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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

So what are you doing to get to the gold?

 

There is a story about a young man who had purchased a goldmine.

He was working hard.

He was doing all he could to find gold.

But he finally had to give up and sell his mine.

 

Now, the buyer was a very smart man and he brought in an engineer who told him to move the digging 5 inches to the left.  Within hours the gold was flowing and the man became very rich.

 

Check out the coach discussing this article live on Facebook.

https://www.facebook.com/manny.nowak/videos/10210992035729889/

 

What happened?

 

Often we quit when we are so close to the gold.

We know we can break into the account, but we become weak.

We know this is the big one, but we let others convince us otherwise and we quit.

We just need to make some money, so we move on.

 

But even more important, we often don’t get the help that can get us to the gold.

When we can’t get into the big account, when we start to become weak – we need help.

Perhaps we need someone inside the account.

Perhaps we need a connection to someone who is doing business with him or her?

Perhaps we just need some motivation.

But what we don’t need is to quit.

 

Sales is like mining and if you keep going when you are ready to quit, and you get the right help, you can excel beyond anything you could imagine.

 

So how are you doing?

 

Coach Manny’s Inner Circle – a great place to find the solutions you need.

Click here to sign up today.

http://coachmanny.com/coach-mannys-inner-circle/

 

Here are three things to help you on that road to generating more business today.

 

First, if you are going after the big ones, understand what it is going to take. 

Time, money and effort.  Then double or triple your estimate.  If you still feel you want to invest that much, then go for the gold.

It really does take that much.

 

 

Second, we often know this is the big one, but we let others convince us otherwise and we quit.

As JLD says on Entrepreneur on Fire and as I keep saying in this newsletter, you are the sum of the 5 people you spend the most time with.

Further, only the unsuccessful will ever tell you that you can’t.

 

So, get away from people who don’t encourage you to keep going.

 

And third, we just need to make some money, so often we move on.

As entrepreneurs, business owners, and sales people we constantly face this.

We need to eat.

We sure do, but we also need to look at the long-term picture.

What else can we do to make it until we crack this one?

There are always other solutions besides quitting.

 

Go for the gold.

Don’t sell your mine before you bring home the gold.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Now, if you want some help, then sign up today for my Inner Circle.

This is the group that will keep you going.

 

Talk and learn form others in business – what they deal with daily.

Find out you are not the only one dealing with those sales issues.

 

It will help you look at the options, cost, time and all those things.

It is full of people who have been there and done that.

 

So don’t take a chance on not making it happen for you, sign up today.

Coach Manny’s Inner Circle.

 

Click here to sign up today.

http://coachmanny.com/coach-mannys-inner-circle/

 

I still believe if you act quickly there are slots available under the regular $97 a month price tag.  And remember, whatever price you get in at, that is you fixed monthly cost as long as you stay a member.  Check it out today.

 

http://coachmanny.com/coach-mannys-inner-circle/

 

Do you stop selling before you even get started?

Do you spend a sizable percentage of time and effort finding leads?

Then, do you put in even more effort to get them to answer the phone or schedule a meeting?

 So much time and energy.

 Watch this Facebook Live sequence with Coach Manny. 

https://www.facebook.com/manny.nowak/videos/10210900242355112/

 

And all that just to hear –

            I am not interested.

 

            Can you send me some information?

 

            We are already working with someone else.

 

            I don’t have a need.

 

How do you respond? Do you then to answer, OK, Thank YOU – click.

 

What are you doing?

Taking orders or selling?

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Good sales people use these responses as ques to keep the conversation going, not as signals it needs to end.

Remember, it is your job to sell.

You do not take orders – you sell.

 

So today, I want to further discuss the four responses leads can give and explore answers you can use to knock them out.

 

Statement:     I am not interested.

 

Answer:          Can you tell me why?

                       

What has been your experience with this product/service in the past?

                       

I know – that’s why I am calling.

                       

Your not – well I bet I can get you interested.

 

Come on now – you can probably think of dozens of more responses to this rejection.

Why don’t you?

Why aren’t all these rebuttals in your bag of tricks?

Is it only because you haven’t taken time to practice and prepare?

 

 

Statement:     Can you send me some information?

 

Answer:          No, but if you are really interested I can drop something off.

 

I can do even better than that.  Are you at your computer?  Let me send you a link to download and then we can walk through the process

 

                        I could but so much stuff gets lost in the email black hole – how about…?

 

Not really, but if you go to our website, I can walk you through the process over the phone, right now.  Our site is CoachManny.com

 

I know how much stuff I use to mail out – it cost me thousands.

I know you can now do it via email – but does anyone ever look at it?

It really is the same problem as before, except now the trashcan is electronic.

 

 

Statement:     We are working with someone else already.

 

Answer:          You are?  What is the best thing they are doing for you?

 

                        What do you like most about them? I am always looking for opportunities to improve.

 

                        Are they doing what they promised?

 

                        Are you excited about working with them?

 

                        Do they still treat you as a prospect?

