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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Steve Jobs was a great visionary, innovator and driver.

But above all else, he was the best sales person Apple had.

 

What are you doing to keep your sales team sharp, productive and successful?  No matter what size organization you have, sales is still the key driver of success and should be the number one priority of the CEO.  You cannot grow an organization by cutting costs.

 

Whether it is just you, a team of one, or a team of 10, 100, or anything in between, sales teams have to be led to be great.

They have to be trained and motivated to be effective.

They have to be accountable to be successful.

 

Today I want to look at these 3 points to consider what we can learn to make our sales teams better and increase our top line.

 

 

1/        The sales team has to be led.

Led by you, the CEO.

Yes, your sales leadership team has to do the job you put them there to do, but so do you.

You have to get the message out from the top of the organization.

Companies grow by increasing sales.

Cutting costs does nothing to grow the company.

 

The single most important key in any company is sales growth.

And sales growth doesn’t just happen.

When sales are up, the rest follows suit.

As the CEO, that is the message you must spread.

Send the message out to the sales team – the CEO’s top priority is increasing business.  Don’t just use words, use action.

 

 

2/        The sales team has to be trained and motivated.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

Why do large corporations spend so much time, effort and money training and motivating their sales teams?

Because they know it works.

Because it helps them become better, stronger and more successful.

Because it fires them up.

Even if you are your only sales person, you still need to go to a couple of conferences a year and learn and get fired up.

Hang out and get pumped.

Again, as the CEO, get out there with the sales team sometimes.  Show them how important you believe their efforts and energy are.  Show them you understand what they do and respect it.

A CEO with sales vision, inspiration, and motivation can create unbelievable sales numbers from the team.

 

 

3/        The sales team has to be accountable.

They must be held to the numbers.

As I always preach, sales are a numbers game.

Math is simple.

Either you are doing it or you are not.

The numbers do not lie.

And not just the final numbers, but all those numbers in between.

Making calls.

Prospecting every day.

Doing follow up.

Closing business.

Networking.

 

You must have metrics and use them to hold your sales teams accountable.

You have to make the tough decisions.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

Again, as CEO, you live and breathe this every day.

You support it.

There is no doubt at all – the CEO expects the numbers, period.

 

Great sales teams are led by sales driven CEO’s.

Inspired and driven.

 

Want to grow your organization?

 

Then put on the sales hat.

It is a big part of your job.

 

Need some help.

Give me a call.

Let’s talk.

 

Set up a short call with me.

Schedule it today, click.

http://meetme.so/coachmannynowak

So often, we waste too much time trying to sell to those who are not going to buy.

 

Stop.Photo on 5-14-17 at 8.40 PM

 

To be successful in sales today, you must get to either “no” or “yes.”

You can spend your life on “someday” and “maybe,” but you will not make money.

 

Today I share 10 strategies for reaching “NO” faster and moving on to prospects who will say “YES.”

 

Stop spending time with people who cannot, will not, or are not interested in buying, and start going after those who will.

Take your sales to new levels of success.

 

1/        Ask: “Do you have a budget for this product/service?”

“What is it?”

“Do you have the money to make this purchase?”

 

            If they don’t have the money, why are you there?

            Do you have a way to finance it – make it happen?

 

 

2/        Stop providing them a way to avoid making a decision, even if that makes them more comfortable.

Make it easy and simple for them to say “no.”

            But move them to make a decision.

 

            Ask tough questions.

            Don’t ease up by saying, “I will get back with you.”

            Or “Let me call next week.”

            Or “Do you want to think about it?”

 

            Looks like we have all the pieces in place, should I get the contract ready for you to sign?

 

            Based on our conversation today, I can’t see anything else holding up you moving forward, shall we get the contract ready?

 

 

3/        Ask for the order, clearly.

            “Let me get the paperwork started.”

            “Are you ready to commit?”

            “When would you like to start?”

 

            Close the deal.

 

 

4/        Shut up and let them make the next move.

            Say nothing.

            Be quiet.

 

            Let them make the move.

            Many times they will buy themselves.

