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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Memorial Day – Our Freedom Comes at a Price

Posted by Manny on May 25, 2017
Posted in Leadership  | Tagged With: ,

Memorial Day – Our Freedom Comes at a Price

 

Have a great holiday weekend – enjoy the weather, the people and the time.

american flag 

But please take a few moments and remember those who gave their lives so we could enjoy the freedom we have today.  Pay tribute to those who paid the ultimate price for us.

  

Remember those who made this weekend celebration possible.

Remember those that laid their lives down so we could have the freedom we enjoy.

Remember those who are out there doing it this weekend while we enjoy our freedom.

 

We live in the greatest nation on God’s green earth.

We enjoy a freedom that that we all need to take a moment and be thankful for.

 

Our nation is coming back; it is getting stronger every day.

We are regaining our confidence.  

 usmc

No, we are not perfect – but we are free.

We are free to have our opinions.

We are free to live our lives without the worry that so many in the world have to deal with.

We are free – but the cost was and continues to be high.

 

We are a nation of strong people.

We are a nation dedicated to freedom and the American way.

 

“One nation under God indivisible with liberty and justice for all.”

 

We are a nation that has gone through some tough times and always come out on top.

  

This weekend – enjoy.

But this weekend – take a few moments and remember those who died for us.

Remember those who paid the ultimate price for freedom.

  

This is Memorial Day – honor the men and women in our military who serve us and the America way.

 

God Bless you all.

  

Have a great weekend.

  

Coach Manny

USMC

 

  

  

Leadership Means Listening To What Is Not Being Said

Posted by Manny on May 22, 2017
Posted in Leadership 

You’re a bus driver and your heading south with 55 passengers.

Leg one of the trip, 4.4 miles and turn east.

Leg 2 – 3.3 miles

Leg 3 Turn back south 2.2 miles

Leg 4 Turn East 1.1 miles

You’ve driven 2 directions but made three turns for 4 different legs.  4.4+3.3+2.2+1.1 = 11 miles.

Question:  How old is the bus driver?

 

You are the bus driver – how old are you?

When someone is trying to take your focus off – get it back.

Zig Ziglar

   

How often do we pride ourselves on being great listeners, yet we just blow stuff off?

 

As leaders, we all have a full plate, stuff overflowing – but we have to remember that our people are what matters most.  Without them, we will not create anywhere near what we are capable of.

 

Today I want to share 3 keys that will make you a better leader.

 

1/        How many times has someone told you that something bothers them, really bothers them, but you just blew them off?  Then, they end up leaving your organization, and you sit there wondering why.  But they tell everyone else, “this was bugging me, I tried to get the boss to see it, but he/she just didn’t listen.”

 

Great leadership requires great listening and taking action. 

Make sure you become aware of those things that are getting under the skin of your team and do something about them.

 

2/        How many times has everyone but you known that a person in your organization is not what you think they are?  Yet your mind is made up, and you ignore their objections and keep rolling.  Companies have lost money, good people and great opportunities because the leader did not listen to those he/she should trust the most. 

Keep these communication lines open, and make sure your team is not afraid to tell you the truth.

 

A long time ago, I learned the hard way that a prospect should never come ahead of a customer.  The same applies here: the new guy/girl (the one who you believe can  walk on water) should not come ahead of those you trust and who have helped you get there so much in the past.

 

 

3/        When you mess up, stop, admit it, and clear the air.  As leaders, we often do little stupid stuff, which we just blow off, but this can create a wall that stops us from ever earning the maximum performance of our players. 

I remember giving a chair to one of my sales people in our old office.  Later, when we moved to our new office, I took it back and used it myself, never saying anything.  Not that big a deal, right?  I wasn’t able to put that relationship right again until I sucked it up and admitted how stupid I was. 

Be careful, the little stuff does really matter.   Maybe not to you, but to someone.

 

Leaders, open your mind and listen this week.  Take a look around and see if any of these apply to you and your team.  If so, do what you need to make it right.  You might be amazed by the results.

 

Want more on being the best?

Watch this video and start that journey to being the best.

 

 

 

So often, we waste too much time trying to sell to those who are not going to buy.

 

Stop.Photo on 5-14-17 at 8.40 PM

 

To be successful in sales today, you must get to either “no” or “yes.”

You can spend your life on “someday” and “maybe,” but you will not make money.

 

Today I share 10 strategies for reaching “NO” faster and moving on to prospects who will say “YES.”

 

Stop spending time with people who cannot, will not, or are not interested in buying, and start going after those who will.

Take your sales to new levels of success.

 

1/        Ask: “Do you have a budget for this product/service?”

“What is it?”

