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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

So what are you doing to get to the gold?

 

There is a story about a young man who had purchased a goldmine.

He was working hard.

He was doing all he could to find gold.

But he finally had to give up and sell his mine.

 

Now, the buyer was a very smart man and he brought in an engineer who told him to move the digging 5 inches to the left.  Within hours the gold was flowing and the man became very rich.

 

Check out the coach discussing this article live on Facebook.

https://www.facebook.com/manny.nowak/videos/10210992035729889/

 

What happened?

 

Often we quit when we are so close to the gold.

We know we can break into the account, but we become weak.

We know this is the big one, but we let others convince us otherwise and we quit.

We just need to make some money, so we move on.

 

But even more important, we often don’t get the help that can get us to the gold.

When we can’t get into the big account, when we start to become weak – we need help.

Perhaps we need someone inside the account.

Perhaps we need a connection to someone who is doing business with him or her?

Perhaps we just need some motivation.

But what we don’t need is to quit.

 

Sales is like mining and if you keep going when you are ready to quit, and you get the right help, you can excel beyond anything you could imagine.

 

So how are you doing?

 

Coach Manny’s Inner Circle – a great place to find the solutions you need.

Click here to sign up today.

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

 

Here are three things to help you on that road to generating more business today.

 

First, if you are going after the big ones, understand what it is going to take. 

Time, money and effort.  Then double or triple your estimate.  If you still feel you want to invest that much, then go for the gold.

It really does take that much.

 

 

Second, we often know this is the big one, but we let others convince us otherwise and we quit.

As JLD says on Entrepreneur on Fire and as I keep saying in this newsletter, you are the sum of the 5 people you spend the most time with.

Further, only the unsuccessful will ever tell you that you can’t.

 

So, get away from people who don’t encourage you to keep going.

 

And third, we just need to make some money, so often we move on.

As entrepreneurs, business owners, and sales people we constantly face this.

We need to eat.

We sure do, but we also need to look at the long-term picture.

What else can we do to make it until we crack this one?

There are always other solutions besides quitting.

 

Go for the gold.

Don’t sell your mine before you bring home the gold.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

Now, if you want some help, then sign up today for my Inner Circle.

This is the group that will keep you going.

 

Talk and learn form others in business – what they deal with daily.

Find out you are not the only one dealing with those sales issues.

 

It will help you look at the options, cost, time and all those things.

It is full of people who have been there and done that.

 

So don’t take a chance on not making it happen for you, sign up today.

Coach Manny’s Inner Circle.

 

Click here to sign up today.

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

 

I still believe if you act quickly there are slots available under the regular $97 a month price tag.  And remember, whatever price you get in at, that is you fixed monthly cost as long as you stay a member.  Check it out today.

 

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

 

When President Ronald Regan was a child, he was sent to the shoemaker to get a new pair of shoes made.  When he got there, the shoemaker asked him, round or square toes on the shoes.

 

Ron did not answer. He was thinking about it.0014

 

The shoemaker showed him again in a week, and again, asked young Ron, square or round toes?

 

Ron did not answer.  He was still thinking about it.

 

One final visit to the shoemaker, and again, the question, round or square toes on the shoes.  Again, no answer.

 

The day came and the shoemaker delivered Ron his shoes, one with round toe and the other with square toe.

 

That day, Ron learned a very important lesson he never forgot. “Never let anyone else make your decisions for you.”

 

How about you?

Are you making your own decisions, or are you letting someone else make them for you?

 

Where do you want to go to college?

I don’t know.

You are going to college at xyz University.

Listen to Targeted Lead Generation Podcast.  Click above to learn more.

Listen to Targeted Lead Generation Podcast. Click above to learn more.

But you really didn’t want to go there.

 

Do you want the office on the left or right side of the receptionist?

I don’t know.

OK, then you get the one on the left.

But I didn’t really want that one.

 

Do you want to go to the conference in San Diego next month?

I don’t know.

You are not going. I am.

 

And on and on and on.

 

Every day, so many people let other people make their decisions for them.

Because they can’t decide.

Because they can’t decide fast enough for the other person.

 

Because they don’t want to decide and are happier if someone else does it.

