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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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/

 

 

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.

 

Great sales people do not necessarily make great sales directors and leaders.

Prior experience or background in an industry does not necessarily make you a great sales leader.

Great sales leaders are leaders first, then sales people.

 

WOW!  Does that fly in the face of so many hiring managers today?

Yes.

 

Ever read the ads for sales leaders.  Most of the skills required have little if anything at all to do with sales leadership.  If you want a sales person then hire a sales person.  But if you want a person to lead your sales process, then hire a leader who knows how to get the best and most out of sales people.  They are not the same skills.

 

This is also why so many mistakes are made when trying to hire the best person to run your sales process.  To many sales leaders are great sales people, but poor leaders. 

 

One of my greatest success stories comes from going into an industry I knew almost nothing about.  Hired as the VP of Sales I built a team that took sales up 80% in less than 2 years.  Why?  Because as a leader I built the best team and got them to produce.  It was my job to increase sales though others, not to sell.

 

Yes, sales leaders should have a sales attitude.  But you all know from following me that I believe everyone in an organization should have a sales attitude. 

 

So what are the skills a great sales leader should have?  Well here is what I look for when helping others find the best in sales leadership. 

 

1/        Ability to build relationships with members of your team.  

The problem with most sales people is they are great at building relationships with customers, but terrible at building relationships inside the organization.  Sales leaders have to build great relationships inside, both up and down.

 

2/        Ability to get Commitment of your team.

Ability to set, communicate and get commitment of the sales people to the expectations the company has.  This is what is expected.  No hidden agenda.  This is what you have to do.  Commit to it now or perhaps this is not for you.

 

3/        Not accepting excuses as to why things are not getting done.

Instead, what can you do to make it happen?  Don’t come in and tell me it is not happening.  Instead come in and ask for help, come in with some solutions.  Let’s make it happen.

 

4/        Teaching ability

Number one, you need to teach and develop your team to be super stars.  It is no longer about you but about your team.  As a sales person, it was about you being the star.  Now it is about you making your team the star.

 

5/        Give the credit and take the blame. 

If it works, they did it.  If it fails, I did it.  The days of getting all the credit are gone.  This is hard for many.

 

6/        Get out there and work with them. 

Not doing their job, but doing yours.  Leading them and helping them to be great.  Support and kick butt.  Both are needed.  You need to be out there.  When I manage a team, I live on an airplane, in a car and in hotel rooms. That is just the way it is.

 

7/        Give them a process and plan to follow, and hold them totally accountable. 

Give them a process that if they follow it, they will be successful.  If they don’t follow it (This is the way we use to do it.  You don’t understand! ), then they need to move on.  The process works if you follow it.

 

Don’t get me wrong.  Some great sales people, just like some great athletes make great leaders.  But leadership is a different skill.  So if you want great sales leaderships, then hire people who are great leaders that can get the maximum out of sales people.

 

Are you looking for the keys to the castle?

The way to take your Business to the next level?

The way to create a more successful and growing business?

 

These 12 keys are what I have learned will help you drive success in your business.

 

This is the process that I have used to help my clients build super companies.  It is a set of rules, technics and tools that I learned from some of the best and most successful business owners out there.  Those who do it so well and so successful.

 

Most successful businesses I have worked with live by them.

 

So today I just want to share an overview of them with you.  Then as the months go on, we will share additional insight into each one.

 

If you have any input or comments on these or others, please share them with me.  I will be putting this all together in a new book to be released either later this year or early 2015.  Maybe when I am done there will be 15 or 20, but for now, these are 12 keys that are critical.  They are in no particular order.

 

Love them or leave them, but they do work.

 

 

1/        Selling is the most important thing you do.

Close some business.

Forget all the rest until you get this piece working.

You don’t need that nice office, those beautiful business cards, or even great systems, you need sales.

If you don’t close business you don’t survive – it is that simple.

All you need to start is a business card, a phone, an idea and lots of drive.

 

2/        To build great amounts of business, you need marketing.

If you want to build a company that makes money.

Then you have to support your selling with marketing.

You have to generate the leads.

You have to start getting the phone to ring.

You have to get people to take action on the web.

 

3/        Delegate or die doing everything.

Determine what you are good at and what you are not good at.

Delegate what you don’t to well to someone else.

Get an assistant, a right hand person.

Surround yourself with people who are better, sharper and have greater potential than you do and lead them to success.

 

4/        Set goals, have a plan and Aim high

If you don’t know where you are going, you will definitely not get there.

If you aim high and you only get ½ way there you will still succeed.

And measure where you have gone.

 

5/        Get a CRM system and use it

You cannot track, manage or build a successful business without a CRM system.  And you are crazy if you try.

Excel and Outlook are great products, but they are not a CRM system.

Yes, you need it.

 

6/        Network and build relationships

Most of your business in most small organizations comes from relationships.

If you can’t network – learn.

If you are shy, get over it.

If you don’t have time, make it.

 

7/        Forget about going back

Stop thinking you can just go back if this fails.

Burn the ships.

There is no going back.

You have to make it work.

Either commit or forget it.

 

8/        Cash is.

Everything, anything and the only thing.

If you don’t have it, you are done.

Double the estimate you think you need

Double the expenses you think you will have

Cut the revenue projection in half

You have to have cash, which means you have to be making money.

No profit, no cash, no business – remember it and live it.

 

9/        Time if the only thing more critical to manage than cash.

Be proactive and not reactive

No one else controls you time.

You can create great things if you get this one under control.

Otherwise you will be working 16 hours a day and going crazy.

 

10/     Get some advisors and listen to them.

Get a coach.

Get a number of mentors.

Get a board of advisors.

And listen to them.

Spend time, money and energy on self-development.

No one can do it himself or herself.

 

11/     Lead The Way

Walk the walk.

Be tough when you have to be.

Be firm when you need to be.

Be fair, always.

Make decisions, now.

 

12/     Share the wealth

The greatest success comes to those who share

A little of a lot is more than a lot of a little, I don’t know who said it.

But wow is it ever true.

Share because you didn’t do it yourself.

 

 

There you have it, now go do it.