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.

 

 

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.

 

 

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

 

Plus an add-on Bonus

Are you using Linkedin to generate business?

Special 5 for 1 – get 5 super webinars a

$150.00 value

Only $29.97

Get yourself and that team ready for 2015

Click here to learn more