 

Success starts with your ability to decide.

Ronald Regan learned it a very you age.

Let no one else decide for you.

 

You see what happens when you let that take place.

You lose all control of your direction.

You are put into things you might not want to participate in.

You have no leadership skills, because you refuse to use them.

 

Making your own decisions is one of the most important things you can learn as you move forward.

 

So, here I will share 3 things you can do to take back your decision-making ability.

 

1/       Hang out with other people who are good and quick and successful at making decisions.

 

            Or, in other words, get away from people like you.

 

            They are easy to find.

            You see them all the time.

 

            Ask a question, and they give an answer.

 

2/       Give the best answer you can to the question, which might not always be the final or complete answer.  That is ok.

 

            Do you want to go to the conference in San Diego next month?

 

            Answer:  Yes, but I will get back to you tomorrow with my final commitment.

           

            Which school do you want to go to?

 

            Answer:  I think abc university, but I am still also considering y and j.

 

            Want the office on the right or the left?

 

            Let’s go look, and I will make up my mind right now.

 

            Do you see the pattern?  You give an answer and take control of the situation, and no one else will make the decision for you.  Unless you don’t do what you said you would.

 

            Ron could have easily avoided the situation by asking one simple question, “When do you need an answer?  You will have it.”

 

 

3/       Get comfortable with the fact you might make the wrong decision.

 

            I call it failure creates success, as I wrote in my book by the same title.

How to create real success in all you do

How to create real success in all you do

            Click here to review and order your copy today.

 

 

 

            We are brought up in an environment, a system where we are taught that failure is bad, instead of that failure is the key to finding the right way.

 

            Because of this fear of failure, we are afraid to decide.  This starts at a very young age and then just gets worse.

 

            It is OK to fail.

            Believe it.

            Buy in.

            Go forward.

 

 

So, if I see you in two different shoes, I will know you could not decide either.

 

Decision-making gets so many people off their game.

Get better with more effective persistence, consistency and self-Discipline.

Want to learn more?

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Check out my book – What’s Your Excuse

 

 

 

If effective decision-making is an issue you struggle with, why not talk with me.

Click here to learn more about setting up a 15-30 minute call.

 

 

Wow!

Interesting concept – people who could become customers don’t tell you why, they just don’t buy?

Those of us with online businesses experience this all the time, but so do those of us who don’t have online businesses.

People just stop and don’t buy.

 

 

You don’t understand why they don’t buy, but they simply don’t.

 

You don’t hear them say, “I didn’t buy because of this or because of that”, instead, they just don’t buy.

 

So, what can we do?

How do we determine what we are doing wrong?

How do we find the reason they did not buy?

How do we find the reason the conversion and close of the deal didn’t work?

 

You have to ask.

Yet, so often, we don’t ask.

Online, we have a little more automatic control, yes and no.

There are ways to ask automatically.

But, if they just leave and close the window before we really understand who they are, we have no recourse.

 

The best way for me to understand why someone didn’t buy is to ask.

Thanks for your interest. Can you tell use why you are not buying?

But if they just close the window, I cannot even do this.

 

Yet, if we don’t take time to understand why people do not buy, we will continue to do the things that made them not buy.

 

So, today I want to share with you 3 little tips to help you in this realm.

 

 

1/        Ask

            When someone doesn’t buy, when someone doesn’t take the deal, online or offline, simply ask the question, if you can.

            Sometimes you can and sometimes you cannot, but try.

 

            “You didn’t buy, why?”

            It is that simple.

            So if you didn’t do business with us.

            “I appreciate this opportunity to talk with you, to serve you.  For us to better service you and others in the future, could you share why with me?”

 

            You will be amazed at what you might learn, if you simply ask and then shut up and listen.

 

2/        Go back and review the deal with a third party.

Let someone else look at what you did and give you feedback.

Run the situation past others – your boss, fellow sales people, a friend, or a coach.

            “Here is the situation, here is what happened, and they did not buy.  Do you see anything I did wrong?’

            Let me share my sales process with you, online and offline. 

 

            You might be amazed by what you learn.

            I did this with a friend the other day, and he gave me great input.

