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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

We know that people do business with people they like, yet are we putting the right amount of effort into building relationships?

We have the technology today to do almost anything we want when it comes to growing sales and profit – but are we using it?

Both of these are powerful if used correctly and together, they will create an unstoppable process for you.

 However, what are you doing to make it happen in your organization?

 

Today I want to introduce you to 3 ways that you can make this happen.

 

1/        Commit to making CRM a critical part of your business process.

No thinking about it.

No exceptions.

Commit to using CRM (Customer Relationship Management).

Define that this is how you are going to use it.

No other ways will be acceptable in your organization.

 

Is it hard? Yes.

Does it take a great effort and commitment of both time and money? Yes.

But, you can never marry relationships and technology to generate sales and profit unless you make the commitment.

 

I have one client who committed years ago to using CRM and has since watched his business grow tremendously.  Today, he is moving to an even higher end CRM product because he understands what it can do for his business.  And he is just touching the surface of potential.

 

I have seen others who refuse to do it, or just play with it, and it shows.

 

CRM is not an option in today’s business world; it is a requirement.

 

 

2/        Teach yourself and your team relationship skills.

How to listen – effectively.

How to ask questions that make people think and then shut up and listen to their answers.

How to show the prospect that you are truly interested – that you really do care.

Then really care – don’t just act like you care in order to get the business.

Research and learn about the prospect – stop asking stuff you should know.

Connect at multiple different levels.

Ask for referrals.

 

Relationship building has never been an option; it has always been key to building business.

 

 

3/        Build, document and require everyone to use the follow-up process.

From the time you first meet someone – offline or online, through the entire nurturing process, until you close the business, and then on into a growing and long-term business relationship and referrals.

 

This is where technology shines. 

This is what CRM does for you – if you make it a standard.

This is where you can build automated processes and campaigns that do most of this automatically, or at least let you know what and when.

 

This is where technology meets relationships and if done right, they work together harmoniously to produce sales and profit.

 

These 3 processes will set you toward those sales and profit goals you really want to achieve.

 

Are you ready to make it happen for you?

 

Then you need to be at our up coming boot camp.

This is where we will show you how to do both and how to tie them together neatly to produce sales and profit.

 

Marrying, technology and relationships – online and offline to make you and your business a tremendous success.  Million Dollar Business Development Boot Camp.

 

If you are really committed to making this happen for you – then sign up today.

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/

 

Per T.D. Jakes, “The difference between the masterful and the mediocre is often a focused effort.”

 

Are you trying to do everything, for everyone, every time?

 

When asked, “what do you do,” will I remember – or will you confuse me so that I don’t remember?

 

When we talk with a focused person, we see passion; they know what they do and they know how to communicate it.  They have passion.  When we are done with our conversation, we also know what they do and we remember what they do.

 

The other day I had two conversations. 

 

One with a great guy who I would really like to work with.  However, I am still not sure what he does.  I know he does many things, but what and how does it relate to me?  We talked for about an hour.

 

The second conversation I had lasted less than 10 minutes.  Totally focused, and I think I want to work with them, because I know what they do and I can also relate it to what I do.  They do one thing and they do it amazingly well.

 

Strange thing; I think the first guy also did it!

 

Too many times we think if we don’t do it all, we will lose the business.  But the truth be told, the opposite is true.  Focus on one thing and you will get so much more business.

 

So what do you have to do to get that focused and use it to build your business? 

 

Let’s explore three things today.

 

1/        Find the “one thing,” you do.

            If you are in construction, what do you do?  Not, “oh I do everything,” but instead:

            A/        I am the best painter in the business.

            B/        I create kitchens like no one else can.

            C/        I am the best floor and tile guy you can hire.

 

            If in consulting:

            A/        I help people implement CRM systems.

            B/        I help people lead better.

            C/        I teach teamwork.

 

            Are you following me here?

 

            This doesn’t mean you don’t do other things that your customers might need, but the truth is that by focusing, you usually have more work than you can handle.  Which means you start to grow.  WOW!

 

2/        Market the “thing” you do best; better than anyone else can.

            I know many of us think that if we become the best  – all the work will come to us.  How is that working out?

 

            As one of my mentors and teachers, James Malinchak, (http://bigmoneyspeaker.com) has taught us, “no one will out market me.”  When you become the best at marketing what you do, you will be amazed.

 

So set your time, effort and dollars on marketing.  Become the one everyone immediately thinks of in your niche.  Yes, as a small business owner you can become, “the one.”

 

This is why you need that niche.

 

3/        Over deliver.

            You found your niche.

            You got others to buy.

 

            Now you have to over deliver the results.

