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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

The first step in outstanding leadership is Learning to Listen.

 

If you do not know how to “Shut up and Listen,” you will never be that outstanding leader. This is as plain and simple as it gets!   The great leaders all know how to stop talking and listen.  They know how to maintain their silence and allow someone else to speak.

 

In addition, they always remember that he who asks the questions controls the world. Ask more questions and listen, really listen to the answers.

 

Here are some simple tips for you.

 

1.      Be Genuinely interested:

A successful listener is genuinely interested in what the other person has to say. 

He/she is in the moment and it shows all over the listeners face and in the listeners actions. 

 

If you are doing 10 other things (phone, computer, cell phone, papers on desk, etc.), then you are not listening and the other person knows it. Who wants to talk to someone who is not genuinely interested?  I sure don’t!

 

 

2.      Listen with an open mind

Nothing worse than a person who has closed you out and stopped listening.  It shows on their face no matter how hard they try to hide it. 

 

When someone doesn’t like what you are saying most times they have stopped listening.

 

 

3.      Echo back:

Echo back means when you answer, use parts of what the other person has said in your response.

 

It makes them aware that you are really listening and you have taken the time to make what they are talking about part of you.

 

 

4.      Stop trying to fill the Silence:

Become comfortable with silence. 

It is a time to reflect. 

 

Everyone is not operating at the speed you are, maybe they are using the silence to think.  We are so afraid of silence – stop, it is OK to be silent.

 

 

5.      Eye contract:

Are you looking at the person who is talking, or are you looking everywhere else?  Are you looking at the other person or at your phone, your notebook, out the window?

 

6.      Don’t get the I can’t wait to answer – itchy pants syndrome

You know this person, the one who already has the answers.  The one that has stopped listening and just wants to jump up and give you answers, now.  In other words, don’t think about what you are going to say until the other person is done talking, this thinking takes you out of listening mode.  That’s why you should take notes.

 

 

7.      Never Cut them off or interrupt them.

Ever try to talk to someone and every time you breathe they start talking.  Or right in the middle of your sentence they start talking.  Shut up and listen.  Be quiet.

 

 

8.      You think to fast, so concentrate.

According to The international Listening Association (www.listen.org) we listen at 125-250 words per minute, but think at 1000-3000 words per minute. So you really have to concentrate too listen effectively.

 

 

9.      Listen to understand

Bottom line, you are listening to understand, not respond.  Unfortunately, most of us listen to respond and thus we are always thinking about our response.  We miss much of what we should be listening for.

 

 

10.     Ask more questions

Instead of commenting, analysis and fixing.  Ask for questions.  Let the person talk more. 

Many times if a person can talk a bit more they find many of the answers themselves. 

 

It also helps you understand better.  Bottom line is, he who asks the questions, controls the conversation.

 

 

The first step in outstanding leadership is Learning to Listen. These are only 10 tips.  There are many more.  Point is, make it a priority to learn how to listen better.  It will take you form excellent to outstanding.

 

Ready to take your game to the next level?

Please check out this link on Coach Mannys Inner Circle.

http://coachmanny.com/coach-mannys-inner-circle/ 

 

 

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 would your people rate you?



This week I am going to start with 3 things you should be looking at, 
learning, and understanding when it comes to working with people.  
The key you will see is they all relate back to walking the walk.





1/   Listening 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 and she was suppose to be listening to him.  
However, she keep looking at her computer, screen and entering some data.  
The phone rang and she had to check the called id, her cell phone rang 
and she had to answer it.  Some email came in and she was 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 understand. 

Always remember that the people who report to you can not grab you by the collar and say, “hey, I need you to listen to me”.  
    
   

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 get a whole new respect for you.  Their productivity 
will go up greatly.

  

 Number one – listen – really listen.






 

2/    Developing them – take time, effort and energy to help your team be 
great.

   

Do you have a written and signed development plan for each of your direct reports? 

Do you know what they are really good at and what they are not so good at. 

Do you have a plan to deal with what they are not good at and to develop what they are good at.  

   

Don’t wait for them to come to you with ideas and suggestions on how 
they can grow.  You make those suggestions, you help drive their 
development.

   

I think it is crazy for you to have people who work for you that you 
are not willing to develop.  I want the people who work for me to be 
great.  I want them to be the best at what they do and I want them 
to look at what else they can do to be even better.

   

Why would you think any other way?

   

Again, I can guarantee you that if you take time to develop your 
people, it will help you more than it ever helps them.

  

 This week, create a development plan for one of your people.  

   

Number 2 – help your people be great.





 

3/   Trusting them – if you can’t trust your team, then why are they working 
for you at all?

