Header image alt text

The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

 

“Power, the ability to control and influence circumstances.”  Dr. Myles Monroe

The amazing thing that happens when you sit down and do a one on one with someone is that you learn amazing stuff.  Stuff you never thought this person did, knew about or was in anyway involved in.  It is so great to learn about people.

 

I was having a one on one with a prospect the other day.  This person was in the construction business.  Custom cabinets.  Very nice and very high end stuff.  I was amazed at the product.  The amazing thing I learned from the one on one was that prior to doing this business, the person was an international banker who knew people and still had connections on 5 continents.  Did I need some help making a connection in China?  Did I need a referral in England?  I did not, but you might.

 

Don’t assume who someone is by what they are doing today. 

 

Don’t say, like so many people, “they can’t help me.” 

 

How do you know if someone can help you before you really spend some time with him or her and learn about him or her?  If you are into building relationships, then take time to do one on ones.  They are where the real power of building powerful relationships is.

 

 

One on one’s are the gold of follow up and relationship building.  They open up doors that you never thought could be opened.

 

So, the next step in continuing to follow up is to do a one on one meeting. 

 

For me, if I see someone on my list is opening and reading the newsletters over an extended period, then I am going to try and set up a one on one meeting.  This signals to me that they have an interest and I better see how I can help them.

 

If I go to LinkedIn and see a person has amazing connections that I want to meet, I am going to request a one on one with them.   If they are connected to the people I want to meet and want to work with, then I have to start the relationship with them.

 

A one on one is a key piece of follow up.  This is when you really start to get deep. 

 

This person is willing to given you an hour or so of their time to sit down and talk, so what are you going to do with that time?

 

 

First, make sure you have many questions ready to ask.  More questions than you could ever get to.  You never know if the person is quiet, or if the person is a talker.  If they are a talker, you will be fine, but if they are quiet, you could blow through a bunch of questions before they ever open up to you.

 

Next, make sure you do your research on the person.  Don’t ask questions that are so easy to find online.  This makes people think you have not done any homework.

 

Third, I suggest you make a list of people you both know.  Then talk about the ones you have a good relationship with.  However, make sure you let the other person lead.  You do not want to put your foot in your mouth by talking well about someone they do not like.  If they take the lead, you will stay in a safe area.

 

Next, make a list of people they are connected with that you might want to meet.  These are the people who you want to connect to.  If you don’t ask, then how will you ever get connected?  But, it is important to ask with grace and patience.  Don’t go forward pushing, go forward asking.

 

Don’t say, “so you know Joe, could you introduce me?”

 

Instead say, “so I see you know Joe, how long have you two known each other? 

Do you do work together?  Etc.” 

 

Keep asking.  You might be surprised by the response– “would you like me to introduce you?”  Yes, yes, yes.

 

Make sure that when you meet you make it your number one goal to listen. 

Then to learn. 

Then to help. 

 

If you move in this way, you will be amazed at what you can get out of the relationship.

 

It is amazing what you can learn if you do the one on one effectively.

 

It is not about what they do, it is about whom they know.

Let’s face it; most people will never want to buy what you sell.

However, they just might know many people that do and if you follow up and stay connected and build a lasting relationship, they might just introduce you to them.

 

I have gotten some of my greatest business simply because I followed up and in that follow up, I ask for a one on one meeting.

In that one on one meeting, I listened, took notes, and was really interested.

 

At some point, maybe not today, tomorrow next week or even next year.

But if I continue to stay connected, then at some point, this follow up will yield business.   That I can guarantee you.

 

Read more in our latest book: My Sales Follow Up Sucks.

Available on Kindle for only $2.99

Click here to order today:

MySalesFollowUpSucks_F_Front (1)

 

 

 

 

 

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!

 

 

Any way that you slice it, sales is always about your relationship with the buyer.

If you doubt that, I don’t even need to look at your results.

So, if you don’t have time to work on the relationship, then sales is not for you.

 

When I speak of sales, please understand that every single one of us is in sales.

It might not be directly selling a product or service, but we all have to sell ourselves and our ideas to others on an ongoing basis.

 

Today I want to share the expertise of three of the greatest sales teachers.

 

Three simple points that will take your game to the next level and create greater success in you.

 

1/       The benefit has to be for the buyer.

 

“Do you (the sales person) really believe what you are selling is for my benefit, or are you just trying to sell [it to] me so you will benefit?”  Zig Ziglar

 

You cannot argue with the master.

 

Are you focused on what is best for the buyer?

Are you making sure that this really will help them and that this is the right product/service for what they need?

Are you willing to back away from the sale if you don’t think so?

 

Selling is nothing more than solving a problem that the buyer has in the best way possible.  Does your product/service do that?  If not, then move on and walk away.

 

If the buyer sees the benefit – you will see the cash.

 

 

2/       Keep It Short & Simple (KISS)  from Guerilla Selling

 

Never forget that your job is to listen and not to tell the prospect all you know.

Sales is about solving the problem and subsequently getting the order.

 

How many sales people just love to talk and waste way too much of your time?

How many sales people just talk and talk and talk?

 

Yes, you are there to build a relationship.

However, not to take all my time, energy and patience.

 

The relationship should have been started and built long before you ask for the order.  Take enough time to build the relationship and keep the selling part both short and simple.

 

 

3/       They buyer has to first want to listen

 

“It is as useless to try and sell a man something until you have first made him want to listen as it would be to command the earth to stop rotating.”  Napoleon Hill

 

Have you ever met a person who tried to sell you something the moment you began talking?

They are in pure sales mode, focused on getting you to buy.

And you have already turned them off.

 

I am not listening – don’t you get it?

 

Again, first you need to build a relationship with the person.

Then you will create a desire for them to listen to what you are selling.

This then creates a buyer.

 

If all three of these are answered, working and if you have taken the time to build that relationship then:

 

They know that what you have will benefit them.

They know they want it, so they are already sold.

They are listening simply because they are interested.

 

WOW!  It really is that simple.

 

Great sales people do not necessarily make great sales directors and leaders.

Prior experience or background in an industry does not necessarily make you a great sales leader.

Great sales leaders are leaders first, then sales people.

 

WOW!  Does that fly in the face of so many hiring managers today?

Yes.

 

Ever read the ads for sales leaders.  Most of the skills required have little if anything at all to do with sales leadership.  If you want a sales person then hire a sales person.  But if you want a person to lead your sales process, then hire a leader who knows how to get the best and most out of sales people.  They are not the same skills.

 

This is also why so many mistakes are made when trying to hire the best person to run your sales process.  To many sales leaders are great sales people, but poor leaders. 

 

One of my greatest success stories comes from going into an industry I knew almost nothing about.  Hired as the VP of Sales I built a team that took sales up 80% in less than 2 years.  Why?  Because as a leader I built the best team and got them to produce.  It was my job to increase sales though others, not to sell.

 

Yes, sales leaders should have a sales attitude.  But you all know from following me that I believe everyone in an organization should have a sales attitude. 

 

So what are the skills a great sales leader should have?  Well here is what I look for when helping others find the best in sales leadership. 

 

1/        Ability to build relationships with members of your team.  

The problem with most sales people is they are great at building relationships with customers, but terrible at building relationships inside the organization.  Sales leaders have to build great relationships inside, both up and down.

 

2/        Ability to get Commitment of your team.

Ability to set, communicate and get commitment of the sales people to the expectations the company has.  This is what is expected.  No hidden agenda.  This is what you have to do.  Commit to it now or perhaps this is not for you.

 

3/        Not accepting excuses as to why things are not getting done.

Instead, what can you do to make it happen?  Don’t come in and tell me it is not happening.  Instead come in and ask for help, come in with some solutions.  Let’s make it happen.