            Using silence to make the sale is one of the greatest skills of successful sales people.

 

Closing Sales –

 

 

5/        Ask if they can make the decision or if others have to get involved.

            Figure this out as early in the process as possible, before you waste time selling to someone who doesn’t have the authority to buy.

 

 

            If they cannot make the decision, then get to the person who can.

            Don’t spend all your time, money and effort selling the wrong person and then having to do it all over again.

            If the decision must go before the board, ask to be there.

 

 

6/        Ask, “when can we expect a decision?”

            If not today, when?

            Tomorrow morning?

            Next Wednesday after lunch.

            3 Months from now.

 

            If they cannot narrow it down, they might not be a buyer.

 

Closing Sales –

 

7/        Ask if they are ready to sign, now.

            “Can we get this contract signed right now?”

            “This looks like a go, when can we get this signed off?”

            “So you are in. Let’s sign.”

 

 

8/        Ask: “if we meet your requirements today, will you sign?”

            “If we can make that change, will you sign immediately?”

            “Can we get this signed right now?”

           

 

9/        Ask what’s stopping them from signing right now.

            “You seem to be hesitating, what is holding you back?”

            “Have we not met your needs?”

            “Is there something else we need to do before you sign?”

            “What is stopping you from signing right now?”

 

10/     Make the “NO” decision for them.

            “I assume that is “no” and so let me pack up?”

            “I see you are not ready to buy, thank you.”

            “I appreciate your time, but I don’t think you are ready to buy.”

 

 

The faster you move on, the more business you will do. 

It amazes me how much time we spend selling to people who we know are not going to buy – just move on.

 

Relationship building is not being put off forever.

 

But remember, a “no” today does not mean you will not do business together in the future.

It simply means “not now.”

So gather your stuff and move on.

Find your next sale.

 

We build effective sales processes for companies of all sizes.

Need to increase your sales?

Tired of a sales process that continues to fail to live up to your expectations?

Are your sales people spending too much time on admin work and not enough time selling?

 

If so, we should talk.

Click link below to schedule a 15-minute call with Coach Manny.

http://www.meetme.so/coachmannynowak

 

Do you remember the Cowardly Lion in the story of the Wizard of Oz?  The lion went out in search of courage. 

 

What was it he learned? 

 

The story ends when the lion learns the simple fact that courage is not something that is found externally, but you have to find within yourself.  Courage means going forward without doubt.  If you believe you have courage, you have courage.  The lion found courage within himself.

So can you.

 

Today it is a simple fact that we lack so much courage in the business world.  As leaders we have to ask,  “where is the courage”?   As leaders, we should be setting the example for the people who work with and for us.  Where is the courage that we are suppose to be exhibiting to our teams and to ourselves?

 

How can we expect the people who work for us and with us to have courage, when we don’t have it?

 

Instead of courage today, what we exhibit is conformity. 

 

As Howard Hendricks says, “The opposite of courage isn’t cowardliness, it is conformity.  A belief is something you will argue about.  A conviction is something you will die for.  You cannot really live unless there are things in your life for which you are willing die”. 

 

Yes, Howard does take it to an extreme, but the bottom line is as Winston Churchill says,

“Courage is what it takes to stand up and speak”. 

Courage is also what is takes to sit down and listen.”

How to create real success in all you do

How to create real success in all you do

 

 

If you are a student of Churchill you remember one of the great lines he said when he was in battle,

“Bullets are not worthy considering… I do not believe the gods would create so potent of a being as myself for so prosaic an ending”.

 

Wow!

 

Where has that courage that Churchill and other great leaders exhibited gone? 

 

Where has it gone? 

What has happened in today’s world that we don’t exhibit that courage.

 

We are not cowards. 

No one is calling us cowards, but they might be calling us conformists?

 

Why don’t have the courage to take on the things we need to do make the changes we know are needed.

 

That is one of the reason’s we have lost our leadership in the world.

 

We no longer have the courage.

 

We no longer teach courage, but instead we teach conformity.

 

Yet people in the rising countries throughout the world are teaching courage.