 

3/        Honestly, look at your sales process and ask yourself.

            Ask yourself this question – “Would I buy from me?”

            This is one of the simplest things we could do.

            And if we are honest, we will usually be amazed.

            Too pushy, not pushy enough.

            Talk too much.

            Too detailed. Too high level.

            On and on.

 

            If you can’t say, wow, I love it, I am in!

            Then why would anyone else?

 

Let us remember this week to continuously ask, “Why should they buy from me?”

 

To be a star at selling, you need a system that works.  How is your sales process working?  Take a look at our self-study course designed to help you create a new and powerful sales process that can double your sales.

 

http://thedecisioninstitute.com/double-your-sales-training/

 

 

 

 

 

 

 

 

A new exciting term being spread all over the place these days is this thing called, “marketing automation.”   So what is it and how could it help your organization?

 

Firstly, according to the experts at Wikipedia:

Marketing automation is software technologies designed for marketing departments and organizations to more effectively market on multiple channels online (such as email, social media, websites, etc.) and automate repetitive tasks.

 

Secondly, according to Coach Manny:

Marketing automation is tools and systems that can drive your business to the next level in sales and marketing.  It also helps you stay connected, and follow up and build your business both online and offline.  Helping you stop missing the targets that you know you should be hitting.  Increase sales!

 

For you as a business owner, marketing automation can drive you way ahead of the competition and make you a major player in your business field.  Increase sales.

 

Today, I just want to introduce 3 areas that marketing automation can help you with.  Remember, this is just the tip of the iceberg when it comes to what real marketing automation can do for you and your organization.

 

1/        Automate the follow up process – stop your loss of potential clients.

            How do you stay connected with more people and how do you move the right people forward in the marketing process?

            I don’t care how good you think your memory is, you cannot remember everything and if you miss something with a prospect, it could be the one thing that costs you a client worth thousands of dollars.

            Marketing automation helps you to set up campaigns that are followed automatically once you make a personal or online connection.  It can do the majority of the work for you;  notifying you only when you need to physically get involved.  When you have to make that call or stop by and visit.

 

2/        Saving you dollars on adding staff.

            We all know the cost and headache of first finding the right players and then paying them what they are worth.  For most of you, your highest cost is employees.

            However, when you look at automation, do you look at where it can save you hiring that person?

            For pennies on the dollar of the cost of a person, marketing automation can perform so many of the routine follow up and connection pieces that make your sales and marketing process much more effective;  that generates business.

 

3/        Reduce “misses” to almost zero

            Yes, computers do still make mistakes, but they are usually caused by the person behind the keyboard.

            Once you set up and test a process, the computer does it every time, all the time, just as you ask it to.  This is one of the great powers of marketing automation.  Define the follow up process, by whatever categories and groupings you want, and the system will automatically do it every single time for you.  Again, only informing you when you need to get involved.

 

            I have been working with business owners in small organizations effectively for the past 10 years.  Yet, with these new automation tools, I can help my clients even further by taking their sales/marketing process to new levels of results.

 

            You know how I always talk about walking the walk, well  I am walking the walk.  I have implemented marketing automation in my own business and it has created results that will help my business to grow way beyond expectations.

 

            So, there is your introduction.  Call me or email to learn more.  856 358 4021.  Manny@MannyNowak.com

 

            Also, don’t forget our Marketing Automation Boot Camp this October 22 and 232015.  If you think this is something you should be looking at, then you need to be there.  Register today at our discounted price.

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

In today’s world of technology, not providing follow up is totally unacceptable.

You can automate most of the process, so why are people still so weak when it comes to following up?

Why are people leaving so much business on the table, and then wondering why their business is not growing as they desire?

 

A simple example:

You go to a networking event, you meet 8 new people, you start 4 potentially strong relationships.  Then you go back to the office, immerse yourself in your day to day activities, and what happens to those 8 people?  What happens to the 4?

 

Do you have one of these in your office?

pictures of piles of businesscards 

Leads that I killed.

 

So, what can we do about it?

Let’s look at one simple solution that we have implemented and that is working very effectively for us.

 

1/        It all starts with your smart phone.

Use your smart phone to scan the business cards you gather at an event.

