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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

When you teach the people in your organization, are you hesitating?

 

Are you teaching them everything you know?Coach_Manny (1)

 

Are you giving them all they need to be as good or even better than you?

 

Most of us do not do this.

 

Why do we hold back, why we do not share with people all we know, all we have, all we have learned, everything we could give them.

 

Why?

 

Is it because we are we afraid?

 

Are we afraid they might leave us and create a company that is greater than ours?

Are we afraid they might leave us for another organization?

Are we afraid they might be more successful than we are?

 

What is it that holds us back from giving them all we have?

How did we become great leaders?0035

Who helped us?

Think about that, and you might be amazed.

I know I am thankful that those who taught me, most gave it all.

 

Do you as the leader want to create fans or do you want to create leaders who are as good or better than you?  We are all quick to complain about the people who work for us and their abilities, but are we as quick to teach them everything we know.

 

It is a question all of us in leadership face.

It is a question we have to work through.

It is holding our organization back from being all it could be.

 

Start by embracing the fact that great leaders create great leaders.

 

What that means is that those that we create, if they take what we teach them and apply it, have an excellent shot to be better than we are. 

 

Are we really okay with that?

 

If you want to create fans then you should become an entertainer.

If you want to create great leaders in your organization, then give them all.

 

Let me repeat again, great leaders are created by great leaders.

 

What great leaders do is give everything they have, and more.

They give the connections and support. 

Great leaders care, they share and they really do want to create people even more successful than they are.

 

Great leaders take huge pride in the success of their team and in knowing they helped make it happen.  Even if only in a small way.

 

If you have the opportunity to teach people to become great leaders.

Take that opportunity and help them.

and then let them go

and see what happens.

 

They are never going to forget you and what you did for them in the long run.  Yes, sometimes it seems they forget, but when they take a moment to reflect, they know all you did for them.

 

Ask yourself, do I share everything I have with those I am training.

With those in my organization.

 

Failure Creates Success.

Are you giving it all to those you are building?

How to create real success in all you do

How to create real success in all you do

If not, change today.

 

Take a shot, you will be amazed.

 

If you want to be a great leader and need some help, then give me a call.

I help build great leaders because I share all I know.

Sign up for a 30 minute free consultation.    Click here to schedule your call.

 

 

 

 

 

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?

 

“There are no great people in this world, only great challenges which ordinary people rise to meet.”

–William Frederick Halsey, Jr.

 

Did you ever notice that the most approachable people are the ones who have attained great successes themselves? They seem so open and willing to talk with you and listen to you. Did you ever notice the “let’s pretend I am important people” are not really that important after all?

 

A good friend of mine is an extremely successful entrepreneur. He’s earned a three-time Inc. Top 500 listing, took his company public, made a great deal of money, and he’s continued to build more companies. Some worked, some did not. He has had great success and could be classified as a “serial” entrepreneur.

 

Yet, if you met him at a networking event, you would find that he was one of the most approachable people there. If you went up to him, he would begin talking with you, making you totally comfortable. In fact, if he knew you were a newcomer to the group, he would try his best to help you meet people.

 

So what do you have to do to be approachable?

 

What are some of the very simple things that we can start with to get you to the point where people will come up to you?

 

First, and this could be your greatest asset, put a smile on your face. It is so easy to walk up and start talking with a person who smiles at you. It makes you feel comfortable from the start.

 

Second, make eye contact. Look like you want people to come up to you and just see what happens. If you look away you will drive people away. If you look down, they will go around you. Be approachable.

 

Too many times people go to a networking event, see a bunch of cliques, and get really turned off. I know I hate to go to certain events, and in fact I don’t go to them anymore, because the people are so into each other that they don’t care about a visitor. They really don’t want to network, they want to socialize.

 

The above is from my book, “The ‘Manny’ Ways of Networking Successfully, Too.”  

Are you ready to turn your networking into profit?

To make your networking work?

 

If you want to learn more, get your copy on Amazon for only $2.99 today.

 

The “Manny” Ways of Networking Successfully, Too – click below to order today.

 

 

http://www.amazon.com/Manny-Ways-Networking-Successfully-Leadership-ebook/dp/B00H3KTD0I/ref=sr_1_1?ie=UTF8&qid=1456145099&sr=8-1&keywords=the+manny+ways+of+networking+successfully+too

 

 

If you want to take your networking stills to even great new levels with hands on practice – join us at our Marketing Automation Boot Camp, March 16, 2016, Sewell, NJ –  interactive hands on networking and so much more.

Learn more at:

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

 

Is lead generation something that is always on your mind?  Are you struggling to get all the business you really want?  Please watch this Video on the 5×5 lead generating process from our Friday free webinar with Coach Manny.