They are teaching, “you can do anything you want” and “YOU can lead the world”.

 

So is it time we took some courage lessons?  Isn’t it time we set the pace and exhibited the courage we know we have.

 

If you have had enough of not reaching those goals.

 

If you have had enough of just conforming to things.

 

Then it is time you as leaders put up the courage to do something.  To make something happen in your business, life, career, health and family.

 

It doesn’t have to be some super extraordinary thing.

 

You can exhibit courage simply by standing up for what is right.

 

You can exhibit courage by simply making the decisions that will take you down the right path.

 

You can exhibit courage by showing your team consistency of how you operate.

 

You can exhibit courage to your team by being there for them and supporting them, backing them, teaching them and helping them.

 

I urge you this week to make a new commitment to courage in your business, life, career, family and health.

 

Help them as you move forward.  Look inside as the Cowardly Lion did.  You have all the courage you need inside yourself. 

 

Go out and make it happen.

 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

“A good company must ‘impute’ – it must convey its values  and importance in everything it does, from packaging to marketing.”  Mike Markkula

Everything we do.

Everything we are.

Consistency makes it happen.

 

I teach it in sales by saying that each day you have to prospect.

Not 10 hours of prospecting today and then nothing for weeks.

Not once in a while when you have time.

Daily – every day.  Consistently.

 

Those who do great things accomplish them because they have a consistent routine that takes them there.

 

My mom was a widow since I was 2 years old – but she accomplished so much.  Because as she always said, “I have a system and that makes me do it consistently.”

 

Use to drive me crazy, but it produced continuous results.

 

How about you?

Wondering why things are not happening the way you want them to?

Take a look at how consistent you are in doing the work that is going to make it happen for you.

 

Today I share on acrostic on the word, “consistent.”

 

C          -           Commit.

                         Commit to do this. 

                         Accept nothing less.

                         Commit means you tell yourself and everyone else that will listen that you are going to do this.

                        Say to all, “I will make one hour of calls every day, period.”

 

O         -           Outline.

                        Build an outline of your process. 

                        What do you have to do?

                        When?

                        How much?

                        Each day you have to make cold calls.

                        I do this at 10AM.

                        For one hour.

                        I have a list, a phone and a note pad.

 

N         -           Never.

                        Never let excuses get in the way.

                        People say stuff like; well I was just too busy to prospect yesterday.

                        That is an excuse.

                        Dump the excuse and figure out how to do it instead.

                        Just picture the bunny with its ears covered, it cannot hear you, so stop talking and just do it.  Take some action.

 

S          -           Stretch

                        As much as you can and then even more.

                        To be consistent you have to forget the excuses.

                        Do what you have to do in order to make it happen.

                        Leave something that you did not commit to behind.

                        (This is why it is important to watch what you commit to)

                        Push yourself, a bit more.

 

I           -           Ignore.

                         Ignore what everyone else is doing.

                         Especially ignore what those are doing who are not where you want to be.

                         Don’t get sucked into, “that’s to hard.”

                         Or, ”that don’t work.”

                        You cannot get sucks into stuff that takes you off plan.

                        You cannot even look over there.

                        The best way to ignore distractions is to stay focused on your commitment.

 

S          -           Stand

                         Stand hard on your principles

                        It is what makes you different.

                        I committed to do this, and you just have to accept that.

                        When you consistently do what you said you would when you said you would, how you said you would – people take notice.

           

T         -           Take.

                        Take the hard stuff in stride.

                        Yes, you are going to hit the wall sometimes.

                        You look up and it is 9PM and you are still going.

                        Well, remember what I said, be careful what you commit to, but once you commit, you have to do it.

                        You can do it.

 

E          -           Enjoy.

                         Enjoy the journey.

                        You know it will produce the results you want.

                         Remember what someone once said, “A trip of 1000 miles starts with a single step.”  In consistency, each day is a step on the journey.

 

N         -           Not.

                         Not doing it is unacceptable.

                        Doing it or not doing it is a mindset.

                        You know there are things in your life that you just don’t accept.

