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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Success Requires Discipline

One thing you may have learned in the past is that persistence requires discipline.  But you will also learn that discipline requires persistence.


            “The everyday process of focusing on what you want.  And striving for it relentlessly until you get it”  Discipline according to Jeffrey Gitomer – Sales Bible.


            “The secret of discipline is motivation. When a man is sufficiently motivated, discipline will take care of itself” Alexander Patterson.


            Two excellent quotes.  How are you doing with discipline in your life, business, career, and family.  Do you have or don’t you?


            Today, I want to share with you some simple keys of being disciplined.  I will share them through the use of an acrostic of the word discipline.  What discipline means and how to make it happen in your life.  How to take control and create greater success in all you do.  So, here we go.


D – Decision making ability.

To be disciplined, you have to be able to make decisions and make them when they need to be made.  This is one of those great skills so few ever get hold of.  But, it might just be the most important skill you ever attain.


I learned it in my first real management job.  My boss, Nate, was just the best.  He did not beat me up for doing the wrong thing, and he did not give me a hard time about what I did.  He gave me a hard time about not making a decision.  He taught me the principle I have lived and work by since that time in my 20′s.  Simply put – make a decision. If you make the wrong one, then make another one.  At least, you are moving.  You all know that is how I operate and try to teach you. It is simply easier and more effective to ask forgiveness than to ask permission.



I – Integrity

The lost art of living and telling the truth.  How can you have discipline if you have to keep remembering what is truth and what is not?  If you live and work and operate only under the truth, life becomes so much simpler, and discipline becomes so much simpler.


To have great discipline, keep it simple and always tell, live, and work the truth.  Try it and see what happens.



S – Short cuts

Forget shortcuts.  Instead, learn to take the narrow road.  The wide road, or the road of least resistance, is also the road of least success.  That road is not for you.  When you get to those forks in life, when you have to make those tough decisions, remember: take the right road, not the easiest road.


This is a major problem today, because fewer and fewer people have integrity.  We are always looking for the easy way out.  We know what has to be done to do the job, but instead of just doing it, we try to find the short cut.   Disciplined people know what has to be done to make it work, and they do it.


C – Character.

Do what you said you were going to do, when you said you were going to do it, the way you said you were going to do it.


“The ability to make yourself do what you should do, when you should do it, whether you feel like it or not” Elbert Hubband.


Imagine the difference when you walk this way. 



I – Investor.

To be disciplined, you must be an investor, not a gambler.


When I tell people it is easier to ask forgiveness than permission, sometimes, they put that into the realm of gambling.  I think it is actually the other way around.  You see, by doing nothing, you gamble that it will be OK.  Usually, doing nothing makes nothing happen; that is a gamble.  Make the investment in taking a risk, in deciding to do what you need to do.  Then watch what happens.


P – Prepare.

You cannot prepare when it is time to get rolling; it is too late.


For many of us, our moms taught us this simple principle, but as we grew, we thought we knew better – we didn’t.

Prepare for what you have to do.

Get the stuff together.

Get what you need to do the job.

Be ready; have it together when the opportunity presents itself.

When you are prepared, you cannot be stopped.



L          Listen.

When you open your ears and shut your mouth, you will be amazed at how different things look.  You will be amazed.


Listen to what is going on around you.

Listen to those on your team.

Listen to your inner self.

Then decide and move forward.


I           Initiative

It doesn’t just happen, and if you think it does, you are wrong.  Make it happen through your action.  Stop thinking about it and move forward.


How many are sitting around, still waiting for it to happen?

Too many.

Discipline requires you to do something, to move forward, to make it happen.


N – No.

Busy people don’t know how to say no.  That is why, instead of being productive, they are busy. 


To be disciplined, you have to know how to say “NO.”

Be willing to say “NO.”

Say “NO.”


Think about all the times you got into trouble.

You have too much to do, because you could not say “no”; now, you have to take shortcuts.

You knew you couldn’t do it, but you could not say “no.”