            Most people can do the job – however, “you” do so much more.

            And you have to do it consistently – every time, all the time.

 

Do these three things and you will be amazed at what will happen to you and to your business.

 

Find your niche and go for it.

 

Now, if you need some help, then come to our boot camp this spring and spend two days with others who want exactly what you want.  Success.

 

Learn more and sign up here.

 

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/

 

 

 

 

 

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.

 

            Stop!

 

            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.

 

            Stop!

           

            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.

 

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/

 

 

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

Start today to play to win.

What IF You Increased Sales, Profit and Time

Posted by Manny on September 26, 2014
Posted in Leadership  | Tagged With: , , , , , , ,

Would it change your life?

Would you feel better?

Would you be so much more successful?

 

First let’s look at sales.

Here are 3 things that done effectively will increase your sales?

 

A/        Implement an effective CRM system, correctly and use it.

Know what, where, how, when and why.

What should you be doing today?

Where should you be?

How do you move forward with this account?

When should you be working them?

Why is this a great prospect and how do you turn them into a customer

 

This is just the tip of what CRM can do, but this is an amazing start.

 

 

B/        Develop a social media program that gets you results.

Start to use the right tools effectively to generate business?

Define which tool(s) is best for you and stop trying to use all of them.

Instead start using what works.

Define ROI, how much should you invest in social media and where?

 

C/        Develop a process to move suspects to prospects to customers

Get better and more effective at finding suspects.

Develop a clear process to move a suspect to a prospect?

Get better, more effective and more successful at moving a prospect to a customer.

            Start building and developing relationships that help your business grow.

 

Second, let’s examine increasing your profit.

You see, once you have sales rolling, then you have to ask, “How do you drop more to the bottom line and increase profit?

Start by asking yourself what you feel your business should be making.

Then ask yourself how can you make that happen?

Ask yourself some questions about it- such as:

     Are you giving terms that work for you, or are your terms killing profit?

    Are you a bank for your customers?  Do you wait way to long for your money?

    Could and should you be using credit cards and/or require more money up front?

    What could you change to get your money in faster?

 

Third let’s look at time management

Start enjoying your life and stop working too much?

The first step here is to stop letting everyone control your time and schedule.

Take back control of your day.

Live a proactive life, not a reactive one.

Stop your frustration by taking back control of your schedule.

Implement an effective time management process that gets things done in the time you want them done in.

 

This is a start – but what now?

First you have to get out there and get some training, education and help.

Learn the above and more so you can start to increase your sales, profit and time?

It will make a difference in your life?

 

One way to make this happen?

 Come to the

Million Dollar Business Development boot camp this October.

 

This boot camp is focused on these three points – sales, profit and time.

 

As a participant in this boot camp you will be able to build stronger, more effective relationships both on line and offline that will result in increased sales, profit and time.

 

Make 2015 your best year ever with increased sales, profit and time.

Click here to learn more about the boot camp in October.

 

So, you know have seen 6 of the 10 keys to sales success.
How did you do over the past two weeks in applying them?
Have you started to see the change already?

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No matter what your position, these tips will help you become great at selling.
Do not forget – selling is something we all have to do.

From the executive who has to sell his team to the stay at home mom/dad who has to sell the other partner on an idea.

From the clerk in the office who has to sell his boss on a concept to the student who has to sell the teacher on a proposal.
We all sell.

Today we wrap up our three week series with the final 4 tips. 10 key items to make you a great success at selling will be in your possession once we finish today.

What as Coach Manny presents all 10.

Watch this video:

Now, what are you going to do with them?
Learn these important tips and watch what happens to you and your success.

7. Ask for the order – you should be closing all the time.
I know that sounds simple – but it is a real problem.To many people go through the entire process like they were doing a commercial or were on an acting job. Thanks for your time, good-bye.
There are 100′s of ways to close – learn some more.

Objective is to close the deal.

8. Know your product/service/presentation cold.
There should not be a question you cannot answer or call someone who can.
In today’s world of technology, between your smart phone, the web and your IPAD, get the answer.
Not I will find out – find out now.
Objective: Never leave the customer with an unanswered question.

9. Know how to sell.
If you are selling, then you need to know how to sell.
If you are selling, then you need to understand the science of selling.
If you are selling, then learn the skills.
Nothing worse than a person coming into my office trying to sell me something who doesn’tknow what they are doing.
Objective: Getting the customer to buy – this is not a social call.

10. Learn and understand the customer’s expectations.
No one cares how great your product/service is.
No one cares how long you been doing this.
No one cares what you think.
The customer cares about what they care about and that is it.

Objective: Learn the customer’s expectations and meet them.