 

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Ever wonder why you can do the most wonderful presentation in the world?  Receive great reviews from each person at every meeting.  Receive great complements.  Have people ask you for help with their presentation. 

Yet, you walk out with no deal. 

So, what gives? Why does that happen?

 

I once did a great presentation for a company looking to buy our software development skills.  They all loved my stories; they loved the way I walked them through the process.  They actually told me it was one of the best software development presentations that they had ever seen.  However, they did not sign.   I did not get the deal.  They did not show me the money.

 Picture 012a

What happened?

Why?

 

We had spent so much time, effort and energy on the presentation.  We practiced everything just like we were told.  We went over it a dozen times.  We had everyone involved.  This was one of the biggest deals in the company’s history.  And we did not get it.

 

Why?

 

Have you ever been there?

Did you wonder why when this happened to you?

 

Well, the bottom line was that the presentation was great, but we did not persuade the prospective customer to buy.

 

This should really hit home.

It did with me when I was listening to one of my great mentors, Jim Rohn, talking about it.

 

Amazing isn’t it?

We present, but we forget that in that presentation we have to persuade the customer to ultimately take action.  To buy… To move forward.

 

I don’t mean change the presentation to something that is purely selling.  But, I mean simple things that will move the customer towards the close.

 

As another of my mentors, Zig Ziglar, says, “you got to always be closing.”

 

So, always be asking these questions.

How to create real success in all you do

How to create real success in all you do

 

 

1/        What if you had this product/service?

            What would it do for you and your company?

            How could it make life better?

 

2/        Can you picture what it would look like to own our product/service?

            See yourself using the product.

 

3/        Do you see the savings and what you could do with that?

            This is the cost per year, per month, per day, and even per hour.

            Break it down simply so they can see.

 

There are so many more ways you can do this in a presentation.  However, the most vital part is that you have to do it.

 

Tell them, “If you had our developers working with your team, they would be learning new stuff and product development would increase by 50%.”

 

Tell them, “Look at your people working side by side with our consultants.  Teaching and helping.  Look at the project coming in ahead of schedule.”

 

What would the CFO say when the project came in at 20% under estimated cost?  What else could you be doing with the savings?

 

The next presentation you do, make sure you are moving the prospect towards the close. 

 

It is great to present facts, but you have to translate them into benefits for your customers.  You have to make them want to buy.  You have to make it so that they cannot let you leave without the deal.

 

If you are not closing the deal, then look to see how well you are persuading your prospects.

 

Need some help?

This is just the beginning.

You have a great presentation.  Now, let’s go through it and get it to persuade the customer to buy.  You will be amazed at how much more business you will close.

 

 

 

 

In today’s world of technology, not providing follow up is totally unacceptable.

You can automate most of the process, so why are people still so weak when it comes to following up?

Why are people leaving so much business on the table, and then wondering why their business is not growing as they desire?

 

A simple example:

You go to a networking event, you meet 8 new people, you start 4 potentially strong relationships.  Then you go back to the office, immerse yourself in your day to day activities, and what happens to those 8 people?  What happens to the 4?

 

Do you have one of these in your office?

pictures of piles of businesscards 

Leads that I killed.

 

So, what can we do about it?

Let’s look at one simple solution that we have implemented and that is working very effectively for us.

 

1/        It all starts with your smart phone.

Use your smart phone to scan the business cards you gather at an event.

            Do it as soon as you get to the office, or better yet, in your car or hotel room immediately after the meeting.

           

            I happen to use SNAP which works well with my Infusionsoft product.  However, there are many products out there.  Note:  I also ask if it is OK to send them a follow up email.

 

 

2/        Upload the scanned card into your CRM system.

            After the scan, you can add data or tags. 

            You can also change anything that did not scan correctly.

            It is amazing how well the scanning software today works.

            Most times, all I do is add a tag that the contact came from a business card.

Plus, if it is hot, I will add a hot tag too.

           

            The contact then uploads into your CRM system and creates a contact record.

            Again, I happen to use Infusionsoft as my CRM, as it is totally automated.

 

3/        Have an automated process that starts the follow up.

            I have built a campaign so that when the new contact is uploaded, the initial following happens over the next 37 days.

            A/        They get an email the next day explaining how I enjoyed meeting them and that I hope to learn more.  I also send then a link to one of my free eBooks.

 

            B/        Three days later, they get another email, this is one of my articles along with a link to see if they would like to receive them regularly.

 

            C/        A week later, they get another email, this one inviting them to an event we are doing in the near future.  Again, this comes with a link to join our list.

 

            If they join our list at any point, the process ends at that point and they begin a different process.