 

That last question might be a little strange, but the problem with most of us is we treat prospects like gold and won customers like silver.  Continue to treat them like you did before you had their business, and you will be amazed by the results.  Make them that important and they will remain customers for life.

 

 

Statement:     We don’t have a need!

 

Answer:          I understand but neither did 5 of the last 10 people I sold when we started talking.

 

                        Have you seen our new stuff?

 

                        What if I could show you something that might just interest you?

Remember, as Albert E. N. Gray says, “needs are logical while wants and desires are sentimental and emotional.”

 

They might not have a need, but they might just have a want.

 

 

 

Push back against these four rejecting phrases, and watch what happens to your business.

 

I can guarantee that if you commit to questioning and responding to these 4 types of rejection instead of accepting them, you will increase business.

 

We do this on a regular basis in Coach Manny’s Inner Circle.

We are constantly working on ways to help you learn more and become a super star.

We can help you double your sales.

 

Is sales a problem for you?

What are you going to do about it?

 

Are you ready for a solution that works?

 

Check us out.

 

Sign up for next weeks introduction to Coach Manny’s Inner Circle.

Facebook Live.

Click here to register now:

https://cd223.infusionsoft.com/app/form/web-form-submitted1

 

 

Ready to join Coach Manny’s Inner Circle.

Check out the sign up page – great discounts on rate while they last.

Sign up at discount price and lock in as long as you are a member.

You don’t want to miss this

http://coachmanny.com/coach-mannys-inner-circle/

 

 

 

 

 

 

 

 

 

10 Things that Successful Sales People Do That Failures Won’t

 

“The secret of success lies in forming the habit of doing things that failures don’t like to do.”     Albert E. N. Gray

 

Today I want to share some great words of wisdom on sales that form the base of my business and also will lead you into what our new sales group is doing.

 

Watch this article with Coach Manny on Facebook Live, just click the link below:

https://www.facebook.com/manny.nowak/videos/10210875964548182/

 

Each of these is meant to help you strengthen your sales process.

 

1/      Make the calls you are suppose to make today.

            No matter what else is going on.

            There are no excuses.

            Subscribe to that and you will be amazed at what happens.

 

 

2/      Do what you said you where going to do when you said you were going to do it.

In other words, schedule everything, and then execute your schedule.

Plan out tomorrow in detail, what you are going to do and when you are going to do it.  Then execute your plan and don’t let other people drive your day. 

 

3/      Stay focused on the sales

            As a sales person your job in to close business.

            There are so many distractions all around you.

            Ignore them.

 

Your job is to bring in business; everything else around you is secondary.  Successful sales people sell, and they sell big.  It really is that simple.

 

 

4/      Have a Positive Attitude and Take Positive Action

Successful people never let you know they are not on top of the situation.  They smile, they laugh they make your feel good.  They make you feel like everything is great.

 

            That is the attitude that closes business. 

            But don’t just have the attitude; instead turn the attitude into action.

It is one thing to have the attitude; it is another to do it in everything you do.

 

 

5/      If your company won’t buy it for you, buy it yourself.

            You are a sales person.

            You make money selling.

            If you have a problem because you lack a certain tool, go buy it.

            You get paid a commission.

            You have unlimited earning potential.

            If you really need it, it should be a no brainer.

 

 

6/      Prospect Everyday

            EVERYDAY!

            It doesn’t matter what else you have to do.

            Set aside 1 hour or more everyday and prospect.

            Period.

            If you fill the funnel, then overflow it, then make it run all over the place.

 

 

7/      Practice every day

            Know the script.

            Know the product.

            Know it inside, outside and around.

            Practice, practice, practice.

            Then do it again.

 

           

8/      Know the questions your prospect is going to ask.

            Research.

            Understand.

            Know what they are going to ask.

            Give them the answer in easy terms they understand.

            They should never ask a question you don’t have the answer to.

            They should never get an answer they don’t understand.

 

 

9/      Get to “Yes” or get to “No”

            It is easier to hang out in the middle.

            If the customer doesn’t say no, then they are still a prospect.

            Wrong.

            Go through you list.

            Ask yourself, and then ask them.

            Get to yes or get to no.

            Then get on with it.

 

           

10/    Your Day is not finished until the work is done.

            Sales people have unlimited income potential.

            That also means they have to work until the work is done.

            This is not 9-5.

            Successful sales people are always working.

They might be working in the islands in the South Caribbean but they are working.

            Don’t stop till you are done.

            The reward for great sales is unlimited.

            Stay and finish.

 

 

 

Looking for the keys to take you down this road?  Then perhaps you should look at our new private Facebook Group

Coach Manny’s Inner Circle.

To learn more about the Inner Circle, just email me. Manny@mannynowak.com.

Subject:  Inner Circle.

I want to learn more?

 

 

 

            

“Extraordinary results are directly determined by how narrow you can make your focus.”

From the book:  “The One Thing” by Gary Keller

 

Are you a multi-tasker and proud of it?

Are you the guy/girl chasing two rabbits at the same time and wondering why you are not catching either one?

