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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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.

 

 

 

 

 

 

 

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

 

 

 

How long will you stick with it?

How long will you put up with all the work, struggle and pain?

How long will you persist?

 

A great question that so many successful business owners must handle.

How long do you keep going?

 

If you are still going, then you have persistence, and you will prevail.

 

So many never make it in business for this simple fact.

You see, it is so much easier to quit.

It is so much easier just to stop and get a job.

It is so much easier to find something else to do.

 

However, the real entrepreneur is still going, as they know success will come.

They know that if you persist, you will prevail.

 

James Watts spent twenty years perfecting the steam engine.

 

William Harvey worked for eight years to demonstrate how blood circulated in the human body and another 25 years trying to convince different medical establishments.

 

Have we become weak?

Where is this persistence?

 

This is the great difference between those that make it and those that don’t.

Those that make it simply refuse to settle for less.

They will not take the line of least persistence – for them, it only leads to failure.

 

So point one for today – change your mind to a mindset that will accept nothing less than success. 

 

We often look at the great success in the world and do not understand all they went through to get there.

R. H Macy, the founder of the Macy Department Stores, failed at five different professions before his success – whaler, retail, gold miner, stock broker and real estate broker.

 

Point number two is simple, if you really want it, then you have to adopt the simple words, “Nothing shall hold me back.”  If you do, nothing will hold you back, and you will in turn prevail.

 

I talk a great deal about vision and those that know me know I believe without it, you will never get there.  However, just dreaming is not enough.  Purpose and persistence make it happen; they separate those who achieve from those who merely dream.

 

The third point is you need that dream, you need that vision, you need to know what you want.  Then make it part of you; your purpose and your persistence will take you there. 

 

You can get along without many other qualities, but not without persistence.

 

 

As the great success coach Napoleon Hill said:  “No man is ever whipped until he quits – in his own mind.”

 

“I had learned, from years of experience with men, that when a man really desires a thing so deeply that he is willing to stake his entire future on a single turn of the wheel in order to get it, he is sure to win.”

Thomas Edison

 

Remember as we always say, failure is the road to take us there.  Failure creates success.  Are you ready to persist, or are you just going to give up?

 

How long will you stick with it?

How long will you put up with all the work, struggle and pain?

How long will you persist?

 

A great question that so many successful business owners must handle.

How long do you keep going?

 

If you are still going, then you have persistence, and you will prevail.

 

So many never make it in business for this simple fact.

You see, it is so much easier to quit.

It is so much easier just to stop and get a job.

It is so much easier to find something else to do.

 

However, the real entrepreneur is still going, as they know success will come.

They know that if you persist, you will prevail.

 

James Watts spent twenty years perfecting the steam engine.

 

William Harvey worked for eight years to demonstrate how blood circulated in the human body and another 25 years trying to convince different medical establishments.

 

Have we become weak?

Where is this persistence?

 

This is the great difference between those that make it and those that don’t.

Those that make it simply refuse to settle for less.

They will not take the line of least persistence – for them, it only leads to failure.

 

So point one for today – change your mind to a mindset that will accept nothing less than success. 

 

We often look at the great success in the world and do not understand all they went through to get there.

R. H Macy, the founder of the Macy Department Stores, failed at five different professions before his success – whaler, retail, gold miner, stock broker and real estate broker.

 

Point number two is simple, if you really want it, then you have to adopt the simple words, “Nothing shall hold me back.”  If you do, nothing will hold you back, and you will in turn prevail.

 

I talk a great deal about vision and those that know me know I believe without it, you will never get there.  However, just dreaming is not enough.  Purpose and persistence make it happen; they separate those who achieve from those who merely dream.

 

The third point is you need that dream, you need that vision, you need to know what you want.  Then make it part of you; your purpose and your persistence will take you there. 

 

You can get along without many other qualities, but not without persistence.

 

 

As the great success coach Napoleon Hill said:  “No man is ever whipped until he quits – in his own mind.”

 

“I had learned, from years of experience with men, that when a man really desires a thing so deeply that he is willing to stake his entire future on a single turn of the wheel in order to get it, he is sure to win.”

Thomas Edison

 

Remember as we always say, failure is the road to take us there.  Failure creates success.  Are you ready to persist, or are you just going to give up?

 

If you persist, you will prevail.