“Do you have the money to make this purchase?”

 

            If they don’t have the money, why are you there?

            Do you have a way to finance it – make it happen?

 

 

2/        Stop providing them a way to avoid making a decision, even if that makes them more comfortable.

Make it easy and simple for them to say “no.”

            But move them to make a decision.

 

            Ask tough questions.

            Don’t ease up by saying, “I will get back with you.”

            Or “Let me call next week.”

            Or “Do you want to think about it?”

 

            Looks like we have all the pieces in place, should I get the contract ready for you to sign?

 

            Based on our conversation today, I can’t see anything else holding up you moving forward, shall we get the contract ready?

 

 

3/        Ask for the order, clearly.

            “Let me get the paperwork started.”

            “Are you ready to commit?”

            “When would you like to start?”

 

            Close the deal.

 

 

4/        Shut up and let them make the next move.

            Say nothing.

            Be quiet.

 

            Let them make the move.

            Many times they will buy themselves.

            Using silence to make the sale is one of the greatest skills of successful sales people.

 

Closing Sales –

 

 

5/        Ask if they can make the decision or if others have to get involved.

            Figure this out as early in the process as possible, before you waste time selling to someone who doesn’t have the authority to buy.

 

 

            If they cannot make the decision, then get to the person who can.

            Don’t spend all your time, money and effort selling the wrong person and then having to do it all over again.

            If the decision must go before the board, ask to be there.

 

 

6/        Ask, “when can we expect a decision?”

            If not today, when?

            Tomorrow morning?

            Next Wednesday after lunch.

            3 Months from now.

 

            If they cannot narrow it down, they might not be a buyer.

 

Closing Sales –

 

7/        Ask if they are ready to sign, now.

            “Can we get this contract signed right now?”

            “This looks like a go, when can we get this signed off?”

            “So you are in. Let’s sign.”

 

 

8/        Ask: “if we meet your requirements today, will you sign?”

            “If we can make that change, will you sign immediately?”

            “Can we get this signed right now?”

           

 

9/        Ask what’s stopping them from signing right now.

            “You seem to be hesitating, what is holding you back?”

            “Have we not met your needs?”

            “Is there something else we need to do before you sign?”

            “What is stopping you from signing right now?”

 

10/     Make the “NO” decision for them.

            “I assume that is “no” and so let me pack up?”

            “I see you are not ready to buy, thank you.”

            “I appreciate your time, but I don’t think you are ready to buy.”

 

 

The faster you move on, the more business you will do. 

It amazes me how much time we spend selling to people who we know are not going to buy – just move on.

 

Relationship building is not being put off forever.

 

But remember, a “no” today does not mean you will not do business together in the future.

It simply means “not now.”

So gather your stuff and move on.

Find your next sale.

 

We build effective sales processes for companies of all sizes.

Need to increase your sales?

Tired of a sales process that continues to fail to live up to your expectations?

Are your sales people spending too much time on admin work and not enough time selling?

 

If so, we should talk.

Click link below to schedule a 15-minute call with Coach Manny.

http://www.meetme.so/coachmannynowak

 

5 Keys To Building A Great Sales Process

Posted by Manny on May 9, 2017
Posted in Leadership 

“The five S’s of sports training are stamina, speed, strength, skill, and spirit; but the greatest of these is spirit.” —Ken Doherty

 

The same 5 keys that build Olympic Athletics also are the 5 keys to building super sales organizations.

 

Do you and your team follow this process?

 

Today I want to examine these 5 keys and consider how they relate to sales.

 

1/        Stamina

            Definition: the ability to sustain prolonged physical or mental effort.

           

Sales is a long game.

            It exacts many defeats along the road.

            It takes more calls, more visits, more follow up.

            You have to keep climbing, all the way.

           

            If your sales team does not have stamina, then you need no longer wonder why your sales have ceased growing.

            Never accept any less than you expect.

 

            If your reps are not in shape, either physically or mentally, then get them there.

 

 

2/        Speed

            Definition: the rate at which someone or something is able to move or operate.

 

            How fast does your sales team move?

            Good sales people are always in motion.

            They are always doing something.

            They are energized.

           

            If your team sits around thinking, or is often slow to move, or not impatient, then I doubtful they will be successful.

 

            Motivate them. Make sure your team is on fire and rocketing forward at 100 miles an hour.

 

 

3/        Strength

            Definition: the quality or state of being strong.

 

            Able to leap tall building in a single bounce.

            Can your team do it?

            Or do they always need a break.

            Are they tired?

            Have they done enough for today?

            Will they be able to up against the competition and come out victorious? Will they want to?

 

            How strong are they?

            Remember, weak players breed weak players.

            They have to be strong, or they need to go.

 

            Make that one more call before your call it a day.

            Write one more note.

            Stop by one more place.

 

4/        Skill

            Definition:  the ability to do something well; expertise.

 

            Prospect, follow up, present, close

            Your team must be very good at all of these.

            If they are not, and don’t want to or recognize they can become better, they will never be stars at the sales game.

            In Olympic events, you must possess the abilities for that event.

 

            This event is selling.

            The abilities are prospecting, follow up, present and close.

            If you don’t have them or are not ready to commit to getting them, then why are we having this conversation.

 

            This is the easy one – get them training.

            Get them up to speed and beyond

 

 

5/        Spirit

            Definition: the nonphysical part of a person that is the seat of emotions and character; the soul.

 

            Love of the job.

            Love of the hunt.

            Making it a game and winning at the game.

 

            This fifth key is that something special inside that helps you execute the other 4.

            As a sales leader, this is what you give to your team to get up and rolling.

 

            Sales is a motivational game; you have to be up.

            No different than Olympic training.

            You have to see the results long before you achieve them.

            You can’t doubt or anticipate defeat.

            Focus on the victory.

 

            The gold.

 

So there you have it.

Now the question is, “how well are you doing with these?”

 

Does your team have them, and are they using them?

Remember, there are countless potential Olympic athletics, but only a few earn the gold.

 

There are many who want to be Marines, but only the few and proud make it.

 

There are many potentially good sales people – but only a few are stars.

 

If you want your organization to be a sales star, then we should talk.

 

Watch the video and then click below to set up a 15-minute call so we can learn more about each other.

 

 

To schedule a 15 minute call at your convenience, with the coach, click the link below.

meetme.so/coachmannynowak

 

 

Do you remember the Cowardly Lion in the story of the Wizard of Oz?  The lion went out in search of courage. 

 

What was it he learned? 

 

The story ends when the lion learns the simple fact that courage is not something that is found externally, but you have to find within yourself.  Courage means going forward without doubt.  If you believe you have courage, you have courage.  The lion found courage within himself.

So can you.

 

Today it is a simple fact that we lack so much courage in the business world.  As leaders we have to ask,  “where is the courage”?   As leaders, we should be setting the example for the people who work with and for us.  Where is the courage that we are suppose to be exhibiting to our teams and to ourselves?

 

How can we expect the people who work for us and with us to have courage, when we don’t have it?

 

Instead of courage today, what we exhibit is conformity. 

 

As Howard Hendricks says, “The opposite of courage isn’t cowardliness, it is conformity.  A belief is something you will argue about.  A conviction is something you will die for.  You cannot really live unless there are things in your life for which you are willing die”. 

 

Yes, Howard does take it to an extreme, but the bottom line is as Winston Churchill says,

“Courage is what it takes to stand up and speak”. 

Courage is also what is takes to sit down and listen.”

How to create real success in all you do

How to create real success in all you do

 

 

If you are a student of Churchill you remember one of the great lines he said when he was in battle,

“Bullets are not worthy considering… I do not believe the gods would create so potent of a being as myself for so prosaic an ending”.

 

Wow!

 

Where has that courage that Churchill and other great leaders exhibited gone? 

 

Where has it gone? 

What has happened in today’s world that we don’t exhibit that courage.

 

We are not cowards. 

No one is calling us cowards, but they might be calling us conformists?

 

Why don’t have the courage to take on the things we need to do make the changes we know are needed.

 

That is one of the reason’s we have lost our leadership in the world.

 

We no longer have the courage.

 

We no longer teach courage, but instead we teach conformity.

 

Yet people in the rising countries throughout the world are teaching courage.

They are teaching, “you can do anything you want” and “YOU can lead the world”.

 

So is it time we took some courage lessons?  Isn’t it time we set the pace and exhibited the courage we know we have.

 

If you have had enough of not reaching those goals.

 

If you have had enough of just conforming to things.

 

Then it is time you as leaders put up the courage to do something.  To make something happen in your business, life, career, health and family.

 

It doesn’t have to be some super extraordinary thing.

 

You can exhibit courage simply by standing up for what is right.

 

You can exhibit courage by simply making the decisions that will take you down the right path.

 

You can exhibit courage by showing your team consistency of how you operate.

 

You can exhibit courage to your team by being there for them and supporting them, backing them, teaching them and helping them.

 

I urge you this week to make a new commitment to courage in your business, life, career, family and health.

 

Help them as you move forward.  Look inside as the Cowardly Lion did.  You have all the courage you need inside yourself. 

 

Go out and make it happen.

 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.