                        Not being consistent at what you commit to has to become one of them.

 

T         -           Train others.

                        Once you can do it, you need to help others to do it.

                        Consistency creates success.

                        Share your hard roads and what helped you get down them.

                        Show others they too can make it happen.

 

Hope this helps you in your journey to be more consistent.

Please watch this video to learn more about taking your life to the next level.

 

 

German philosopher Frederick Nietzsche once said, ‘He who has a why can endure any how.’

 

You have goals – and they look great.

 

You have the tasks to accomplish those goals laid out – and they look like they will do the job.

 

You have the accountability system in place to keep you on track and correct you if you need it.

 

But do you have the “WHY?”

 

Why are you doing this? What is your driving force that gets you up each day and makes you push far beyond the norm?  What pumps you up, motivates you, excites you, drives you?

 

Do you often wonder why some people accomplish such great things, while others do very well, but not at the same level?

 

Because, you see, those who really excel have a definite, powerful “WHY.”

 

They don’t just know what they want or how to get it – they know why they want it.

They know exactly why they are chasing their dream,  and that is the key we want to talk about today.

 

Do you know your why?

 

As I was thinking about this the other day, I was inspired to write this article and focus myself on my current why.

 

Please take a moment right now and focus back on the great things you have done in your life (yes, all of us have done great things – just take a moment and think about it).

 

When you take a moment to consider these actions, you might be amazed at what you have been able to accomplish. It might inspire you to focus on developing your why for where you are going right now, or it might force you to stop, change directions and alter your focus.

 

I looked back in my own life to three significant whys and what they did for me.

 

1/        Why did I make it through USMC boot camp and graduate?

            Not how, but why.

            The how was simple, I did what I was told, when I was told and never gave up.  That is all good, but it was not enough, I needed a why.

            The why was because I wanted to wear that uniform and stand proud as one of the few and proud, the elite group, USMC.  That is what made it happen: the why.

 

2/        Why did I make it though college with honors when I had barely made it out of high school?

            I had the goal.

            I knew what I needed to do.

            I had an accountability system.

            But what was the why, the real reason?

            The why was because I was determined not to have to work in a factory and be told what, when and how.  The why was not having to hate my job like my mom had.

            That was the why that made it happen.

 

3/        Why did I build my own business?

            Freedom – yes.

            Wanting to work for myself – yes.

            Wanting to build something – yes.

            But the why was because I wanted no limit on how much I could earn and what I could do.  I want to go for the gold.

 

Now I could have done all those things well, but instead, because I had a why, I excelled at them.

 

Find your why, and you too will be unstoppable.

 

Learn more about how to make that happen for you.

Watch these 18 minutes of inspiration, and find your why.

 

“Cold Calling is not dead.”

A great quote from my interview with VSA CEO Valarie Schlitt this week on Targeted Lead Generation Podcast.

Click here to listen to the interview with Valerie and learn more.

headshot_valerie 

Valerie has built and runs a very successful call center that does cold calls and other calling for you.  So, if you don’t want to do your own calls – her firm can make it happen.

           

We are now two weeks into the 90 day cold calling challenge, and we are beginning to see that consistency is the key to success.

 

Most participants have made over 200 calls and are starting to see that consistency does pay off.

 

Today I want to share a few more of the benefits that a consistent cold calling program can add to your lead generation process helping you build your business.

 

1/        By practicing and making cold calls, you become so much better at communicating over the phone at all times (not just during cold calls).

 

            I have also become the new President Elect for the Toastmasters of Rowan University.  One of the key Toastmaster exercises is what we call table topics.  The exercise teaches you to be quick on your feet.  You are given a topic and must talk about it for 2 minutes or so.  This gives you the confidence to think and adapt as you talk, a crucial skill required for cold calling.

 

            Cold calling is full of surprises and questions and emotion, and you never know what you are going to encounter.  These constant challenges make you so much better on the phone and at answering questions and thinking on your feet.

 

            I guarantee that if you do a 100 cold calls a week you will be better on the phone and better at getting on the phone to do whatever else you need to.