 

            This process continues with a few more articles and/or invites. 

 

            If they do not join our list at the end of this process, then they are set up for a different process in the future and receive no more emails at this point.

 

            In some of our processes, we also add calls, visits or other touches to the sequence.  But we don’t have to remember what they are; the CRM tells us if we need to so something, what it is and how to connect.  All via an email.

 

The point is that all I did once I built the process was scan and approve the card.  The rest is completely automated.

This is a process for when we receive a business card.  We have a different process for each way we connect with you; both online and offline. 

 

The statement I started with: In today’s world of technology, not providing follow up is totally unacceptable.

 

Start to automate your follow up processes today.  Need some help?  Connect with me.  Our function is to help your build the best business development process for your organization.  Increase sales, profit and time.

 856 358 4021

Manny@MannyNowak.com

What are the right places? 

What are the right places for you?

I have to start by sharing a great networking experience I had the other night at an event hosted by my friend Todd.

 

This was a pro-basketball game pre-game networking event that lasted for 2 hours, followed by a ticket to the game.  Two hours of meeting people and building relationships. 

Wow!  I would have to classify this as a great event.

Why? 

Simply because in that 2 hours, I met 18 new people, 11 good connections, and 5 excellent potential customers. 

For me, this was the right place.

 

Are you networking at the wrong events?

 

Meeting few if any new people; spending too much time in small talk.

 

Not moving the people you meet any further in the sales cycle.

Wondering if networking is worth all the hype?

Asking how to find the right places.

 

How do you find the right places?  Let’s start with 3 simple things to look at.  These come from my new book.  The subject will be finding the right places to build relationships that generate revenue.  Keep watching, it’s due to be released later this year.

 

1/        Define what you are looking for – the profile of the contact you want to meet.

            What is the definition of the right connection for you to meet?

            Is it a sales person or a business owner?

            Are you looking for accountants, professionals, or trade people?

            Do you even know?

            Will this event have these types of people?

           

            You need to understand the what before you go out there.

 

2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?

 

            Why are you there?

            If you don’t understand this, how will you measure your success?

 

            Does this look like the right event to meet your needs?  

 

3/        Define the type of event you would find these people at?

            Would they be at chamber meetings?

            Do they go to tradeshows?  If so, which ones?

            Do they go to special events?

            Are they part of lead groups?

            Do they do networking in the morning, evening or at lunch?

 

This is just the start of the process. 

 

But if you just work these 3, you will be amazed at the difference it can make.

 

Looking to learn more and become that super networker?  Find the right places?  Do the right things to make 

networking work for you?  Come to the boot camp. 

 

CLick here to learn more!

 

I have had it with people I meet at an event for

the first time, thinking I am ready to

buy what they have to sell.

 

How about you?

 

No wonder people hate networking.

No wonder buyers and senior executives do not attend such events.

 

Why would you send an email to someone

you only just met at a networking event

saying: “Here is a list of what I do, please

review and let me know what I can do for you?”

 

Why would you call me and try to schedule

a meeting to review my needs when I do not

even know you yet, and you do not know me?

 

Why do you think I am interested in

what you have to sell if I do not even

know who you are yet?

 

Amazing, and it never stops amazing me that people do these things.

Every week I get them.

Every week I write, speak and teach about networking, but is anyone listening?

 

You have to build a relationship with a person before they are going to buy anything.

You have to learn a little bit about them.

You have to make them feel important and like you care.

 

I don’t know you, so what would ever give you the idea I am interested in what you sell?

 

Building a relationship with people is one of the greatest weaknesses most people have in business today.

They simply move from “hello” to “get your wallet out”.

From “nice to meet you” to “which one of these would you like to buy?”

 

Ever wondered why you are not successful both off-line and on-line when it comes to selling? 

Relationship building is required in both.

 

Ever think it just might be you have not taken the time to learn a little about the other person?

 

Three simple keys:

1/        Get to know the other person.

            Ask questions.

            Listen.

            Make them feel as though you are interested and you are willing to take some time to know who they are.

 

2/        Invest some time in the relationship.

            Schedule a one on one meeting.

            Go see the other persons business.

            Learn a little about them and their business.

 

3/        Ask how you can help them.

            One of the greatest sales people ever, Zig Ziglar, put it very simply,

            “the best way to get business for yourself is to help someone else get business for themselves.”

            If you help someone with what they need, then you start to create a relationship.

            If you create a relationship with me, I might just be interested in what you have to sell.

 

Wow!

You mean that is all there is to it?

 

This week and this coming year.

Change the way you do business.

Start to listen to what others need.

Start to help others get what they need.

You will be amazed at what happens to your business.