Are you looking at your market as 1 inch thick and 100 miles wide – instead of focused on 1 inch wide and 100 miles deep?

 

In other words are you trying to do so much that all you end up doing is  “average?”  You know that nasty word that makes you like everyone else in your business?

 

Is your company “average?”

Doing OK!

Just strolling along?

 

Is that really where you want to be?  Or do you want to be a superstar?

If you want to play with the big boys and girls, then -

Stop.

 

Get focused.

Focus what you are doing.

And be amazed at what can happen to you and your organization.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Today I want to share with you three keys to help you narrow your marketing focus.  Three things which will help you grow your business.

No, these are not all there is, but if you do these three, you will be amazed at the results – so give it a try.

 

1/       Select one industry/vertical market.

           

Pick a single vertical to start with.

Preferably a market that you know.

            One that you are already good at and working in.

 

            Or one you have great passion for and are ready to put all into.

 

            Then go out and put all of your time, energy and resources into that market. Become the expert in one thing!

Yes, you can still do work for everyone.

            But unless you are Pepsi or Microsoft, you cannot afford to marketing to all of them.

 

 

2/        Geography

            Pick a physical targeted area to sell into.

            Yes, I am a national speaker/coach.

            But I market in the Northeast.

            Because I am not “Apple” and I cannot afford to market everywhere.

 

            I can still do work for people from anywhere who call me but I do not market to them.

 

            Remember, you are not some major organization with unlimited funds.

 

            Your target might be just a 5-mile radius from where you are located.

            Or a city, a county, a state or even multiple states.

            Whatever area, get to know it and work it as your area.

 

 

3/        Size of the prospect – either dollars or number of employees

 

            Again, everyone cannot be your market.

            If you are a B to B company.

                        Then define your market by company size or number of employees.

            In almost all business, marketing to different size organizations takes different practices.

 

            If you are in B to C market:

                        Then income level might be your method to find and define your audience.  Again, it makes a difference.

 

When you single focus, you will be astonished by what will happen to your sales and marketing process and at how much more effective it will become.

 

Trying to develop that sales process that will rocket your company to new levels of success?

Tired of all the stories of success without results.

Give me a call, set up 15 minutes for me to learn more about you, your organization and your dream.

Call or email today to get started.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

manny@mannynowak.com

856 358 4021.

 

We always hear people talking about, “the problem” instead of spending their time, energy and focus trying to find the solution. 

 

Today, I want to help you to move from a problem focused environment to a solution focused environment.

 

This simple little process, which I call the key to the solution, will help you get to that environment.  The process simply moves you from the problem to figuring out the solution.  I know it sounds so simple, yet so often people get stuck in the problem and never move forward.  Hesitation is the arch nemesis of success.

 

Step 1:

Define the problem – Use 30 words or less. No need to be too detailed. State what the problem is and then leave it for now. 

 

Step 2:

Define Solutions – Based on the problem, move your focus to the solution.  Brainstorm, or if you are alone, mindstorm the problem.  Don’t judge, simple come up with solutions.  For the simple problems, 3-5 potential solutions will usually cover it.

For everything else, I suggest defining 20 solutions that could help you solve the problem.  Don’t stop short. 

 

Step 3:

Select a solution – Go through the 20, cross out all those that do not really work.  Combine all you can.  Keep eliminating and combining until only one solution remains.

 

Step 4:

Develop the solution – Write out, in as much detail as you need, the plan and how you will make it happen.  Including a time table, help needed, costs and all other important details.

 

Step 5:

Implement the solution – Do it.  Don’t think about it, don’t keep going around in circles about why you can’t.  You should have done all that while thinking in the selection process.  Now, simply implement and go for the gold.

 

So, your first question is likely, “Manny, is it really that easy?”

Yes, in fact, if you can make a decision, it is even easier.

 

Can anyone do it?

Yes.

 

What is the key?

Now you’ve hit the most critical piece.  You see, in each step and in the process as a whole, you must know how to make a decision.  I know that sounds simple, but so many of us struggle to pull the trigger.

 

If you cannot make a decision, you will continue thinking about what to do, while your competition has already done it.

 

As one of my great mentors taught me many years ago, “make a decision will you please, if you make a wrong decision, then you can simply make another one to correct it.  At least you are moving.  If you don’t make a decision, you will continue to stand still.”

 

Every day, problems come and go for all of us.  Those that are successful understand this and take action.  The rest get passed by.

 

Sometimes this can be done is a few moments.

Sometimes it takes much longer.

But the process is the process.

 

So, this week I want you to try these steps and see how they work for you.  Remember through, if you cannot make a decision, they will not work.  So commit to that first.

 

Looking for that magic that will take you, your business and your life to the next level?

 

Get a copy of my book, “Failure Creates Success,” and take the first step to making it happen in your life.  Click the cover to order today.

How to create real success in all you do

How to create real success in all you do

 

https://www.amazon.com/Failure-Creates-Success-Manny-Nowak-ebook/dp/B00AWU9N1K/ref=sr_1_5?ie=UTF8&qid=1501592979&sr=8-5&keywords=manny+nowak