   

This I have heard to many times, “I wish I had a team of people
I could trust, but I guess people today are just not that way.  It seems 
every time I trust someone I get it stuck to me.”  

   

If you can’t trust your team, then I have to say it again, dump them.  
But before you do, look at this key point – how well can they trust you?

   

A.    Did you do what you said you would?

   

B.    Do you hide behind your boss and make him out as the bad guy

   

C.    Do you do the follow up you said you would, when you said 
you would?

   

D.    If you made a promise – did you keep it?

   

E.    If you said you would get together to go over something – did you 
do it?

   

Again I have to keep coming back to the story – walk the walk and see 
what happens.

   

I know this will sound simple, but it is oh so true.  If you want a team 
that you can trust, then make sure you are a leader that can be trusted.

   

This week, start a list of what you promised to do, and do it.

   

Number 3 – to create a team you can trust, you have to be a leader 
they can trust.
  

 

Hope this gets you moving forward Much success to you.

Watch this video and learn more about how I could help you be even better. You are already a superstar, now take the next step. 


Watch this 18 minutes that could change your life.

Click here

 

 

Ever wonder why you can do the most wonderful presentation in the world?  Receive great reviews from each person at every meeting.  Receive great complements.  Have people ask you for help with their presentation. 

Yet, you walk out with no deal. 

So, what gives? Why does that happen?

 

I once did a great presentation for a company looking to buy our software development skills.  They all loved my stories; they loved the way I walked them through the process.  They actually told me it was one of the best software development presentations that they had ever seen.  However, they did not sign.   I did not get the deal.  They did not show me the money.

 Picture 012a

What happened?

Why?

 

We had spent so much time, effort and energy on the presentation.  We practiced everything just like we were told.  We went over it a dozen times.  We had everyone involved.  This was one of the biggest deals in the company’s history.  And we did not get it.

 

Why?

 

Have you ever been there?

Did you wonder why when this happened to you?

 

Well, the bottom line was that the presentation was great, but we did not persuade the prospective customer to buy.

 

This should really hit home.

It did with me when I was listening to one of my great mentors, Jim Rohn, talking about it.

 

Amazing isn’t it?

We present, but we forget that in that presentation we have to persuade the customer to ultimately take action.  To buy… To move forward.

 

I don’t mean change the presentation to something that is purely selling.  But, I mean simple things that will move the customer towards the close.

 

As another of my mentors, Zig Ziglar, says, “you got to always be closing.”

 

So, always be asking these questions.

How to create real success in all you do

How to create real success in all you do

 

 

1/        What if you had this product/service?

            What would it do for you and your company?

            How could it make life better?

 

2/        Can you picture what it would look like to own our product/service?

            See yourself using the product.

 

3/        Do you see the savings and what you could do with that?

            This is the cost per year, per month, per day, and even per hour.

            Break it down simply so they can see.

 

There are so many more ways you can do this in a presentation.  However, the most vital part is that you have to do it.

 

Tell them, “If you had our developers working with your team, they would be learning new stuff and product development would increase by 50%.”

 

Tell them, “Look at your people working side by side with our consultants.  Teaching and helping.  Look at the project coming in ahead of schedule.”

 

What would the CFO say when the project came in at 20% under estimated cost?  What else could you be doing with the savings?

 

The next presentation you do, make sure you are moving the prospect towards the close. 

 

It is great to present facts, but you have to translate them into benefits for your customers.  You have to make them want to buy.  You have to make it so that they cannot let you leave without the deal.

 

If you are not closing the deal, then look to see how well you are persuading your prospects.

 

Need some help?

This is just the beginning.

You have a great presentation.  Now, let’s go through it and get it to persuade the customer to buy.  You will be amazed at how much more business you will close.

 

 

 

 

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.

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/

 

What are the right places? 

What are the right places for you?

I have to start by sharing a great networking experience I had the other night at an event hosted by my friend Todd.

 

This was a pro-basketball game pre-game networking event that lasted for 2 hours, followed by a ticket to the game.  Two hours of meeting people and building relationships. 

Wow!  I would have to classify this as a great event.

Why? 

Simply because in that 2 hours, I met 18 new people, 11 good connections, and 5 excellent potential customers. 

For me, this was the right place.

 

Are you networking at the wrong events?

 

Meeting few if any new people; spending too much time in small talk.

 

Not moving the people you meet any further in the sales cycle.

Wondering if networking is worth all the hype?

Asking how to find the right places.

 

How do you find the right places?  Let’s start with 3 simple things to look at.  These come from my new book.  The subject will be finding the right places to build relationships that generate revenue.  Keep watching, it’s due to be released later this year.

 

1/        Define what you are looking for – the profile of the contact you want to meet.

