Header image alt text

The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

“A good company must ‘impute’ – it must convey its values  and importance in everything it does, from packaging to marketing.”  Mike Markkula

Everything we do.

Everything we are.

Consistency makes it happen.

 

I teach it in sales by saying that each day you have to prospect.

Not 10 hours of prospecting today and then nothing for weeks.

Not once in a while when you have time.

Daily – every day.  Consistently.

 

Those who do great things accomplish them because they have a consistent routine that takes them there.

 

My mom was a widow since I was 2 years old – but she accomplished so much.  Because as she always said, “I have a system and that makes me do it consistently.”

 

Use to drive me crazy, but it produced continuous results.

 

How about you?

Wondering why things are not happening the way you want them to?

Take a look at how consistent you are in doing the work that is going to make it happen for you.

 

Today I share on acrostic on the word, “consistent.”

 

C          -           Commit.

                         Commit to do this. 

                         Accept nothing less.

                         Commit means you tell yourself and everyone else that will listen that you are going to do this.

                        Say to all, “I will make one hour of calls every day, period.”

 

O         -           Outline.

                        Build an outline of your process. 

                        What do you have to do?

                        When?

                        How much?

                        Each day you have to make cold calls.

                        I do this at 10AM.

                        For one hour.

                        I have a list, a phone and a note pad.

 

N         -           Never.

                        Never let excuses get in the way.

                        People say stuff like; well I was just too busy to prospect yesterday.

                        That is an excuse.

                        Dump the excuse and figure out how to do it instead.

                        Just picture the bunny with its ears covered, it cannot hear you, so stop talking and just do it.  Take some action.

 

S          -           Stretch

                        As much as you can and then even more.

                        To be consistent you have to forget the excuses.

                        Do what you have to do in order to make it happen.

                        Leave something that you did not commit to behind.

                        (This is why it is important to watch what you commit to)

                        Push yourself, a bit more.

 

I           -           Ignore.

                         Ignore what everyone else is doing.

                         Especially ignore what those are doing who are not where you want to be.

                         Don’t get sucked into, “that’s to hard.”

                         Or, ”that don’t work.”

                        You cannot get sucks into stuff that takes you off plan.

                        You cannot even look over there.

                        The best way to ignore distractions is to stay focused on your commitment.

 

S          -           Stand

                         Stand hard on your principles

                        It is what makes you different.

                        I committed to do this, and you just have to accept that.

                        When you consistently do what you said you would when you said you would, how you said you would – people take notice.

           

T         -           Take.

                        Take the hard stuff in stride.

                        Yes, you are going to hit the wall sometimes.

                        You look up and it is 9PM and you are still going.

                        Well, remember what I said, be careful what you commit to, but once you commit, you have to do it.

                        You can do it.

 

E          -           Enjoy.

                         Enjoy the journey.

                        You know it will produce the results you want.

                         Remember what someone once said, “A trip of 1000 miles starts with a single step.”  In consistency, each day is a step on the journey.

 

N         -           Not.

                         Not doing it is unacceptable.

                        Doing it or not doing it is a mindset.

                        You know there are things in your life that you just don’t accept.

                        Not being consistent at what you commit to has to become one of them.

 

T         -           Train others.

                        Once you can do it, you need to help others to do it.

                        Consistency creates success.

                        Share your hard roads and what helped you get down them.

                        Show others they too can make it happen.

 

Hope this helps you in your journey to be more consistent.

Please watch this video to learn more about taking your life to the next level.

 

 

Success is what most of us want – yet most of us are not willing to pay the price, do the work, walk through the crap and still have to do more.

 

Guess what?

That’s is what it takes.

And even then, you might have to keep going or start all over again.

Success is not for the weak!

 

You see, success comes to those who do not give up, quit or stop.

 

Today I want to share 5 success tips with you that might just help you become that superstar you want to be.  And if you already are a superstar, like most reading this, you will be even better.