You know you shouldn’t, but you can’t say “no.”


Am I getting through?  Learn to say no and say “NO.” 



E – Extra mile.

Disciplined people don’t just do it; they do it right.  They do more than the minimum.

They go that extra mile.


They do things, but they don’t just do them.  They do them to the best of their abilities and then even more.  Are you ready to do that?  Can you do it?


Simple enough right?

Can you do it?

This week, work these simple steps and watch what happens to your life.  Once you learn real discipline, you will be amazed at the results.


So, stop thinking about it, stop hesitating, and get moving.

Build yourself into that very disciplined person, starting today.


If you like this article then you are going to love the book.  This is a chapter out of our newly release best seller:


What’s Your Excuse – Everyone’s Got One and They All Stink: Winning Means Being Consistent, Persistent and Self-Disciplined

Coach_Manny (1) 


Also, please watch this video on Discipline:


Success Requires Discipline




We know that people do business with people they like, yet are we putting the right amount of effort into building relationships?

We have the technology today to do almost anything we want when it comes to growing sales and profit – but are we using it?

Both of these are powerful if used correctly and together, they will create an unstoppable process for you.

 However, what are you doing to make it happen in your organization?


Today I want to introduce you to 3 ways that you can make this happen.


1/        Commit to making CRM a critical part of your business process.

No thinking about it.

No exceptions.

Commit to using CRM (Customer Relationship Management).

Define that this is how you are going to use it.

No other ways will be acceptable in your organization.


Is it hard? Yes.

Does it take a great effort and commitment of both time and money? Yes.

But, you can never marry relationships and technology to generate sales and profit unless you make the commitment.


I have one client who committed years ago to using CRM and has since watched his business grow tremendously.  Today, he is moving to an even higher end CRM product because he understands what it can do for his business.  And he is just touching the surface of potential.


I have seen others who refuse to do it, or just play with it, and it shows.


CRM is not an option in today’s business world; it is a requirement.



2/        Teach yourself and your team relationship skills.

How to listen – effectively.

How to ask questions that make people think and then shut up and listen to their answers.

How to show the prospect that you are truly interested – that you really do care.

Then really care – don’t just act like you care in order to get the business.

Research and learn about the prospect – stop asking stuff you should know.

Connect at multiple different levels.

Ask for referrals.


Relationship building has never been an option; it has always been key to building business.



3/        Build, document and require everyone to use the follow-up process.

From the time you first meet someone – offline or online, through the entire nurturing process, until you close the business, and then on into a growing and long-term business relationship and referrals.


This is where technology shines. 

This is what CRM does for you – if you make it a standard.

This is where you can build automated processes and campaigns that do most of this automatically, or at least let you know what and when.


This is where technology meets relationships and if done right, they work together harmoniously to produce sales and profit.


These 3 processes will set you toward those sales and profit goals you really want to achieve.


Are you ready to make it happen for you?


Then you need to be at our up coming boot camp.

This is where we will show you how to do both and how to tie them together neatly to produce sales and profit.


Marrying, technology and relationships – online and offline to make you and your business a tremendous success.  Million Dollar Business Development Boot Camp.


If you are really committed to making this happen for you – then sign up today.



I have had it with people I meet at an event for

the first time, thinking I am ready to

buy what they have to sell.


How about you?


No wonder people hate networking.

No wonder buyers and senior executives do not attend such events.


Why would you send an email to someone

you only just met at a networking event

saying: “Here is a list of what I do, please

review and let me know what I can do for you?”


Why would you call me and try to schedule

a meeting to review my needs when I do not

even know you yet, and you do not know me?


Why do you think I am interested in

what you have to sell if I do not even

know who you are yet?


Amazing, and it never stops amazing me that people do these things.

Every week I get them.

Every week I write, speak and teach about networking, but is anyone listening?


You have to build a relationship with a person before they are going to buy anything.

You have to learn a little bit about them.

You have to make them feel important and like you care.


I don’t know you, so what would ever give you the idea I am interested in what you sell?


Building a relationship with people is one of the greatest weaknesses most people have in business today.

They simply move from “hello” to “get your wallet out”.

From “nice to meet you” to “which one of these would you like to buy?”


Ever wondered why you are not successful both off-line and on-line when it comes to selling? 

Relationship building is required in both.


Ever think it just might be you have not taken the time to learn a little about the other person?


Three simple keys:

1/        Get to know the other person.

            Ask questions.


            Make them feel as though you are interested and you are willing to take some time to know who they are.


2/        Invest some time in the relationship.

            Schedule a one on one meeting.

            Go see the other persons business.

            Learn a little about them and their business.


3/        Ask how you can help them.

            One of the greatest sales people ever, Zig Ziglar, put it very simply,

            “the best way to get business for yourself is to help someone else get business for themselves.”

            If you help someone with what they need, then you start to create a relationship.

            If you create a relationship with me, I might just be interested in what you have to sell.



You mean that is all there is to it?


This week and this coming year.

Change the way you do business.

Start to listen to what others need.

Start to help others get what they need.

You will be amazed at what happens to your business.

Teddy Roosevelt said, “the most important single ingredient to the formula of success is knowing how to get along with people”


Nick McCormick in his book “Lead Well and Prosper” says, “Often managers get so caught up in what they are doing (and what they are being told to do), they ignore the fact that they are actually dealing with people”


My comment is really simple, people do what people see, so if you are wondering why your people do something, take a look at what you are doing – chances are they learned it from you.


So how are you doing when it comes to working with people?  More importantly, how are your leadership skills with people?  If your people rated you on a scale of 0-10, where 10 is superstar and 0 is the worst, where do you rate yourself.  Where would your team rate you?


This week I am going to start with the first thing you should be learning when it comes to working with othere. Listen to your people.


 I mean really taking the time to hear what they say.  We all talk about how we are listening to our people, but are we really. 


I was a fly on the wall in Jane’s office the other day.  She was talking with one of her lieutenants, Jason. 

She really was suppose to be listening to Jason.  However, she keep looking at her computer, screen and entering some data.  The phone rang and she had to check the caller id.   Her cell phone rang and she had to answer it.  Some email came in and she had to responding to it. 


All this was going one while one of her lieutenants, Jason, was trying to bring a point across which he really needed her to listen to and understand.  Just remember, the people who report to you can not grab you by the collar and say, “hey, I need you to listen to me”.  But they might want to.


There is almost nothing worse than a leader who says, “hurry up will you, I have important stuff to do and I can’t sit here listening to you all day”.  You do not have to say the words to put this message across, your actions say them many times louder than your words.


One of the best ways to listen is to take the person to a room where there are no distractions, leave your cell phone in your office.  This week, just try just listening to your people. I will guarantee you that they will love it.  They will learn a whole new respect for you.  Their productivity will go up greatly.


Number one – listen – really listen.



And remember – everyone of us is a sales person - 

we all have to sell something in our lives.


Great sales people really don’t sell at all, instead 

they get their customers to buy.  We all love to 

buy, but few of us love to be sold to.  When will 

we understand that?  Today I want to share with 

you 7 of the most deadly mistakes most sales people make. 


Is this all the mistakes- no.

Do all sales people make all these mistakes – no.

How many can you afford to make – none.


Read and learn.


1.         To many sales people do not know 

how to listen.

They still believe that old story about, “you 

will be great in sales because you love to talk”.


 In fact, most sales people spend more than 

75% of their time with their mouth closed and 

their ears open.


Have a problem selling?          

Close your mouth.



2.         To many sales people are poor at follow up.

They don’t get back to people when they 

said they would.

If you tell me, I will get back with you next 

Tuesday – then you better get back to me next Tuesday.

If you say I will send you a proposal by the 

end of the week – then you better do it.


Not selling – how consistent is your follow up?

With the tools available to day – never should 

you be unaware.



