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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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.

 

 

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!

 

 

Any way that you slice it, sales is always about your relationship with the buyer.

If you doubt that, I don’t even need to look at your results.

So, if you don’t have time to work on the relationship, then sales is not for you.

 

When I speak of sales, please understand that every single one of us is in sales.

It might not be directly selling a product or service, but we all have to sell ourselves and our ideas to others on an ongoing basis.

 

Today I want to share the expertise of three of the greatest sales teachers.

 

Three simple points that will take your game to the next level and create greater success in you.

 

1/       The benefit has to be for the buyer.

 

“Do you (the sales person) really believe what you are selling is for my benefit, or are you just trying to sell [it to] me so you will benefit?”  Zig Ziglar

 

You cannot argue with the master.

 

Are you focused on what is best for the buyer?

Are you making sure that this really will help them and that this is the right product/service for what they need?

Are you willing to back away from the sale if you don’t think so?

 

Selling is nothing more than solving a problem that the buyer has in the best way possible.  Does your product/service do that?  If not, then move on and walk away.

 

If the buyer sees the benefit – you will see the cash.

 

 

2/       Keep It Short & Simple (KISS)  from Guerilla Selling

 

Never forget that your job is to listen and not to tell the prospect all you know.

Sales is about solving the problem and subsequently getting the order.

 

How many sales people just love to talk and waste way too much of your time?

How many sales people just talk and talk and talk?

 

Yes, you are there to build a relationship.

However, not to take all my time, energy and patience.

 

The relationship should have been started and built long before you ask for the order.  Take enough time to build the relationship and keep the selling part both short and simple.

 

 

3/       They buyer has to first want to listen

 

“It is as useless to try and sell a man something until you have first made him want to listen as it would be to command the earth to stop rotating.”  Napoleon Hill

 

Have you ever met a person who tried to sell you something the moment you began talking?

They are in pure sales mode, focused on getting you to buy.

And you have already turned them off.

 

I am not listening – don’t you get it?

 

Again, first you need to build a relationship with the person.

Then you will create a desire for them to listen to what you are selling.

This then creates a buyer.

 

If all three of these are answered, working and if you have taken the time to build that relationship then:

 

They know that what you have will benefit them.

They know they want it, so they are already sold.

They are listening simply because they are interested.

 

WOW!  It really is that simple.

 

“You want me to make your decisions for you!

You want someone else to make the decision!

You want to procrastinate hesitate and think about it.

 

Make a decision will you please.”

 

 

The famous words of my boss many years ago in my first management review.

 

Decision Making – the great weakness in America today.

 

We try and teach people to lead.

But we often forget the most important piece of leadership.

The ability to make a decision – now!

 

Why?

 

When I attended a conference in LA earlier this year I kept hearing the same thing, “why can’t our leaders make decisions.”

 

My former boss and mentor Nate taught me many years ago.

“Manny, make a decision and start moving forward.

When you make a decision, things start to move.

If you make the wrong decision, all you have to do is make another one to correct it.

But make a decision now and start moving forward.”

 

Nate was teaching, “It is easier to ask forgiveness than permission,” Long before it became popular.

 

If you want to be a great leader, then you have to learn to make decisions.

 

Start today to make decisions.

 

Stop thinking so hard.

 

Look at what you know.

 

Then, make a decision and start moving forward.

If you need to make corrections, it is easy, just make another decision.

 

Want to be part of the 5% that are different, or the 95% that are like everyone else?

 

It is lonely and hard and can be very stressful at the top – but!

Making a decision requires you to put it out there.

It requires taking a risk.

It requires standing up when everyone else is sitting down.

It requires you to put your values on the line.

It means that many times you won’t be liked!

Are you looking to be popular – or are you looking to make a real difference?

Looking to make a difference, or just go along with the program?

 

Those who make decisions are real leaders.  Those that don’t are just people in leadership positions going nowhere.

 

Which one do you want to be?

 Join us at our up coming boot camp and learn, participate, enjoy and start being part of the 5%.

Click here to learn more:

 

 

Keys to getting your life back under control.

Are you frustrated?
Are you tired of spending 10, 12, 14 even 18 hours a day working?
Are you tired of not accomplishing the things you want?
Are you just plain tired?

Then guess what?
It is time you learned the following 3 simple techniques that will change your life and give you back the control you need.

Because if you can learn just these three simple things your life will change dramatically

1/ Get control of your schedule
You need to control your schedule, period.
Once you do this, you will get so much more done.