People buy from people they like

“How you sell the business is how you’ll lose it. If you get the business solely on price, you’re likely to lose it on price.”
––Unknown

When was the last time you made a purchase from someone you didn’t like?

Did you have a choice in the matter?

If you had a choice, I am sure you passed on the product /service because of the sales person.

Face it: We buy from people we like.

We buy from organizations we like.

We do not buy from people we do not like.

We do not buy from organizations we do not like.

Fact is:
If we don’t like the person we had to buy from, we won’t buy there again.

Fact is:
Price will become secondary.

Many might argue this point, but let’s ask ourselves some further questions:

Do people like you?

If not, why would they buy from you?

Do people like your organization?

Do you ever buy from a company you don’t like, if you have a choice?

Do you go way out of your way for people?

When was the last time you did something for a stranger and expected nothing in return?

Are you willing to be humble?

Do you know what “humble” means?

Would people you know and/or have talked with feel bad about buying from someone else? If so, you have started to rock.

If my customer buys from someone else and does not lose sleep, then I have not done my job.

Have you ever had a customer come back and confess, asking for forgiveness?

Now you have a customer for life, if you take care of him/her.

Try this simple exercise:

Ask yourself, “Why should people buy from me?”
Great product.
Great customer service.
Because it is convenient
ETC!

Make a list of 10 reasons. Do it, right now.

Now ask yourself, “Would someone buy from me?”

Because we have a relationship.
Because they like me?
Because I take great care of they.

Make a list of 10 reasons why they would. Do it, right now.

What did you learn? Would you buy from you even though you should?

Well, if you wouldn’t buy from you – why would you ever think I would?

First you have to believe that you would buy from you.

If you would buy from you, then so would others.

But remember, you have to do an honest assessment.
We all have relationships in many aspects of our lives. We all have people with whom we play and socialize. These are people we like.

So why is it so hard to think of business that way, to think of selling in this manner––with people we like? Why would it be any different?

We do business with people we like.
If I asked you for a list of people you buy from that you are happy with, how many do you have a relationship with?

How many do you like? So, if you buy that way, why would someone else buy another way?

If people like you, they will buy from you.

If they don’t like you they will not.

You better believe it!

***This article comes from chapter 2 of my book, “All People Who Work For Me Are Selling.”
If you liked the article and want to learn more about creating a sales culture in your organization, please buy a copy today.
Purchase on Amazon Kindle Version for only $2.99

“Whether you think you can, or you think you can’t–you’re right.”
― Henry Ford

So how are you doing with this?

Are you really taking your business to the level you want?

Or, are you holding back?

Are you doing great, but you known deep inside that you could do so much more?

Are you going backward? Doing things the way you always have and wondering why things are not taking off?

I wanted to share a great story with you this morning that I hope will help you in moving forward faster and stronger. Now I am no Bible scholar, but this story is a great story of believing you can.

Many years ago a might leader, you might have heard of him, Moses? He had a tough mission before him. He had a hard group of people to deal with. A group who kept seeing miracle after miracle happen, but then forgetting what happened and falling backward into unbelief.

Moses was on a mission. The mission was to take the people into a new land. He had brought the people a long way (God had). They had overcome so much on their journey, that by now, they should have had a great belief. But instead, they were weak and their belief sucked.

Just take a moment and think of how much you have overcome to get where you are today – don’t stop now. Believe you can.

Moses sent out a team of 10 men on a mission to spy out the promise land. These 10 men went out and they saw this beautiful land flowing with milk and honey. It was a beautiful place. All that God had promised them so long ago.

But, (isn’t there always a but) there were giants in the land and this created fear in the men. Even through they knew God could defeat the giants, they feared them.

Kind of like when you know you can break through this roadblock. You know you have done it before. You know you can take your business to the next level, yet you don’t.

How long are you going to sit there and let the giants hold you back?

So the men said among themselves, “we cannot take this land, the giants are to strong, we have to report that the land is not what we though. We have to think of the people.” So that is what they did. They reported back that it was not a great land and they should not move forward.

Does this sound in anyway familiar to any of you? I believe many of us have been there and done this. We know exactly what the combination to the safe is, yet we do not turn the dial, we do not open the door, we let fear hold us back. We let fear keep us from being all we could be and doing all we could do.

Today I want you to take another look.
You see, there where two men among the 10 who had no fear, who wanted to move forward, but they where held back by the rest.
What is holding you back?

Today I want you to start believing and start moving forward.
I read a great little quote this morning that fits here very well.

“Vision without action is daydreaming.
Action without vision is a nightmare.
Vision with action is beautiful reality.”

Today, start down the road to remove those roadblocks and to make it happen for you.

Stop holding back and start going for the gold.
YES YOU CAN!