Even if you only learn 1 or 2, it will greatly impact your sales process. Selling is a science we all need to know. Take some time today and start learning it, no matter what you do for a living, selling is critical to your success.

Hope you enjoyed these?
Now – are you ready to take it to the next level?
Are you ready to be part of the 5%?

Check out our boot camp – you need to be there if you are ready to be part of that top 5%.

Click here to learn more:

Are you doing the right follow-up with your accounts?

How long do you stay in touch with a prospective buyer?

How long do they stay on your database?

How long do you keep trying to do business together?

One thing people can never accuse me of is giving up. They might wonder why I am still chasing a client (prospects are only clients not yet doing business with you), after years of never
getting any business from them, but I do not give up.

 

What is that right process for follow-up?

I learned follow-up by selling computer consulting services to large accounts. At that time I had a list of 100 key accounts that I knew could use what I sold but were not doing business with me.

The phone works great when you are needing to follow up!

The phone works great when you are needing to follow up!


 

I had a simple program; every month I called this list of clients.

I ask for the director of information systems.

Some times I got through and got a no.

Sometimes I didn’t get through and left a message. 

 

But, every month I called them.

After a while they knew who I was and would joke with me.

Step one in building a relationship.

 

This would go on for months and months and months.
Yet my persistent work did pay off.

One day they would say, “Manny, you just won’t give up until you get in here and we talk about working together”.
And they would give me an appointment.

Other times it would be, Manny, you called at just the right time, got a need, get in here and let’s talk.
This process sometimes took years. But I keep going, finally got the business.

Index cards?  Well better than nothing.  Follow up anyway that works for you!

Index cards? Well better than nothing. Follow up anyway that works for you!


The point is very simple and it really does work.
If you have a prospective buyer (one who can use your service and will pay for it) and you follow-up, build a relationship and persist in going after them.
You will win in the end.

It might take a while, but you will get the business.

Problem is, most people quit about 1 call short of success.

Same way most people stop 20 feet short of the top of the mountain when the fog gets to heavy to see.

Today I do coaching and speaking.
As many of my existing clients know, I do not give up.

I just stay connected, educate, inform and build a relationship until they do business with me.
I can remember selling an account after almost 5 years of working the client. Finally they saw a need for me.

If I had of gone away, they would never have called me?

Instead they would have called the last person they talked with.

But persistence again paid off for me.

 

What about you?

Are you doing the right follow-up?

Are you being persistent?

Are you continuing until you get the deal?

 

Or, are you stopping just short of the mountaintop.

Remember these?  WOW!  As I said - follow up is the key - whatever works for you!  Just do it!

Remember these? WOW! As I said – follow up is the key – whatever works for you! Just do it!

The great thing today is that you can do follow up so much easier, so much quicker and with so
much bigger of a group by simply using email.
This does not mean that the phone has gone away, it just creates a second method to do
follow up.

 

Yes, some people do get mad about emailing them, but they also are usually the ones that get even madder when you call them. So they might not be prospects at all?

I learned from some of the best that those who like what you have, even if they are not buyers
today, would never push you away. They might not read your email for months, but they will never
unsubscribe because you never know what the future will bring.

Today’s key thought is very simple.

 

Do you have a program of consistent follow-up on the people you meet and the prospects you find.

Is that program working for you?

If not, what are you doing to get a program together that works.

Follow-up is it really simple. Actually it is too simple for some because it just requires
staying connected in some small way. Most sales people would rather keep casing new business, it is
much more exiting.

But for those looking for great success.

Once you find the right prospects, just keep doing the follow-up and you will be amazed at how
much business you end up with.

Follow up is part of consistency.

Consistency is key to your success in the selling business.

If you are not doing it consistently, watch this video and learn.

 

Million Dollar Business Development Boot Camp

Posted by Manny on April 1, 2014
Posted in Networking  | Tagged With: , , ,

What A great Event it was – March 28, 29

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Sales, Profit and TIme

Posted by Manny on February 21, 2014
Posted in Personal Development  | Tagged With: , , , , , , , , ,

If you control, work and manage your sales,
your profit and your time, you have a great
shot at attaining outstanding success in
your life.

Generate enough top line income, whether
working in your own business or for someone
else and everything else seems to come
together.

Million Dollar Business Development Boot Camp

Million Dollar Business Development Boot Camp

Generate enough profit, invest and save
it wisely, and you will do tremendous.

Use your time most effectively and treasure
it as your most valuable resource and you
will be amazed where you get to in life.

Great family, great health.

However, the key that so many of us miss
is that to be really successful you have to
have all three working in your life.