 

1/        “The grass is not greener on the other side of the fence, and the grass is not greener on this side of the fence.  The grass is greener where you water it.” 

Someone

 

Most people keep looking for the solution instead of creating it. 

They jump from organization to organization. 

From project to project. 

From career to career. 

 

And yet they still don’t fine the answer because you have to create it.  It doesn’t just exist.

 

If you want real success, suck it up and make it happen.

Do what you have to in order to make it happen.

Just make sure you keep it legal, moral and ethical.

 

 

2/        “He puts impossible obstacles in front of us to bless us, not to hinder us.”

Bob Saffrin.

 

            Success happens to those who look at the impossible obstacles and say, “let me see what I have to do to get around, over, under or through this.  They never say, can it be done, they just do it.

 

            God does have a sense of humor, he makes it tuff to make us tuff. 

Ever see a sissy running a successful organization?

 

 

3/        “No tree becomes rooted and sturdy unless many a wind assails it.  For by its very tossing it tightens its grip and plants its roots more securely; the fragile trees are those that have grown in a sunny valley.” 

Seneca the Young

 

Think about what makes you as good as you are.  Did you learn by success or did you learn by failure.  Did you become good because everything always worked, or did the frustration and hard work make it happen for you? 

 

It takes walking against the wind to become strong.

 

 

4/        “Desire backed by faith knows no such word as impossible.”

Napoleon Hill

 

It is mental, to a great degree. 

If you want to make it happen, you have to believe that it is going to happen. 

You have to have this total mental belief. 

Look at the impossible things you have accomplish and ask yourself, “what was I thinking?”

 

You were thinking that you could do it, never that you couldn’t.

 

 

5/        “Success requires you to get in shape,

            Physically

            Mentally

            Spiritually

            Emotionally,

            Champions require it all.

Zig Ziglar

 

            So are you ready?

            Are you in shape?

            Can you physically handle the task?

            Are you mentally prepared?

            Do you have the spiritual strength?

            Are you emotionally fit?

 

            Then there is no need to worry, get going down that road.

           

            The only thing holding you back it YOU!

 

 

“What’s your excuse” – Read my new book and strength your persistence, consistency and self-discipline. 

Get your copy today – click on picture.Coach_Manny (1)

 

This book will help you on that walk to success.

 

 

Stop Making Excuses and Start Making Money

Today, I just want to talk about excuses and making them and making them and being OK with it. 

 

In our new book,“What’s your Excuse” we are pushing you to stop with the excuses and step up.

 

Three things that will cause you stop with the excuses are being more persistent, consistent and self-disciplined.

 

So, first, let’s start with consistency.

 

Let’s talk about your consistency in sales. For our example, let us select one method to build consistency on.  It can be networking, emailing, cold calling, advertising, or 3 dozen others.

 

The lack of consistency is the issue we need to address.  It is also the thing preventing you from being more successful.  You are failing with this process because you are not doing it consistently.

 

I succeed because I run my days consistently.   And by running them consistently, I create business.

 

Let’s take cold calling, for example.

 

Most of us get motivated by a seminar, book or video, and we say, “I am going to make 100 calls every day.”  Then what happens?  We make 100 calls on day one, 50 on day 2, 10 on day 3 and then we never get back to it.

 

Instead, we could begin by saying that every day, I will make 25 cold calls, which is a much more reasonable goal.  However, if we do it every day, Monday through Friday, by the end of a month, we have made 20*25 or 500 calls.  And we start to see results.

Because we are consistent.

 

Next, let’s talk about persistence.  How persistent are you? 

The latest stat I saw was that 95% of sales people give up before the 5th call, and 60 percent of business is written after the 5th call.  

So do you understand what that means?

There are only 5% of us sales people left, yet there is still 60% of the business left.  Wow!.  No wonder those who make that 6th, 7th and 8th call and beyond succeed.