You need to learn to say no.
You need to say these are the days I am in the office and there are days I am on the road.

Stop scheduling stuff when you are not available.

This is when I can meet with you or anyone else, period.
You need to see someone else on that, they are better at it.

When my door is shut, leave me alone.
That is why I have a team – stop coming to me.

You need to say this is the way we are going to operate.
Once you say that, you will be amazed.

Will there be exceptions, there always are.
But they are the exception, not the rule.
You need to take control of your schedule and you need to control your day.
You will be amazed at how much more you get done.

2/ Do what you do best and give the rest to someone else.
I don’t care if you think you can’t do it.
If you think you can’t afford to do it.
If there just is no one else who can do it.
The bottom line is you are good at – selling – operations – administration – billable work.
Whatever it is, and the rest is wasting your time and talents and money.

Most people spend 80% of their time doing what results in 20% of the solution. Just imagine what happens when you spend 80% of your time doing what you do best – WOW!

Start today and get rid of everything you do that someone else can do better.
Then spend 80% of your time doing what you do great.

3/ Infect everyone with a passion that you exhibit day in and day out
Do you get that?
If you exhibit passion in everything you do all day long – because you are doing what you are great at – you will infect the organization.
If you are pumped up and rolling, the rest of the team will be pumped up and rolling.

Do you think people can work in my organizations and not get infected with this passion?
Watch the video and tell me that? http://youtu.be/ev1zj2zih3Q

Are you pumped up?
Do you realize that your people operate just like YOU?
If you are overworked, miserable, cranky, frustrated.
Then your team will be the same.
Yes, even weak workers can turn into super stars – when you add passion to the mix.

Three keys:
First, control your schedule, do it your way.
Second, do what you do best and delegate the rest – find a way to do it.
Third, get that passion out there and infect everyone.

The passion happens once you take control.
Do you think if that if you controlled your schedule and you did only what you do best you would have some passion? Of course, you would.

Now get out there and do it.
Yes you can.

Need help?
Pick up the phone and call me – I will pump you up 856 358 4021.

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:

 

Procrastination the thief of time.

Every time I speak with a group and ask the
simple question, “is procrastination a problem
for anyone in here?” I get almost ever hand
in the air. Why?

Do we have to much time on our hands?

Do our decisions have to little effect?

Are we just plain not ready to move forward
or what?

What is it that keeps us from moving?

Why do we procrastinate and think it is OK?

And further, how do we overcome this problem?

Do we believe that if we ignore it, it will go away?
How you doing with that one?

First a couple of quotes I want you to read and
think about:

“Procrastination is opportunity’s natural assassin.”
Victor Kiam

“Procrastination – the habit of putting off until
tomorrow that which should have been done
last year.” Napoleon Hill

Let’s take a look at some ways you can over
come this monster problem:

1/ Action
Do something, doing anything is better
than doing nothing.
Action creates results.
Action creates movement.
Action gets something done.
Stop procrastinating and do
something, now.

Start with this and see what what
happens to your life.
It really does work.

2/ FInish what is on your plate or dump it.
All those things you started and are
not done.
You need to either finish them.
Or you need to dump them.
Stop thinking about it.
Do you know how much time you are
wasting.
Do this today.
Either it stays and you work it.
Or it goes.

Do not start new stuff until you clean
up the mess that procrastination has built.

3/ Make a decision.
You know this ability holds most people
back – we have discussed it enough.
It is the key difference between success
and mediocrity.
The key difference between doing what
you want and just doing.

Stop!

Based on what you know – make the
decision.
You will start to move.
You will be amazed.
Things will start to change.
If not correct, then all you have to do is
make another decision.

Sounds easy right?
We have more of these.
Download the entire list

Ten Ways to Stop Procrastination

Download at:
http://thedecisioninstitute.com/?page_id=226

None of us is exempt from this problem.
Yes, that includes me.

However, I want to share a great tool that I
found that really works in helping you deal
with and move past procrastination.
Today, I get so much more done because of it.
And I did not even believe I had an issue.
(not that many of us do).
But a friend ask me to try a tool he was
developing to deal with procrastination.
So I did.
Wow!
This stuff really works.

Check out the tool at the link below.
I can give you my personal experience
as a testimony, it really does work.

However, one caution, you might drive
everyone a bit crazy with all you get done -
that is how good it works.

Tool is call “Get It Done.”

Check it out:
http://thedecisioninstitute.com/?page_id=121