            What is the definition of the right connection for you to meet?

            Is it a sales person or a business owner?

            Are you looking for accountants, professionals, or trade people?

            Do you even know?

            Will this event have these types of people?

           

            You need to understand the what before you go out there.

 

2/        Define why you network.

            To make initial connections?

            To get people to come to an event?

            To find ways to get into certain organizations?

            Because you need people to buy yesterday?

 

            Why are you there?

            If you don’t understand this, how will you measure your success?

 

            Does this look like the right event to meet your needs?  

 

3/        Define the type of event you would find these people at?

            Would they be at chamber meetings?

            Do they go to tradeshows?  If so, which ones?

            Do they go to special events?

            Are they part of lead groups?

            Do they do networking in the morning, evening or at lunch?

 

This is just the start of the process. 

 

But if you just work these 3, you will be amazed at the difference it can make.

 

Looking to learn more and become that super networker?  Find the right places?  Do the right things to make 

networking work for you?  Come to the boot camp. 

 

CLick here to learn more!

 

Where is your focus?

Is it on the problem or the outcome? On what you can do, or what you can’t do?

On the bad economy or on how you can create great success because
of the economic situation?

Our children are actually the best people to help us. Have you ever seen how they look at things so much differently than we do? Take a few minutes and listen to their unique reactions.

What happens when they knock the ball through the kitchen window. Is
it the end of the world? What do they focus on? The child runs in and says,
“Well dad, this is going to be great, I am going to learn how to fix a
window. Let’s get the tools and you can show me how to do it.”

When the lawnmower will not start and you have to wait until tomorrow to
get the part to fix it. Your daughter comes over and says, “well mom, I’ll get
the gloves, it looks like we will have time to play catch after all. Isn’t this
great.”

When it is raining on Saturday morning and you all had planned on going for
a picnic at the park. In comes your son with the blanket. “Ok, let’s set
everything up in the living room and we can have our picnic right here instead.
This is going to be great! We get a picnic and TV at the same time.
I love it.”

You simply cannot argue with children. They have the focus. They find the
solution. They do not dwell on the problem, they simply move on. What if
we could do that too? Would life be much better?  Would we create greater results?

Why not try it today?  Change your focus and see what happens.

So where is your focus when you encounter a problem?
You see in all the above situations, the child simply found a solution.
He/she found a way to learn, a way to play, and a way to make it happen
despite the visible circumstances. What if you apply that process to your life and you start to focus on the solution and not the problem.

WHAT IF?

But we adults don’t think that way, do we?
If we broke the window all we would think about is, “now I am going to
have to fix this.”

Apply the same situation to your job. “The customer just called and she
is very mad. I entered a bunch of data into the software and now it seems
to have been deleted. Just what I wanted to deal with.”

WHAT IF?
What if you turn that around a bit using the above child theory. “Well this is a
problem, but now Jerry, who is our support superstar, is going to help me find the
fix and I am going to be even better at what I do. It is a great day because
I am going to learn something new.”

If we could not get the part for the lawnmower, we would be mad and it
would ruin our day?

Just like in our business, when the prospect says not until tomorrow, we
focus on all the reasons we are not going to get the business. Why they
are not going to call back. Why they might just cancel it all at the last minute.

WHAT IF?
What if instead we started to think positive. Think that the customer
might actually be looking at buying more or upgrading. Or buying new
instead of taking the temporary fix.

And finally, if it was raining on Saturday morning, I can already hear you
all saying, “look at this, it is raining, all week I planned this picnic and now we
can’t have it.”  You are focused on something you can do nothing about.  Instead, focus on what you can do something about.

When the customer orders and only takes ½ of what you had hoped for, your intitial reaction would be, “this really sucks.”

WHAT IF:
What if you now took it as a challenge. How are you going to sell them
the other ½ and maybe even some more? What if you stepped up and used this
to get even better at what you do? Do you think it might just make a
difference?

In order to move forward, we have to change our focus to the things we can control and forget the rest.

 

Here is a great quote from Og Mandino in his book, The Greatest Salesman
in the World, “Tomorrow lies buried with yesterday and I will think of it no
more. Concentrate 100% on what you have to deal with today.”

And deal with it very well.

Today, take the same child like look at the situation, laugh a bit and then see
a much better, clearer answer.

Focus on what you can do to fix the issue. Focus on what you can do to make it
better. Focus on the positive.

Are you excited about where you are going?  Are you on the path that will
take you to your life’s dream?  Are you still hesitating?  Are you doing great,
but know that you want to do even better? 

 

What are you doing about it?

Coaching can lead you to that result.  It really works.  It can be that edge
that you need.  Connect with me and let’s see what we can do to help you.