            Do it as soon as you get to the office, or better yet, in your car or hotel room immediately after the meeting.

           

            I happen to use SNAP which works well with my Infusionsoft product.  However, there are many products out there.  Note:  I also ask if it is OK to send them a follow up email.

 

 

2/        Upload the scanned card into your CRM system.

            After the scan, you can add data or tags. 

            You can also change anything that did not scan correctly.

            It is amazing how well the scanning software today works.

            Most times, all I do is add a tag that the contact came from a business card.

Plus, if it is hot, I will add a hot tag too.

           

            The contact then uploads into your CRM system and creates a contact record.

            Again, I happen to use Infusionsoft as my CRM, as it is totally automated.

 

3/        Have an automated process that starts the follow up.

            I have built a campaign so that when the new contact is uploaded, the initial following happens over the next 37 days.

            A/        They get an email the next day explaining how I enjoyed meeting them and that I hope to learn more.  I also send then a link to one of my free eBooks.

 

            B/        Three days later, they get another email, this is one of my articles along with a link to see if they would like to receive them regularly.

 

            C/        A week later, they get another email, this one inviting them to an event we are doing in the near future.  Again, this comes with a link to join our list.

 

            If they join our list at any point, the process ends at that point and they begin a different process.

 

            This process continues with a few more articles and/or invites. 

 

            If they do not join our list at the end of this process, then they are set up for a different process in the future and receive no more emails at this point.

 

            In some of our processes, we also add calls, visits or other touches to the sequence.  But we don’t have to remember what they are; the CRM tells us if we need to so something, what it is and how to connect.  All via an email.

 

The point is that all I did once I built the process was scan and approve the card.  The rest is completely automated.

This is a process for when we receive a business card.  We have a different process for each way we connect with you; both online and offline. 

 

The statement I started with: In today’s world of technology, not providing follow up is totally unacceptable.

 

Start to automate your follow up processes today.  Need some help?  Connect with me.  Our function is to help your build the best business development process for your organization.  Increase sales, profit and time.

 856 358 4021

Manny@MannyNowak.com

Are you generating the business you want to generate?

Are your sales growing at the rate you expected or more?

Are you happy with your current sales process?

 

Simple questions – right?

 

Well if you are not happy, what are you doing to change?

 

Let us look at this in a very simple model.

 

First, the goal is to move suspects to customers.

But, in order to do that, they have to go through a cycle.

 

For example, if one customer takes 5 qualified prospects, and 5 qualified prospects take 10 prospects, and 10 prospects require 25 suspects. 

The simple math is that for you to create a customer, you first have to have 25 suspects.

To generate 100 customers, you have to have 2500 suspects.

 

Second, you have to understand the best place to hunt for your suspects. 

Yes it is hunting.

To do that, you need to start with your existing customers.  Where did each of them come from?

Always track this going forward and track it going back so you can see a pattern begin to emerge.

Now if 50 percent of your customers come from networking and another 40% of them come from cold calling, then those are the places you hunt.

Why? Simple, because the proof is in the pudding – you have proven it works.

90% of your customers come from these two sources – so why would you hunt elsewhere?

 

Third, you have to determine how to move a suspect to either a prospect or out.

Simply put, a prospect is someone who you believe, think or looks like they could use what you sell.

Then you have to ask questions, listen, research, and take the time to make the determination.  Don’t keep chasing people who are not your prospects.

 

Fourth, you have to move prospects to qualified prospects. 

Some people like to combine this and the previous step, but for clarification, I like to keep them completely separate.

Now you start to ask the harder questions.

Do they have a need?

Do they have money?

Can they make the decision?

Do they want to buy the product?

What is their timeframe?

 

And finally the fifth step.  Moving them towards being a customer.

Ask for the order.

All throughout the process, you have been building the relationship and now you  keep going, thus making it even stronger.

Demonstrate exactly what is in it for them.

Ask for the order.

You might have to do a proposal.

You might have to do a presentation.

Either way, ask for the order.

 

This is how you move a suspect to a customer.

Now get out there and start doing it.

 

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.

 

So, you know have seen 6 of the 10 keys to sales success.
How did you do over the past two weeks in applying them?
Have you started to see the change already?

