.”

Thomas Edison

 

Remember as we always say, failure is the road to take us there.  Failure creates success.  Are you ready to persist, or are you just going to give up?

 

If you persist, you will prevail.

 

 

 

 

 

 

Is social media driving you crazy?

Don’t really understand where to go?

Don’t really understand what to do next?

Wondering how you’re supposed to work social media?

 

Well, today I want to share with you three real simple concepts that, put into place with the right tools and the right systems, will allow social media to generate all the business you are ever going to want.

 

But these principles are not anything new.

They are not anything that salespeople don’t already understand.

And they are not anything that can or should scare you.

 

Let’s take a look at the 3 simple keys to success with social media.

 

1/       You need the numbers.

 

How do you get the numbers in social media?

You’ve got to build the connections.

You’ve got to connect with people.

Whether it is LinkedIn connections,

Facebook friends or

Twitter followers…

 

Or whatever they are called in your selected social media tool.

 

First you have to build the connections.

Until you have a connection, you have not started.

 

 

2/       You have to build relationships

 

People are always saying to me, “Well, I’ve got 500/1000/1500 LinkedIn connections.”

Listen.

I don’t care how many you’ve got – how many relationships do you have with those connections?

Do you get it? That is the true question.

You can have a million connections, but if you have no relationships, you don’t have anything.

 

You see, sales is still a relationship game.

So how many relationships do you have in that number of connections?

 

Because, you see, the second step is you’ve now got to take that connection, follower or friend, and build a relationship.

Just like in real life.

Social media is still about relationships.

 

And if you can turn that connection into a relationship?

 

If you can build a relationship with the person or people you are connected with, then you get to point three.

 

 

3/       You close some business or a partnership or a referral network.

 

Somehow, because you connected and built a relationship, there are dollars at the end of the rainbow.

 

These 3 things are what people don’t seem to understand about social media.

These 3 things are what we have been doing in sales since time began.

They are the simple principles of selling.

 

It doesn’t matter if it is social media or any other process.

You have to…

 

1/        Connect.

2/        Build a relationship.

3/        Close some business.

 

So get out there and do it.

 

If you need some help – this is what we do.

This is what we help people to do.

 

Whether it’s through social media or any other platform.

 

So if you are being driven crazy by any of this – give us a call.

Because “Double Your Sales” is exactly what it does.

 

It helps you take all the pieces of the puzzle and put them in the right place.

Click here to learn more about doubling your sales.