2/        Your phone skills transfer across your daily sales process in many other areas.

 

            Those skills that you have learn and developed on the phone will quickly transplant and translate to other relevant areas in your daily sales life. 

            When you are asked a question on the spot, you are more comfortable answering it.

            When you call a client or a hot lead, you can more effectively talk with them.

 

            There is only one way to get great on the phone – Get On The Phone.

 

 

 

3/        You will begin wanting to get on that phone every day – your hesitation ceases

 

            Many of you are former or current athletes and love competition.  Eventually, competition is what this becomes.  You develop an urge to make the calls.  It becomes a real challenge that you are not willing to lose.

You are already very self-disciplined, and this kicks it into high gear. You have to see how much better you can get.  You have to cold call simple because you refuse to lose.

            And that, my friend, makes you amazing and creates even more success.

 

Your top line will begin to increase.

If you are not doing cold calls, if your team is not doing them, you are missing out on a great opportunity to become so much better and make so much more money.

One hour a day is all we are asking, but on a consistent basis.

 

You will be amazed.FrontCover

 

If you are not in on the 90 day cold calling challenge yet, you can still get in.

Click this link to learn more and sign up today.

 

 

 

 

 

We all love to make cold calls, don’t we?

 

Forget that line that “cold calling is dead.”

Never buy into it.

If you cold call consistently, you will get appointments, and you will close business.

 

Cold calling is alive, and if used in conjunction with other tools, will increase your sales to phenomenal new levels of success.

 

Start today with these tips to help improve your cold call skills:

To watch each of these on a video by itself, check out my youtube channel click below:0010

Coach Manny Youtube Channel

 

1/        Pump yourself up before you call.

            People can identify your attitude and how enthusiastic you are about what you are doing.

            If you come across excited and ready to roll, you might just make that appointment.

            Make sure you believe cold calls work.

 

2/        Always leave a voice mail.

            There are all kinds of arguments on this subject, but after much research, I have to agree, “always leave a voice mail.”

            Even if they only listen to part of it, you are now in their space.

            If they see or hear anything about you – they are more likely to make the connection.

 

3/        Make sure your voice mail is effective.

            The first line must keep them listening and engaged.

 

            “Hi, my name is Manny Nowak, number 856 358 4021,” does not work.

 

            Get creative.

            You want them to call you back, not hit delete.

 

            “Are your sales at the level you want?”

 

            “Are you spending too much on printing?”

 

            “Need to pay your sales people more because they are so successful?”

 

4/        If a friendly gatekeeper answers the phone, then:

            Ask for his/her name.

            Ask him/her questions.

            Make the person feel important.

            You will be amazed at what information they can give you.

 

***Listen to these plus more on this weeks podcast, click below***

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

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

      Targeted Lead Generation

 

5/        Work in 50-minute blocks.

            Always, always do at least one block a day – this might be enough.

            Cold calling works because it is consistent, but consistency means doing it every day.

 

6/        If a roadblock gatekeeper, someone who won’t let you go any further, answers.

            Then mark the account to call in early AM or late PM.

            Call them before 8AM or After 5PM.

 

7/        In your voice mail:

            Leave your phone number twice, clearly and slowly.

            Always leave a web address.

            Spell anything that is confusing, or even could be confusing.

 

            Manny Nowak, 856 358 4021.

            On the web at CoachManny.com, that is M-A-N-N-Y.

            Manny Nowak, 856 358 4021.

 

 

8/        Always remember, WIIFM.

            The person on the other end of the line wants to know,

            What’s In It For Me?

            Remember, for them, it’s about benefits.

            It’s not about the features of your product.

            It’s not about you.

            What’s in it for them?

 

9/        Aim for a 10-15 minute call.

Ask if they’d prefer to schedule one in the next few days, or if they have time to talk right now.

            Always be prepared to go right now if they give you the time.

            Be in top form.

 

10/     Be yourself.

            Relax.

            Speak well.

            You cannot pretend to be like someone else.

            Talk to the person as though they are sitting on your living room couch.

            Make them comfortable and at ease.