 

By being persistent, you get the business.  While everyone else is leaving so much on the table and chasing the same thing, you are working the best stuff, and you are making money.

 

 

So be persistent – call again, call again, call again, until the person tells you.  – “don’t call me anymore, please leave me alone,”

 

Note:  Being a sales star is not for those who are shy at heart – sales is a tough business and takes a tough skin.

 

 

The final key to stopping your excuses and starting to making money is self-discipline.

 

Unsuccessful sales people are sitting around talking about, “this is what I am going to do,” while the successful are out there doing it. 

 

If you find yourself talking too much about what you will do, stop and start doing something, anything.  Start taking action.  Self-discipline is about taking action.

 

 

The president of one of the local chambers keeps emphasizing this point to members.  “So what if it is summer, we all still got to do business.  Summer time does not mean business is shut down.  How many of you shut your business down in the summer?  Nobody.”

 

Self-disciplined means you take some action.

It means you stop saying:

            It is Monday morning, I should not call people.

            It is Friday afternoon, I do not want to bug him/her on their way out.

            It is – whatever excuse you want!

 

I shouldn’t this and I shouldn’t that and the next thing you know – I am shouldn’t all over the place.  Stop making excuses and start making money.

 

If you need help, get a copy of our new book,

“What is your excuse? Everyone’s got one, and they all stink.

Click here to find it on Amazon.

 

 

 

 

 

 

 

Peter got out of the boat and walked on water to meet Jesus.

True, he lost his confidence on the way and sank, but the point is, he got out of the boat.

 

We always hear about him losing his confidence and sinking, but what about the rest of the disciples?  Why didn’t they get out of the boat, why did they just sit there and watch?

 

What about you?

Are you getting out of the boat, or are you just sitting there and watching?

 

Remember; there  are three types of people.

Those that make it happen.

Those that watch what happens.

Those that wonder what happened.

 

To create great success in whatever you do, get out of the boat.

Take some action.

Lead the charge to make it happen.

 

Just like Peter, you might sink, but, at least, you got to try.

 

So, how do you get out of the boat and make it happen?

 

Here are three tips I would like to share with you today.

 

Comfort

“Nowhere has God promised anyone, even His children immunity from sorrow, suffering and pain.  He just promises to give us the strength to handle it.”

 

When you get comfortable, it is very difficult to move.  When you get comfortable where you are, you need to raise the bar, increase your expectations, and raise your goals.  Too often, we get comfortable and waste the talents and abilities we have or never take them to the level we could.

When you get comfortable, get out of the boat and try something new.  After all, you can swim so stop worrying about it.

 

Procrastination

“If you ignore it, it won’t go away, but will intensify.”

 

 In today’s world, we think stuff to death.  We analyze it until it is destroyed.  We keep searching for certainty, which does not exist.  You did not get to where you are by thinking about it.  You got there by getting out of the boat, by taking the risk, by making it happen.  When you find yourself in that procrastination mode, stop, and do something.  Action creates results.  When in doubt take some risks.

 

 

Hesitation

“Twenty years from now you will be more disappointed by the things you didn’t do than by the ones you did do.  So throw off the bowlines sail away from the safe harbor.  Catch the trade winds in your sails, Explore, Dream, Discover.”  Mark Twain

 

What is that old saying… he who hesitates is lost.  Not just lost, but left behind.  We hesitate so much today that the rest of the world is passing us by, and we are still trying to figure out why.  Hesitation can come from and in many forms.  Often, it is caused by a fear of failure.  Forget it, as failure is a part of success.  It is a price we many times have to pay to get to where we want to be.  Stop hesitating and get out of the boat, right now, today.

 

If you are not achieving the results you are looking for, then take a deep look and see if you are sitting back watching, instead of taking action.  Commit right now to get out of the boat and do it.

 

Coach Manny Nowak, helping you put the puzzle pieces of Sales and Marketing together into a strategic plan of action that doubles your sales.  To learn more about Doubling Your Sales Click here.