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.

 

 

People buy from people they like

“How you sell the business is how you’ll lose it. If you get the business solely on price, you’re likely to lose it on price.”
––Unknown

When was the last time you made a purchase from someone you didn’t like?

Did you have a choice in the matter?

If you had a choice, I am sure you passed on the product /service because of the sales person.

Face it: We buy from people we like.

We buy from organizations we like.

We do not buy from people we do not like.

We do not buy from organizations we do not like.

Fact is:
If we don’t like the person we had to buy from, we won’t buy there again.

Fact is:
Price will become secondary.

Many might argue this point, but let’s ask ourselves some further questions:

Do people like you?

If not, why would they buy from you?

Do people like your organization?

Do you ever buy from a company you don’t like, if you have a choice?

Do you go way out of your way for people?

When was the last time you did something for a stranger and expected nothing in return?

Are you willing to be humble?

Do you know what “humble” means?

Would people you know and/or have talked with feel bad about buying from someone else? If so, you have started to rock.

If my customer buys from someone else and does not lose sleep, then I have not done my job.

Have you ever had a customer come back and confess, asking for forgiveness?

Now you have a customer for life, if you take care of him/her.

Try this simple exercise:

Ask yourself, “Why should people buy from me?”
Great product.
Great customer service.
Because it is convenient
ETC!

Make a list of 10 reasons. Do it, right now.

Now ask yourself, “Would someone buy from me?”

Because we have a relationship.
Because they like me?
Because I take great care of they.

Make a list of 10 reasons why they would. Do it, right now.

What did you learn? Would you buy from you even though you should?

Well, if you wouldn’t buy from you – why would you ever think I would?

First you have to believe that you would buy from you.

If you would buy from you, then so would others.

But remember, you have to do an honest assessment.
We all have relationships in many aspects of our lives. We all have people with whom we play and socialize. These are people we like.

So why is it so hard to think of business that way, to think of selling in this manner––with people we like? Why would it be any different?

We do business with people we like.
If I asked you for a list of people you buy from that you are happy with, how many do you have a relationship with?

How many do you like? So, if you buy that way, why would someone else buy another way?

If people like you, they will buy from you.

If they don’t like you they will not.

You better believe it!

***This article comes from chapter 2 of my book, “All People Who Work For Me Are Selling.”
If you liked the article and want to learn more about creating a sales culture in your organization, please buy a copy today.
Purchase on Amazon Kindle Version for only $2.99

Who controls your time?

He who controls his time, control his success.

She who controls her time, controls her life.

It is a plain and simple fact.

 

Time is Ticking away?  What are you doing right now that is productive?

Time is Ticking away? What are you doing right now that is productive?

If you are allowing others to control your time, you are not accomplishing anywhere near what you could.

 

Today you need to make a commitment to value your time.

Today start to believe time is the most valuable resource you have.

Today start living like time is your most valuable resource.

 

Let’s look at a few keys that can help you.

 

1/ Stop letting the trivial bombard you.

 

Is what you are doing right now the most important thing you can be doing?

If not, stop and change to something more important.

 

We don’t get to the important because we are stuck in the unimportant.

 

Today, make the commitment – I am going to start doing the most important.

 

Point: Get your priorities in line with your life.

 

 

2/ Get started – NOW!

“The greatest time wasted is the time getting started.”  Dawson Trotman

 

Stop thinking about it and just get started doing it.

 

An interesting test for your to try.  When you start doing something, write down how long you thought about doing it.  At the end of the week, total the number.  You might just be amazed.

 

Procrastination can stop an elephant dead in its tracks.

 

Make a commitment today to start doing.

 

If you want some help, check out my friend Tim’s great product

Click Here:

 

 

This is a tool that can help you with procrastination.

I have used it myself, it is amazing.  I thought I never procrastinated and I was getting so much done.  Surprise.  Ten minutes twice a day for two weeks, and now I am really fast and moving so much further.  

 

Point: Stop thinking about it and get moving.

 

 

3/ Get organized

 

Did you know that according to Guerrilla Selling, the average business person spends over 3 hours each week looking for misplaced information?

 

Three hours – what could you do in that amount of time

You could change the world.

 

Let’s be honest, we all fall into this.  How many times have you spent 15 minutes looking for a file on your computer, or in your office.

 

Organization does amazing things.

 

 

Point: Either get yourself organized or get someone to do it for you.  

 

 

 

So, let’s take just a moment and think about this.

I focus on the right things, I spend less and less time thinking about it and more and more time moving quicker, and I get organized.  

 

WOW!

 

Do you think perhaps success will come a whole bunch closer?

 

Start today.

Learn more and get the webinar on time management:

Click Here: