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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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?

 

 

 

            

Prospect a great deal and you fill the funnel to the top.

 

It’s simple math, really.

The more you put in, the better your chances of getting more out.

 

Yet as sales people, we still don’t get this simple concept.

 

As a sales person, you must never forget this great verse I pulled from God’s Word.

“For whatever a man soweth, that shall he also reap.”

 

In other words, you get out what you put in.

Put in a little, don’t expect to get out a great deal.

It just doesn’t work that way.

 

 

 

Even the worse sales person, someone who “sucks” at it, will close business if he prospects consistently.

 

The sales person who has one deal and closes it has a 100% close rate – but unless he is selling airline fleets, or some other mega items, he doesn’t make any money.

 

Fill the funnel.

 

You have to prospect every day.

No matter where you are in the world.

No matter how much you have to do.

There is no excuse.

Consistency outweighs showmanship every time.

If you prospect everyday you will be successful – no doubt about it.

 

Joe always has an excuse for not prospecting.

Today it was he was out of town.

Yesterday he was getting ready to go out of town.

Tomorrow he will have to follow up because he was out of town yesterday.

Last week he had personal stuff.

Next week – what ever.

 

Once you let excuses in – you are done.

Not just in sales, but in everything in your life.

 

You reap what you sow.

Math works every time.

 

Unlike Joe, Marsha was obsessed with building her business.

 

No excuse worked.

When she was out of town, she still made the calls.

When she was on the west coast, she got up early and made calls to the east coast at 6AM.

When she was on the east coast, she worked late and made calls at 7pm to the west coast.

 

When she had 100 other things to do, she still made time to prospect.

Like all of us, Marsha had personal issues – but she still prospected.

 

She learned to compartmentalize

Surgeons do it best.

Everything in their personal lives can be falling apart, yet when they get a patient on the table, they are total focused on the surgery.

 

No matter where Marsha was or what she had to do, she still prospected.

 

Today, Marsha is the VP of Sales and Marketing for a major player in her industry.  Making the big bucks.

 

Joe, on the other hand, is only making excuses and wondering when he is ever going to make any money.

 

What about you?

Joe or Marsha?

 

Learn to be consistent.

 

Join our cold calling challenge now in its 7th week.

 

Simply doing this with us for 90 days will take your game to the next level.

 

If you consistently prospect, you will fill the funnel and succeed as never before.

 

Learn more about the Cold Call Challenge and sign up – click the link below.

http://coachmanny.com/the-challenge/

 

 

 

 

Cold Calling is not DEAD

Posted by Manny on November 6, 2014
Posted in Selling  | Tagged With: , , , , , , ,

What is dying is the desire to cold call.
But hasn’t that always been the case?
Name me 3 people who love to do cold calls…

I once had a sales rep who loved to make cold calls and who did it so well.
They are few and far apart.
This guy was a gem.
The only downside was that I had to buy him a new phone every month as he would slam the receiver down hard, and after about a month it would break.
But, he was successful.

The difference is that today there are so many “other” things for sales people to do.
And everything sounds better than making cold calls.

Yet, why is it that every day millions of cold calls are made?

Why is it that I hear stories all the time of successful “cold calling” programs that are yielding big business results?

Why are calling firms growing and doing so well?

Because cold calling is dead?
I don’t think so.
Cold calling is alive and it works, but not without some effort.

We just don’t want to do it.
But then we never really did – did we?

Cold calling is one of the tools that helps you create a successful sales process.

It works because just like all your sales processes, you have a plan and you execute the plan.

Here are five keys that will have it working for you. These are not all the keys, but do these and note what happens to your process.

1/ You have a “good” list.

The right companies to call.
The right person at the company to call.
The right phone number.

2/ You have a “good” script and you practice.

Not the word-for-word kind of script.
But simply an outline of what to say, when and how.
Plus a list of the questions that could come up and the answers.
And you are smooth.
Practice, practice, practice.

3/ You make a consistent effort.

You do it every day, once a week, twice a week.
You do it for x amount of time, 1, 2, 4 hours.
You do it at a certain time each day.
You have a plan of when before the week starts.
You do not let anything stand in the way of making the calls.

4/ You measure the important factors – both planned and actual.

Number of dials
Number of connects.
Number of times you tried to call this number.
Number of times you spoke to the right person.
Number of appointments made.
Number of deals eventually closed.

5/ Your callers have the right “attitude.”

They believe it will work.
They believe in the product.
They believe in the process.

So is it time to take a deeper look at reviving cold calling in your sales process?

You might not even make the calls yourself.
You don’t have to.
There are some great businesses out there that will do them for you.
(Email me and I will connect you.)

But don’t say it doesn’t work.
If you never again get a cold call, then you might be able to say that.
But what are the chances of that happening?

Cold calling is a tool in the sales process of all successful organizations.
Determine how it will fit for you and then make it work.

 

Are you looking to get your sales team in shape for 2015.

 

Need help with:

The Sales Process – target, product/service, geography, process

 

The Sales Funnel – suspect, prospect, customer

 

Sales Techniques That Work

 

Sales Skills – back to basics

 

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