 

4/        Teaching ability

Number one, you need to teach and develop your team to be super stars.  It is no longer about you but about your team.  As a sales person, it was about you being the star.  Now it is about you making your team the star.

 

5/        Give the credit and take the blame. 

If it works, they did it.  If it fails, I did it.  The days of getting all the credit are gone.  This is hard for many.

 

6/        Get out there and work with them. 

Not doing their job, but doing yours.  Leading them and helping them to be great.  Support and kick butt.  Both are needed.  You need to be out there.  When I manage a team, I live on an airplane, in a car and in hotel rooms. That is just the way it is.

 

7/        Give them a process and plan to follow, and hold them totally accountable. 

Give them a process that if they follow it, they will be successful.  If they don’t follow it (This is the way we use to do it.  You don’t understand! ), then they need to move on.  The process works if you follow it.

 

Don’t get me wrong.  Some great sales people, just like some great athletes make great leaders.  But leadership is a different skill.  So if you want great sales leaderships, then hire people who are great leaders that can get the maximum out of sales people.

 

 

Are you using Linkedin to generate business?

Is it working for you?

 How are you using it?

Are you getting what you expected?

 

How can you do it better?

 

Linkedin is one of the most powerful tools out there for generating business.

Yet, so many people are not using it the way they could.

 

This article is a simple introduction to help you learn a little more about the tool and to help you to start using it for generating business.

If you want to learn more – check out the free webinar we did, Click here.

 

So how can you use Linkedin to generate business?

There are so many people on Linkedin.

I have been able to find people I have not connected with in years.

It is the gateway to building new relationships, rebuilding old relationships and generating business.

 

But it does not do it for you, it simply opens the door.

Linkedin is a tool.

 

If you are looking for companies and connections, where should you start.

Let’s look at one simple example.

 

You first have to define what you are looking for:

Example 1:   I am looking for:

Small business owners (Owner, CEO, President).

In the Service industry.

In the state of New Jersey.

Who are connected to someone I know well.

 

Example 2:  I am looking for:

Purchasing agents.

Medical supplies business.

In the Greater Northeast.

Who are connected to someone I know well.

 

The key here is to use the gold you have first.

Start with the people in your network that you know well – they are your gold.

Find one person you know very well who you know will help you.

A person who has 200+ connections.

 

Now take time and look through their connections.

Find the connections that meet your criteria.

Make a list of them.

Start conservative, find 20-25 that fit well.

That is enough for now

 

Now pick up the phone and call your friend.

Hi, Mary, this is Manny.

I was just going through your connects on Linkedin and found some people you know that I would like to connect with.

Can we get together (phone of in person) and discuss the list.

 

If you would like to go through my connections before the meeting and see who you would like to connect with, I would be happy to help you as well.

I can send you my list before we get together so you can look through them.

 

That is it.

Now when you two get together.

Your friend will have gone though the list you sent, crossed off all the people she does not really know that well.

 

The original list of 20-25 is now down to about 10.

But they are 10 that will work.

 

You now go through the list and talk about the people she can connect you with.

After this, you might be down to 5-6 really good connections for you.

 

The best method at this point is if your friend, right then, will pick up the phone and make the connection and set up a time for you to call the person.

That is not always convenient.

Nor does everyone want to do it that way.

So, if they call later, that will work as well.

 

The other method is for them to send an email and make the connections.

That works also, but the phone is so much more powerful.

And so much more successful.

 

What if you did this with just one person a week for the next 6 months.

And each one connected you with just 3 people.

3 x 26 equals 78 connections.

If you close only 8, and perhaps started a relationship with another 8.

Wow!

 

Start using Linkedin to generate business.

More information and a free webinar, Click here.

 

Linkedin is a key to networking.

Networking is what we do extremely well.

Learn more about our program – click here.

 

Also, please make sure you have signed up for our fall boot camp.

Linkedin will be on the agenda.

Click here to learn more and sign up at the reduced rate today.

Million Dollar Business Development Boot Camps – ROCK!