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No matter what your position, these tips will help you become great at selling.
Do not forget – selling is something we all have to do.

From the executive who has to sell his team to the stay at home mom/dad who has to sell the other partner on an idea.

From the clerk in the office who has to sell his boss on a concept to the student who has to sell the teacher on a proposal.
We all sell.

Today we wrap up our three week series with the final 4 tips. 10 key items to make you a great success at selling will be in your possession once we finish today.

What as Coach Manny presents all 10.

Watch this video:

Now, what are you going to do with them?
Learn these important tips and watch what happens to you and your success.

7. Ask for the order – you should be closing all the time.
I know that sounds simple – but it is a real problem.To many people go through the entire process like they were doing a commercial or were on an acting job. Thanks for your time, good-bye.
There are 100′s of ways to close – learn some more.

Objective is to close the deal.

8. Know your product/service/presentation cold.
There should not be a question you cannot answer or call someone who can.
In today’s world of technology, between your smart phone, the web and your IPAD, get the answer.
Not I will find out – find out now.
Objective: Never leave the customer with an unanswered question.

9. Know how to sell.
If you are selling, then you need to know how to sell.
If you are selling, then you need to understand the science of selling.
If you are selling, then learn the skills.
Nothing worse than a person coming into my office trying to sell me something who doesn’tknow what they are doing.
Objective: Getting the customer to buy – this is not a social call.

10. Learn and understand the customer’s expectations.
No one cares how great your product/service is.
No one cares how long you been doing this.
No one cares what you think.
The customer cares about what they care about and that is it.

Objective: Learn the customer’s expectations and meet them.

Even if you only learn 1 or 2, it will greatly impact your sales process. Selling is a science we all need to know. Take some time today and start learning it, no matter what you do for a living, selling is critical to your success.

Hope you enjoyed these?
Now – are you ready to take it to the next level?
Are you ready to be part of the 5%?

Check out our boot camp – you need to be there if you are ready to be part of that top 5%.

Click here to learn more:

In all you do in life, sports and business, it really comes down to doing the basics.

When you are having a problem in sports – the coach always tells you to go back and work on the basics.

Practice the basics and then see what happens.

How come in sales we always think we are way past that.

Let me ask you how much you practiced your skill last week?

Sales people often get offended when I mention practice.

Practice – are you kidding me – I have been doing this for 20 years.

Practice – do I look like a trainee?

Practice – me, what for, I am already great.

Amazing how professional athletes practice more than they play.

In professional football they play 1 hours week or less.

In pro basketball, they might play 2 hours a week at most.

Do you know how much time professional football and basketball players spend practicing?

Do you know how much time they spend on the basics.

Do you think that the 65 teams going to this years NCAA Tournament are not going to be practicing all week?

So, what about you, when was the last time you practiced your selling skills?

Start today and take ½ hour every day, in the car, on the treadmill, laying in bed – practice your selling skills.

You will be totally amazed at what happens and how much better you get.

You want to win the super bowl of sales or keep missing the playoffs.

Some simple things to work on?

1. Record yourself and then play it back?
Do you really sound as good as you think?
Or have you gotten weak?
How is your voice doing?
How clear are you speaking?
It sounds a whole lot different hearing yourself on a recorder.

2. How well do you know your products?
When was the last time you changed up your presentation -
starting to sound like an old record?
Add something new, change things around, practice and get it smooth.

3. How well do you know your competitors products?
When was the last time you studied their stuff?
Practice answering a question a client might ask?

4. How is your listening?
Take time and listen to some educational stuff or other people talking
Did you really get what they where saying?
Take time and listen to your spouse
Take time and listen to your children
Practice understanding what was really said

5. Work with a partner
Let some else who is honest tell you how you are doing.
Let them play the buyer
Would they buy from you?
Where do you need improvement?

These are just a few things you can practice.
Remember to be great in sports, music and most other things in life, you need to practice – now apply that to selling.

I know you think you are that good. And as I always say – it is very critical to be positive and have that great attitude.

But, just like in sports and entertainment – to stay on top you have to practice

You want to stay on top in selling – then you better start practicing every day.