3.         To many sales people don’t make prospecting a part of their regular routine.

I don’t care how busy you are.

How many customers you have.

If you don’t prospect ever week – you will 

eventually run out of new business.

It is a fact of life.

Prospect when you are rolling in business and 

you never will stop rolling in business.


No business today?  How long has it been 

since you regularly prospected?



4.         To many sales people think networking takes to much time.

 If you don’t build a network your sales will 

dry up.


If you don’t build a network – what will you 

do if you lose your job?


Networking creates leads.


Networking creates business.


Networking builds friendships (see number 7) 


No business today – start working your network.  

Don’t have a network – I see.



5.         To many sales people think collections 

are not part of their job?


Everyone (other than people in the collections

 business) hates to collect.


Yet if a customer is not paying – why are you still 

letting them buy?


 If they don’t want to see you, is it because they are 

not paying?


If you have to be involved in collections – it keeps 

you closer to the customer.


The closer to the customer you are – the great chance 

for more business.


The great chance for referrals. 


Customer not paying?  Do you know why?  You should.



6.         To many sales people lack discipline.


To be successful in sales you have to have a daily plan.


To be successful in sales you have to have a time 

management process.


To be successful in sales, you have to do what you 

said you were going to do when you said you where 

going to do it.  Period.



Not getting business?  How disciplined are you?



7.         To many sales people have never built a friendship 

with their customer?


Customers buy from those they like.


All things being equal.


All things not being equal they still buy from those they like.


Be a friend first and watch what happens.


If you don’t have a relationship – then why would they keep buying from you?


Sales is serious business.

But it is a blast.

Look at what you are doing, check against these seven.

Do what you have to do to get back on the track.


Sales people win when customers buy.  Plain and simple.

I love to win. 

What about you?


Coming to the boot camp next week?

We will be working this, you need to be there.



There is much more during our boot camp.


Click here to learn aboutMillion Dollar Business Development Boot Camp.


Million Dollar Business Development Boot Camp

Click to Learn more about Million Dollar Business Development Boot Camp

You walk into the bosses office and he has
his email open, desk full of papers, is on his
speaker to assistant. You sit down to go
over a very important project you are
working on while he continues to work on
his email, get interrupted by his
assistant, and his cell phone rings.

Or perhaps you walk into you bosses office
to discuss a very important problem.
She is very happy to listen to you – or so
you think. You start talking, but then she
interrupts you,and starts talking. You keep
trying to get the conversation back to why
you came, but it never gets there.

You leave the office frustrated.

And then there is the boss who you talk to,
but get no response, no body language,
no real movement. You keep talking but
he is somewhere else and totally non-responsive.

How many people do you know who really
know how to listen?

I mean they know how to shut up and let
the other person talk.

I mean they simply ask a question or two
and let you talk. I mean they don’t
interrupt or sit their just waiting for a break
to say something.

They totally listen to you.

Dean Rusk said it very simply,

“One of the best ways to persuade others
is with your ears by listening to them.”


You think that is leadership? What would
happen if we really started to listen to our
team. Would it make a difference?

“My dear brothers, take note of this:
Everyone should be quick to listen,
slow to speak and slow to become angry.”
James 1:19.

Let’s look at a few simple listening skills
that you as a leader should be practicing
every day.

First, give your full attention to the person
who is speaking.

You need to stay focused.
Stop multi-tasking when
you should be listening. Resist the
temptation to do anything but listen.

Second don’t start building answers before
you are finished listening.

If you work with
me you have notice I take so many notes –
because I am listening.

There is a huge gap between the rate of
speech and your rate of thought- you can
think faster than people can talk. This is
why you have a tendency to wonder when
someone is talking.

But this is also why you can take notes
and pay attention.

And finally, be responsive both verbally and

This is what is called active listening.
Making sure the person you are talking
with knows not just that you are listening,
but more that you are paying attention
and taking in what they are saying.

The first letter in leadership is “L” which
stands for listening.

To be a great leader,

you have to become a great listener.