In professional baseball, 1 our of 3 will
make you an all-star. A batting average
of .333 will make you one of the best.

As an NFL quarterback, if you complete 2/3
of your passes, you will be on the top of the
all time career completion leaders.

But in life, the greatest success comes to
those who complete all three.

Wondering if that is true?
Take a moment and think about it.
Think about the real successful people.
You will quickly learn that they have all three.
Think about those who look successful,
but where missing a piece.

Many have 2 out of 3, and might look
successful, but 2 out of 3, that is just
not enough.

At our upcoming boot camp -
Million Dollar Business Development
Boot Camp

We will be focused on helping you excel
in all three points.

1/ Get sales up – are you using the best
tools, the right resources, the right process.

2/ Make money – you will not be in
business long if you don’t. Plus, if you don’t
make a profit, how will you ever save
and invest?

3/ Make sure you use your time
effectively. Are you taking time for you, for
your health, for your family? Focused on
the best use of your time?

Sales, Profit and Time.
The three keys to your great success in all
you do.
Watch the video above.

Are you ready to make it happen in your life?
Ready to kick your sales up to new levels
of success?
Build a sales process that generates so
much income?

Ready to make a profit?
Ready to make that profit work for you?

Guest Speaker at the Boot Camp

Guest Speaker at the Boot Camp – Mr. Ed DuCoin

Are you ready to start to value time as your
greatest resource?

Then you need to come to our conference
this March.

Guest Speaker At the Boot Camp

Guest Speaker At the Boot Camp – Mr. Larry Steller

MillionDollarBusinessDevelopmentBootCamp.com

If you want to create that great success in
your life, then you need to be there.

Learn more – click here.

Great quote from an old Jim Carrey movie,
“Yes Man”, “Yes: say it a million times, then
say it another million times, what happens?”

What happens is that things start to move
forward and that your life/business/career
takes a turn for the better.

What happens is you leave the rest behind
and you lead the race.

What happens is success.

Do any of the following sound familiar to
you?

Problem: We need to get sales up.
Reaction: No, we can’t get sales up, have
you looked at how bad the economy is?

Problem: We need to go to the trade show
in New York.
Reaction: No, we can’t go, not a good
time to spend the money.

Problem: We need to invest in some
training for our people.
Reaction: No, we can’t spend money for
training.

What would happen if we got rid of the
“No” and said “Yes” instead?

Let’s look at these three situations over
again and see what we could have done
instead.

Number 1:
We need to get sales up.
Yes we do and here is what we are going
to do.

1/ Stop focusing on the negative that
is being presented – dump the negative.
2/ Start putting the right attitude on
and face forward – show people we believe
we can do it.
3. Get creative and become different –
this is a great time to sell.

One of the big problems today is that it
has been so easy for so many years to sell,
that many people without any skill or
ability have been able to survive.
But guess what?
That is not the case anymore, now you
have to be good to make it. So, what
are you doing to do to be the best?

Number 2:
We need to go to the trade show in
New York.

Yes, we are going to the tradeshow, in fact,
we are going to do it up right. You see,
many customers of our competitors will
be there. But our competitors have
elected to stay home.
Sounds like open territory for us.
How does this conversation sound.

You: “Hi Joe, good to see you and
Cindy at the show”
Joe: “Thanks, we thought we would see
our supplier here, but they do not have
a booth”
You: “It has been tough on a number
of companies, but why not come over to
our booth and let me show you a few
things. We are doing very well in this
economic times and are reaching out to
really help our customers.”
Cindy: “Well, I do not want to get caught
short if our supplier is in trouble financially.
Let’s see what you have to offer”

Number 3:
We need to invest in some training for our
people.
Yes, and not just training, but the good
stuff. There are some great deals out there
right now and we can take this chance to
upgrade our staff ‘s skills. Beside, once
things really get rolling, there is never
time to train. Let’s go for it, now.

Yes you can get your sales up.
Yes you can go to the trade show.
Yes to you can spend the money for training.

Yes, yes, yes.

The inability to say “Yes” to the things
that will help your organization create
success are definitely roadblocks to
your movement forward.

The attitude that so many people have
about the economy is really creating an
even greater problem. Remember that
attitude controls so much. Move forward
and create success while the others are
still focused on the bad economy.
How much further will you be ahead.
How much ground can you pick up.
How much more successful will you be.

Understand what is holding you back and
get it out of your way.

Success is right there for you, right now,
go for it – Say YES!

Yes, I am going to attend this week’s
Webinar:
Click here to learn more and register.

Yes, I am coming to the boot camp in
March:
Click here to learn more and register.

Yes, I am going to make this my best
year ever.