 

Work with these 10 tips, and start putting them into your call.

 

Looking for that edge for your sales process?

Check out our sales strategy and tactics product, click to learn more below:0006

Double Your Sales Course

 

 

We have more to share with you in the future.

 

Get out there, and get those appointments.

 

And remember, cold calling does work.

 

Every year the New England Patriot’s begin their season saying, “We are going to win the Super Bowl this year.”

 

And, after last week’s win, how many times have they done it?

  

The rest of the league says stuff like:

            We will have had a great season if we can go 8-8

            Or

            If we can just get to the playoffs

            Or

            If we can just win a playoff game

            Or some might even say

            If we can just get to the Super Bowl.

 

            Then it will be a great season.

 

But not the Patriots, they go for the gold.  Nothing less.

 

Do you see the difference?

New England has the attitude to win it all.

 

Do you?

 

As you look at your sales projections for this year, do you say:

This year we are going to double our sales.

 

Or, instead, do you say stuff like:

If only we could sell as much as we did last year and break even

Or

If only we could raise sales by 5-10 percent

Or

If only I could avoid losing any major accounts.

 

Stop

Do you want to win the Super Bowl or not?

Do you want to exceed your expectations or settle for less?

 

You need to embrace the attitude that this year you are going to win the Super Bowl of sales.

 

Let me share with you today 3 things you can do after you commit to winning this year’s Super Bowl of sales.

 

1/       Get your lead generation process to excel and produce more leads than you need.

            Get the phone ringing.

            Get the web forms in.

            Get the email flooding in.

            Get people to stop by.

 

            Build you 5 best lead generation processes and your second 5.

 

            If you need some help, pick up a copy of my new book.

 

            Target Lead Generation.

            Click Here

  

            Or, listen to the Targeted Lead Generation Podcast.

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

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

 

            Click here:

    

2/       Build a follow up process that keeps you on top of your prospects.

 

            Automate as much of the process as you can.

            Stop stuff from falling through the cracks.

            Don’t just meet people, build relationships.

 

            Create a program that keeps you in front of your prospects.

 

            If you need some help, check out a copy of my book:

Order your copy today - just click this picture.

Order your copy today – just click this picture.

 

            My Sales Follow Up Sucks.

            Click here:

         

3/        Close business

            Stop hesitating.

            Stop settling for less.

            Be willing (and ready) to get to “NO.”

            But be willing to keep going until you get the business.

 

            Closing the deal is what sales is all about.

            If you can’t close the deal, then you can’t stay in business.

            If you can’t close the deal, then you can’t win the Super Bowl.

 

Push yourself and your team to the top.

This year you are going to double your sales – you are going to win the Super Bowl.

Get that attitude right, and then work the rest.

 

But it starts through attitude.

It starts with knowing you are going to win.

 

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Let’s talk for 15-30 minutes and see what kind of synergy we have.0006

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You are going to win the Super Bowl this year.

But first you have to believe you will.

 

 

 

 

 

 

            

Are you experiencing call reluctance in your business?

Not making the calls you need to make, when you need to make them?

Hesitating, procrastinating, and thinking about it.

 

Just make the call, will you!

 

Is this the modus operandi of your sales teams?  Of you?

 

You know you have to make the calls.

You know you have to call these people.

 

Yet what do you do?

Anything and everything except for make the call.

You straighten stuff up.

You check your email.

You have a cup of coffee.

You talk to a co-worker.

You search for something on the Internet.

You do this and that and the other.

 

Everything but making the call.

Yes, it happens to all of us sometimes.

However, as a salesperson, entrepreneur, and leader, you have to stop wasting time.

You need to make the calls you need to make, and you need to make them now.

 4-up on 1-29-17 at 1.31 PM (compiled)

Instead of making 25 or 50 calls today, you made 4.

One call every 2 hours.  Is that acceptable?

 

Then you tell yourself you will make more calls tomorrow.

You won’t.

 

If you don’t believe this, then look at your team’s or your own productivity.

 

Today, I want to cover 3 things you can do to stop hesitating.

