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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

In 2006 the concise Oxford English Dictionary announced that the word time was the most-often used noun in the English language.

We live in a world where people are obsessed with using days, saving minutes and trying to find more hours in the day.

Plain and simple, you get 24/7/365.
I does not matter how successful you are.
How rich you are.
How smart you are.
How good looking you are.

Nor anything else.

No one gets anymore and no one gets any less.
You have to learn to spend your time, effort and energy on the right things.

As Cynthia Kersey says in her book Unstoppable:
“Everyone is born with a limited amount of time. Every moment we live – whether we’re working, playing, complaining or being thankful – is time that we’ve spent. Nothing is more valuable than the time we have left.”

So what are you doing to make the most of the time you have?

Are you spending your time on the right things? As stated in other articles I have written, “are you busy or are you productive”? 

Is it time you stopped trying to do everything and started doing the most important things?

Remember what Dawson Trotman founder of the Navigators said:
“The greatest time wasted is the time getting started.”

The other day I was at a meeting and when I ask if anyone procrastinated, all I heard was laughter. You see we all do it. To get started seems to be so hard.

Writing the first line of a letter takes forever. Yet once you start your roll forward.

Picking up the phone to make that call takes us so long, yet once we pick up the phone, the rest is easy.

Even sitting down to play the piano, until we do it, seems like such a task.

Simply put, the start often stops us.

Here is a great story from InspirationalStories.com. The actual author is

The clock is my dictator, I shall not rest.
It makes me lie down only when exhausted
It leads me into deep depression
It hounds my soul
It leads me in circles of frenzy, for activities sake
Even though I run frantically from task to task, I will never get it all done
For my ideal is with me
Deadlines and my need for approval drive me
they demand performance from me, beyond the limits of my schedule
they anoint my head with migraines
My in-basket overflows
Surely fatigue and time pressures shall follow me
all the days of my life
and I will dwell in the bands of frustration forever.

The bottom line is simple. As stated in the book “The Four Hour Work Week, “Lack of time is actually lack of priorities. Further the author goes on to say that doing something unimportant well does not make it important.

Requiring a lot of time does not make a task important”

This week it is time to make 3 simple changes in your life and see how much you accomplish.

1/   Work on the highest priority tasks. I know it is hard to leave stuff alone. But do it.


2/   Focus on what you are doing, stop trying to multi task so hard. You end up doing nothing well.  Stay in the moment.

3/   Learn to say “NO”

Have a great week. Start taking control of your life by starting to take control of your time. Encouraging, educating, inspiring and strengthening
business owners to be the best.

Looking for that little thing that will get you more time?

What about those little spaces of time?

What if we could show you how to make them work for you?

Saving your time and getting more done?

To learn more chick the link below:


Is it time to kick up your closing game a notch?


Getting the customer to say it – yes!


Overcoming all those objections and getting to the cash.


As the great Zig Ziglar once said, “When you take close and remove the ‘c’, what do you have left – lose.”


The best key to close the deal is the ABC method.





Today, let me share five.


1/       The price is too high.


The first thing I want you to remember is we never should lower the price.  So many people go right there when, in fact, there are so many other options available.


Break it down into pieces.

If the price is $1200 to high.

What does that come out to?

$100 a month.

$25 a week.

Just about $5 a day.

Now ask yourself, is it not worth $5 a day to go with this product?


Look at terms. 

People forget that even though it cost $50,000, you can pay for it over time.


Add-ons are great. 

If you buy the product, I can throw this and that in for you.


Don’t you just hate it when the car sales guy/gal has to go to their boss about the price?  They’re just playing games with you.



2/       Not Interested


But you were interested?

You came in, or you asked me to stop by?

People are very busy; they are not going to give you the time if they are not interested.


This is a great cover-up for the real reason why they are not buying.

You have to get to the real reason if you are going to experience any success.


What did they like – ask.

What did they not like – ask.


Not interested is not a valid reason; there is something else buried deeper in the deal, find it and then you can fix it.


3/       Let me think about it.


Think about what?

It is clear you have not created a very effective want in the prospect.  He/she does not want your product.  If they did, they would not need to think about it any further.


This is bad; few come back from this.  You have to find a solution before you leave.  You have to keep them at the table.


Push without being pushy.  You can do it.

What is it they want to think about? Ask questions.


4/       Fear of change


Again, as you can see it runs through most objections; you have not created a want in the customer deep enough so they cannot go without buying from you.


Show them how easy the transition will be.

How you have helped others to do it.

How you will be there to make it oh so easy for them.

Give them examples.

Offer special help.


5/       I have to show it to someone else


To whom? 

Why weren’t they here the whole time?

Let’s get them in right now?

When can I come back and talk with them?


You, who have spent so much time learning how to sell this product/service, do not want this person trying to sell it to their boss.  That is a disaster waiting to happen.


Push hard.

You are the one who knows how to sell it, make sure you are selling it effectively.



There you have it, five objections and some different methods to handle them.

Yes, there are so many more, but start with these.


The others we have covered in one of the lessons in the “Double your sales” course.

Click here to learn more about doubling your sales and how you can make it happen.


Get your sales program up to the gold level, double your sales, click here.

How are you doing with your presentations?  Are you the very best you can be?  Do you create action with your presentations? Are people buying you?


Here are a few tips from our Business Results Coaching- training that will help you to up your game right away.


1/        Always open with an “attention getter.”



            Doing something crazy/different.


2/        Three sections of a presentation

            A/        Opening

            B/        Point 1

            C/        Point 2

            D/       Point 3

            E/        Close


3/        When you mess up – only you know.  Keep on rolling.

            If it is clearly visible – use it to make a point.


4/        Never tell a story without a point; never make a point without a story.


5/        Show and tell is great, but never use a pass out during your talk.


6/        Practice, Practice, Practice! 

           Again and Again. 

           Until it sounds natural and is good.


7/        Smile – use a smile to put the audience at ease.


8/        Connect with your audience.

           Make sure that your stories and talk are at the right level and have the right humor.


9/        Find three supporters and talk to them 90% of the time.


10/     Close with a story, preferably something that people will remember.



This is part of the 2 day video presentation course.  If you want to take your presentations to greater levels of success – simply call or email Manny at 856 358 4021 or Manny@MannyNowak.com.


Don’t miss our upcoming Sales and Marketing boot camp. 

Marketing Automation Boot Camp – October 22, 23, 2015 – Glassboro, NJ


856 358 4021