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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

To error is human—to forgive, canine.—Moksha McClure

Patience, persistence, and consistency – all traits of dogs.

 

They love you even when you are not feeling it; they wait for you when everyone else has gone. They know you will share with them if they hang around long enough and if not, they will go on and wait for next time.

Amazing: What can we learn from dogs when it comes to taking our sales game to the next level?  A full big punch. Today I want to share three simple things but know there are many more;

1.   They know you will do business with them eventually.

They believe you will take them out for a walk, that is why they sit there with a smile on their face or bring you the leash. 

Their tongue was hanging out, tail wagging and waiting on you and they wait.  They know they can out wait for you, and what happens is that eventually, you do give in to them.

Wow!

Do you do that when it comes to your prospects?  Customers?

Do you know they will do business with you eventually?

Do you believe it?

Are you patient enough?

Do you keep doing the little things to let them know you are there?

What if you did?

 

 

2.  They are consistent and persistent.Photo on 7-21-17 at 10.51 AM #2

When you come home, they greet you wagging their tail.  Even if you left mad at them.

When you are not feeling happy, they comfort you.

When you are mad, they try and cheer you up.

When you are mean to them, they still love you.

When you don’t have the time for them, they come back again later.

Now, what if?

What if you were more consistent with your prospects/customers?

Kept pushing forward believing they will be doing business with you and never giving up or getting angry.

Would you be closing a bunch more sales?

You may ignore your dog, but they bring a toy to you anyway.  You may have forgotten about them, then they rollover – can you rub my belly.  You are not interested, but they say, “come on just a minute with their eyes.”

What if you were always there for your customers?

Letting them know you want to do business with them, not that you would like to but that you want their business?

 

3.  They get excited when they get you to move.

Do you get excited when you close new business?

It doesn’t matter to your dog if it is just a pet on the head.

A small treat, A quick rub behind the ears they get so excited, wagging their tail. They have made progress, they have gotten you to move.4-up on 7-21-17 at 10.52 AM (compiled)

How excited did you get the last time you closed a deal?

When you got a little piece of the business, a crack in the door, an appointment that you have been trying for a long time to get.

Wow!  What if you got excited?

Would the customer/prospect see that?

Would it make a difference in getting business?

Dogs are great friends who can teach us a great deal about selling if we listen. Take a few minutes and see what you can learn about selling this week from your dog.

You might just take your sales to a whole new level. Want to learn more about taking your business to the next level of success. Please connect with me and schedule a 15-minute call you might just be amazed.

Click this link to set up the call on a date and time that works best for you.

http://meetme.so/coachmannynowak

 

If you want to learn more about Coach Manny – please click the link below to go to his web site.

http://coachmanny.com/

 

If you want to read more articles on sales and leadership.

Please visit The Decision Institute at the link below.

http://thedecisioninstitute.com/

In today’s world of automation, how hard is it to say in the front of your prospect’s mind?

 

In the past, it was hard, manual, and subject to so many mistakes that most people gave up.Photo on 6-17-17 at 2.58 PM

 

But today, you can automate so much of the process that the only thing you need to do is set the prospect up in your marketing system, pay attention to what that system tells you to do, and then do it.

 

What should happen when you meet a potential buyer of what you sell?

You try to get a meeting with them.

Perhaps you get that meeting, but they are so ingrained with their current vendor that they are not in a position to change at the moment.  In fact, they might even be happy with where they are, but always looking to improve.

Perhaps they just do not want to meet.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

Perhaps all you know is that they could benefit from what you sell.

 

What do you do with them going forward?

To many people simply put them to the side and forget about them.  We will get back with them in the future, no need to worry about them right now.  They are not going to buy.

 

That is a mistake.

 

Instead, when you find someone who could buy your product, you need to do the following.

 

 

1/        Add them to your CRM system.

            Capture all the information on them that you can.

            Record everything that has happened with them such far.

 

2/        Start them on an automated campaign that keeps your name at the front of their mind for the next 12 months or longer.

            This campaign should be based on who they are.

            You should have not only general campaigns, but also campaigns built for certain vertical markets and certain types of customers.

            These campaigns should not sell, but instead educate and keep your name in front of the prospect.

            They should give information to help them do their job better.

            They should contain some calls to action, but they should be soft.  If a prospect does act on a call to action, then you should be notified and take appropriate action.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

3/        Pay attention to any notices the system gives you about their behavior and/or action based on what you have sent them.

            Let the system do its job.

 

            All this should be set up and going on in the background.  The only time you need to get involved is if they take the right action.

 

If you do these 3 things, the prospect will look to you when they are ready to make a move, and that is when you can close the deal.  You are educating and staying in front of them.  This is the piece of selling so many people forget.

 

Let the system do the work, pay attention, and keep on rolling.

It doesn’t matter what industry you are in, what you sell, or how things have been done in the past.  Educate and stay on the mind of clients and they will connect back with you when they are ready to buy.  It works.

 

Meanwhile, keep on prospecting and adding to the list.  The system has no real limit on how much it can handle—that is one of the beauties of marketing automation.

 

If you do not yet have an automated system to do the above, then we should talk.

Click the link below, and let’s set up a 15 minute call to talk.

http://meetme.so/coachmannynowak

 

“Success does not come from doing extraordinary things. Success comes from doing ordinary things extraordinarily well.”              – Unknown

 

Take a moment and picture the stereotypical sales person we all think of:

 

  • Fake smile
  • Talks too much
  • Overpowering
  • Rude
  • Obnoxious
  • Impatient

 

 

Now picture people running out of a store/lot with a sales person chasing them.

As they are shouting,

 

“No thank you, not interested, going to pass for now,”

 

The sales person is shouting even louder, “But do you want vinyl or leather interior?

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Do you want the yellow one or the white one?”

 

What comes to your mind when you hear the word “Sales Person”? Is it a positive or negative image? Here are some examples of sales people we all encounter:

 

  • The door- to- door sales person (How many under 35 know what that is?)
  • The “car” sales person
  • The sales person at the appliance store
  • The insurance sales person – the financial planner

 

How many of you, when you think of “sales” people, think of yourself, the people you work with and the people you really like?

 

The term “sales people” stirs up so many negative impressions ––and, in my case, memories.

 

 

In my first sales job I was a Fuller Brush salesman, a door- to- door sales person who sells expensive brushes. 

 

My first assignment was selling door-to-door in a poor neighborhood. 

I just couldn’t do it. 

They wanted us to sell brushes people didn’t need to people who could not afford them. 

That negative actually took almost 10 years to get out of my mind and get me into sales.

 

 

Sales people get so little respect, contrary to other ways of making a living.

If you are a doctor, people perceive that you are in a fine profession.

If you are a corporate manager, you have great career in hand.

If you are a craftsman or craftswoman, that too is an admirable choice.

 

But a sales person?  Who wants to be a sales person?

 

 

Try this at next the party you go to.  Tell everyone your son/daughter is going to grow up to be a sales person and see what reaction you get.

 

 

Yet as a business owner, CEO, executive or partner, you must realize that sales people are the key to your success.

        

In fact, as a business owner you have to be the first great sales person who will build your company. 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

I love the story about the franchise owner who grumbles, “I bought the franchise, got cards, computer, desks, all that stuff, did all the administrative work, hung out the cute sign, opened the door and…nothing! Where are the customers, why is no one is breaking down the door to buy my product?”

        

Success in business comes through selling.  No matter what you think or what you tell yourself, or what others tell you, you must remember this simple truth:

 

To build a business you have to sell.

 

Say it again and never forget it:

 

To build a business you have to sell.

 

 

 

Do you know that most of the people in business have one great need? Do you know what it is?

 

 

More Business.

 

They need more business.

 

How do you get more business? Remember the line from above?

 

To build a business you have to sell.

 

Rule No. 1

 

If you want to build and grow your business you have to sell.

 

Rule No. 1 – Once more:

 

If you want to build and grow your business you have to sell.

 

 

 

 

Do not forget this.

 

To learn more about making your organization sales driven – get a copy of my book:

“All People Who Work For Me Are Selling”  Click here to order your copy today:

 

Want to talk further about how to drive your organization’s sales process forward, better, stronger and with more success.

Click here to schedule a 15 minute call with me at your convenience.