 

1/       Make a list of the calls you will make and commit to it.

 

If you have a boss, share it every day with him/her before you start and at the end of the day.  If not, find an accountability partner and share it with her/him.

 

Accountability makes it work.

We hate to go back and say we didn’t get it done.

Try it and see.

 

2/       Block out the time to make calls.

 

Set this time up on your calendar as you would any other appointment.

From 2-4 this afternoon, I will make calls.

Period.

Then, sit down and do one thing (you all know I do not believe in multi-tasking)

That one thing is to make calls.

Now, make them.

Nothing else.

No distractions.

You are either dialing or talking.

Nothing else.

 

3/       Get the right attitude in your head.

 

You know that your mind controls what you do.  If you can see it in your mind, you can make it happen in your life.

If you can’t see it happening in your mind, it will not happen in reality.


iwillmakethecalls

I will make calls.

I might get rejected.

People might not like me calling when I do.

I might get yelled at.

I might get told no.

But really, I am making these calls, and that is that.

I am making these calls, and I will be a superstar at doing it.

I am making these calls, and I will love it.

 

Now go and make the calls.

 

Don’t let call reluctance stop you from building the business you want.

Don’t let it stop you from busting your goals wide open.

Exceeding your expectations.

Building a great organization.

 

So many people do.

And yet, it is so simple; pick up the phone and make the call, now.

 

If you are still hesitating, pick up the phone and call me right now and tell me.

856 358 4021.

 

To get over those excuses, read my book, “What Is Your Excuse, We All Have One and They All Stink.”

Click on image to get your copy today.Coach_Manny (1)

Finding good sales people is very difficult today.

Ask almost any sales leader out there, and they will tell you it is one of their biggest problems in moving sales forward within their organization.

They cannot find good sales people.

 

However, is that the real problem?

 

You now have tests that can tell you if a person can sell.

You check the history of the candidate and find they have sold.

You check with other people, and they give them thumbs up on selling skills.

 

Still, the new rep does not work out.

Their results are nowhere near your expectations.

 

Watch on video:

 

 

Perhaps the problem is not there are no good sales people, but instead that:

 

1/        You have no consistently updated system defined for selling your products and services.

2/        You do not have sales people who can follow a system.

3/        You do not have sales leaders who can make sure it gets done.

 

 

What if you had a standard sales process for your company?

This is how we sell, step by step.

This is what we do and when.

This is how you handle this.

 

Defining what the sales person must do based on a history of what has worked; a consistently updated history.

 

 

A system that defines this is how we sell our product/service.

This is how we manage our sales process.

 

A detailed system that gives the sales person answers to:

their questions,

the prospect’s questions,

questions about the competition.

 

A detailed database that gives them a step by step of how to sell the product.

 

A system with a history of what has happened – both good and bad.

 

A system that learns from each sale and teaches it to the team.

 

Not an outdated sales manual, but a database which your reps add to and update every month, as a team.

 

Making it better and better.

Taking the lessons they learn and making them part of the process.

Making it easier and easier to get the results you want and so much more.

 

If you had a standard sales process, then you could take a good sales person who can learn to follow the process.

 

Who stops trying to do it their way.

Who stops thinking they know so much better.

Instead, they take what has been learned and apply it seamlessly.

They follow the system.

When they learn something new, it gets added to the system, and everyone now knows it.

 

Then, sales leaders could:

Teach them the process.

And they would generate sales.

Meeting and exceeding the expectations.

 

Kind of follows the Tony Dungy process of coaching NFL football.

Building habits that become second nature.

Consistency, persistence and knowing what to watch for and what to do.

 

It might be hard to learn, but once learned, it is totally effective.

 

As a CEO, business owner or sales leader:

 

1/        Do you have a system that keeps learning and teaching the sales team?

 

2/        Do you have sales people who can follow a system?

 

3/        Do you have sales leaders who can make sure it gets done right?

 

Are you ready to learn more about how to make this happen in your organization?

 

Reach out to me and let’s have that discussion.

Schedule a 15-30 minute call with Coach Manny today.  Click here: