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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

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.

 

Need some help?

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

First, please watch this video – click here.

 

 

 

Then click here to set up a call at a time that works for you.

Click here:

 

 

 

You are going to win the Super Bowl this year.

But first you have to believe you will.

 

 

 

 

 

 

            

How to make decisions faster and better.0035

 

What is holding you up from pulling the trigger on the decision you know you need to make?

 

Stop thinking about it and make the decision.

 

Want this free decision making tool and the directions for you or you and your team.

0006Join us, learn and get the tool free.

 

Friday, October 21, 2016 – Noon EST

 

Click here to register today:

 

Note:  If you were registered in the past, you need to register

again.  This is a whole new webinar series.

 

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.

 

 

 

 

 

 

Well, here it is, the latter part of January and finally the gym is back to normal. 

It is just too crazy those first 3-4 weeks of January. 

All those people who made a commitment to do something healthy in the New Year are simply giving up and going back to business as usual. 

It’s a good thing because the gym is just way too crowded when they are all here.

 

So true, isn’t it?

Whether it is the gym, weight watchers, cold calling or a dozen other things, there is no consistency to most people when it comes to goals in the New Year. 

They start strong, but something usually happens.

 

Ninety percent of those things you said you were going to do this coming year, gone by 1/31 – forgotten forever.

 

Oh well, there is always next year!

“Stuff happens” as many people say.

 

No way should you buy into this or be part of it.

You are a star in development – do not get sucked in.

 

Consistency means you do it every single day, every single week and every single way you can.  On and on until it happens in your life.

 

Yes, it gets boring sometimes, but so what.

 

Yes, you don’t “feel like it.”  You have got to start doing what you need to do, not what you feel like.

 

This is your year and you are going to make it happen.  Let me share 3 keys that can help you be more consistent in all you do.  Watch my highest watch video and learn even more.

 

How to be more consistent is ALL – click here to watch!

 

1/        Consistency starts one day at a time.

 

            Don’t say it if you are not going to live it.  Don’t say it unless you are committed to making it happen.

 

            It was almost 25 years ago when I finally stopped smoking.  However, I almost didn’t make it – again.  It was the later part of January and I was ready to have that cigarette.  Then, I ran into a good friend of mine who had beaten a nasty drinking habit.  He said it very simply to me.  “Manny, don’t stop for life, just stop for today.  Tomorrow is another day and you can deal with it then.”  I stop and have not gone back ever since.

 

One day at a time creates consistency.

 

 

2/        Consistency is a “GUT” thing.

            You have to feel it and commit to it way down deep.

            You have to make a personal commitment that I am going to do this and nothing less is acceptable, period.  Most people only commit on the surface.

 

            When I was in Marine Corps boot camp, I made that commitment.  No way was I going to go back home without my uniform.  No matter how tough it got, it just wasn’t acceptable to quit.  Once I did that, it became a way of life.

 

 

3/        Once you commit to something – accept nothing less.

Consistency is very hard to achieve.

            No doubt about it.

            Nevertheless, if success were easy, then what fun would it be?

            Do you want to be like every one else?

            Do you want to be average?

 

            Or do you want to be a superstar?

            If you say you are going to do it this year, then follow through and make it happen.  You will be amazed by the results.

 

So, what are you going to do to be consistent in your presentations this year?  To be consistently good when you present to a group of people.  To close more business.  To generate more leads?

 

Two things you should look at and invest in.

 

1/        Think about coming to this great session on becoming a superstar presenter.

A great presentation to create action – click to find out more.

 

 2/       Get the “Double Your Sales” home study course, which right now comes with four 30 Minute coaching calls with me.   12 lessons designed to help you build a great sales process, plus you get 2 hours of coaching too.   The course is really free because the coaching would cost you almost as much. 

Double Your Sales – Click here to learn more.

 

 

“Great victories are won when ordinary people execute their assigned tasks.”  Phillip Yancey

 

Video Link:

How to Fix Sales Follow up – Click here

 

 

What does follow up consist of?

 

I was talking with some people the other day about follow up, and they asked me the critical question.  “Manny, you always talk about follow up and follow up and follow up.  You are always busting on us to do more and more and more.  But wait a minute; what is follow up – really?

 

To us, it is just checking back to see if they are interested, but I think you believe it is so much more.  Please help us to understand better.”

 

First, let me talk about some of the types of follow up and give you some definition of each that can help you get a clearer idea of what follow up is.  In my book,  My Sales Follow Up Sucks – $2.99 on Amazon, we will give you even more detail on some of these.  But for now, here is an introduction to the elements of follow up.

 

1/         Initial Email

            Email the person you met to say how great it was to meet them.

 

2/         Send regular email to stay in touch, see how they are doing and just let them know you are thinking about them.

 

3/         Send an educational email to teach them something that you know they might need.

 

4/         Send them invitations to events, open houses, training and a dozen other things that you have going on.

 

5/         Request a one on one meeting with them.  This can be either by the phone, video or in person.  Just to get to know each other better and share information.

 

6/         Request to connect on LinkedIn, Facebook, Twitter, G+ and other platforms.

 

7/         Make a phone call just to touch base and see how they are doing.

 

8/         Stop by to visit because you are in the area.

 

9/         Share an article that you came across.

 

10/       Make a connection to someone you know that could help them or that they could help.

 

11/       Sending a small gift, perhaps a promotional item.

 

12/       Ask how things are going.

 

13/       Ask for an introduction to someone on his or her LinkedIn list.

 

14/       Ask them to review something you have written or are working on.

 

15/       Ask for advice in the area they are experts in.

 

16/       Use them for what they do.

 

 

Free Sales Follow up so much more webinar – Register today click here

 

 

 

This is just the start of what you can do.

Use your creativity to come up with more of these.

 

This is how you stay in front of people.

This is how, when they have a need, or when they talk with someone they know who has a need; you immediately pop to the top of their mind.

You are the person remembered.

You are the person they refer.

 

Want to learn more – for only $2.99 on Amazon get a copy of “My Sales Follow Up Sucks,” by Manny Nowak.

 

My Sales Follow Up sucks – click for Amazon Link

 

 

 

 

Free Sales Follow up so much more webinar– Register today click here

 

 

How Does Your Application Perform For Your End Users, And What Can You Do To Fix It Now?

So, you got your website or mobile application working like a charm.  Tested it out in your office.  It is great.

Spent a good amount of time, money and energy making sure they get people to take action.

You are ready to roll, right?

 

However, when you roll it out, the site or application is not performing exactly as anticipated.

Why are you not getting the results you know you should be?

 

You tested it and tested it on all kinds of mobile devices, and/or desktops and browsers.

You had all kinds of people come in and test it for you.       .

 

Yet, what is going on?

 

Surprise!

There is this one little key element that so many of us have not looked at.  One little thing -the networks that our users are working on

 

The website or application look and feel are great, but there may be some inefficiencies in the design itself; because the one thing you did not anticipate was that it was going to be running on a poor performing, high latency and low bandwidth connection. 

 

That the network was not always going to be a perfect WiFi or clean 4G with a strong signal.  Often, it could be a 3G or 2.5G EDGE network.  If you have users in remote areas of this country or any other country, you could be running on a very weak or highly overloaded network.

 

You have no control over where your users are.  You have no control over the networks they are on. Yet, you have to build your application with all of your end users in mind, and optimize if for all network conditions…especially the poorest one out there.

 

Now what you have is frustration and people leaving your site because they are not getting a speedy response rate. Hopefully they are not posting negative comments on the App Store or Google Play, or other social media like Twitter / Google+ / LinkedIn.

 

This is a powerful, yet amazingly little fact that so many of us have forgotten.  Remember how slow 56K dial-up was…that was not that long ago; however, seems the same…doesn’t it?

 

I never even considered it myself until I had a chance to talk with a key developer at HP, Todd DeCapua

This guy had just finished developing a tool that could show this to you.  He asked me to try it on my website and what I learned was truly amazing. 

In less than 30 seconds I submitted the request, and within 3 minutes I received a 25 page report that showed me how my end users were experiencing my site across 5 different network conditions, how I scored with an letter grade….and best of all how to remedy them or where to look to find solutions.

 

Even though I have no control over where the user is, I now know what could happen and I can build the site to work anywhere on any network connection for all of my users.

 

How many of you out there got a little shock on this one?  I know I did.  What I learned was that my site was slow on less than 4G networks.  In fact, on 2.5, it did not even run at all, it timed out.  Plus, the 4G I was running on was empty.  What happens when I get on a very busy 4G network?

 

How much control do you have over where your customer is?  None.

 

How many of you have been frustrated by poor application / website / mobile app response?

 

I have been in a number of retail stores and the response for their website, in their own store, is absolutely terrible.  How can that be?

 

I was in a retail store trying to use their website/app to bring up their coupon. The response was stone cold slow – almost no response whatsoever.  What was going on?  How can I be in your store and your website not work on my phone?  This really causes some frustration.  People walk out.  People get angry.  Even worse, people do not buy.

 

What happens when you don’t get the response you want – you leave.  End of story.

What happens when it happens again and again and again?

The site worked fine at home when I looked up the deal, but then I could not get it to work in their store.

 

Think of all the applications and websites we depend on to run our lives and what happens when they are not working right.  When I am lost and the navigation app/website is not working where I am.  I have been there.

 

So, you, as the seller,  if you are going to spend all that time, effort and energy on the site to make it super, then you have to spend time making sure the piece that you cannot control, you deal with in the best way you can.

 

To learn more about this great tool, here is the link: http://www.hp.com/go/NVFreemium

 

This report will tell you amazing stuff about your app/website.  Run your site through this link and learn all the things that you can do to eliminate or at least limit customer frustration.  Additionally, it is easy to use and easy to understand, even from the executive summary which tells me as a business person what the problem is., to the technical information that tells my developers what they need to do.

 

Please do not send out your website/app without testing the response on all kinds of networks.  Success will not happen if the person cannot get a response.  Remember: you have no control of where they are.

 

Run a test today, check out this application, and these capabilities everyone needs to see now.

 

Many thanks to HP Development expert Todd DeCapua for his great input.

 

To learn more about all those keys to success and to surround yourself with other great business owners and professionals.  Come to our October Marketing Automation Boot Camp.

Learn more click the link below:

www.MarketingAutomationBootCamp.com

 

What?

You want me to take the shot?

Now?

 

I know some of you reading this are already blowing it off.

Manny, how can you talk about this ridiculous process?

It doesn’t work.

Everyone knows it is Ready, Aim and Fire.

 

Yet!

How is that process working for you today?

Are you getting all that you really want?

Or are you settling for less and convincing yourself that it is all you want.

 

So many people hold back from what they really want.

They never go for gold, even though they have all the God given talents and abilities.

 

Ready, fire, aim simply means – make the decision and get moving forward.

Take the action and then grab the wheel.

Stop thinking about it and start making it happen in your life.

 

Remember what I always try and teach you.

Make a decision, will you please, “now.”

If it is wrong, then make another decision to correct it.

 

Let’s look at the 3 elements you need to make this work.

 

1/        Make a decision.

            There it is again.

            It is the first step in moving forward.

            Does it generate fear – yes?

            Does it create hesitation – yes?

            Will it drive you crazy sometimes – yes?

 

            Yet, if you simply make the decision to move forward, you are already half way there.  You feel great and you accomplish so much more.

 

2/        Take action.

            Once you make the decision, then the next step is to do it.

            Don’t re-think it.

            Don’t second-guess your decision.

            Don’t keep rolling it over and get some other opinions.

            You know what to do, now take action and do it.

            How many times have you hesitated and wished you had not?

 

3/        Grab the wheel and make the next turn.

            Now that you are moving, determine the next turn.

            You made the decision to move and now you are doing it.

            Grab the wheel, make the turns and hit the accelerator.

            Claim the prize. 

 

Is it really that simple?

YES!

 

Suppose you want to start a new business.

Then, once you make the decision to do it, you start moving.

Next, build the plan.

 

Suppose you need to hire a sales person.

Then simply make the decision to do it and go into hiring mode.

Amazing isn’t it?

 

What if you need capital to move your business to the next step?

Make the decision to go find it.

Then get going.

 

Those who spend their life aiming never hit the target.

Not because their aim is bad, but simply because they refuse to pull the trigger.

 

Pull the trigger today.

Ready, Fire, Aim.

When was the last time you woke up and
knew you could hit a homerun?

When was the last time you arrived at
the ballpark and knew you could
hit a homerun?

When was the last time you stepped
to the plate and believed you could
hit a homerun?

Actually, when was the last time you
hit a homerun?

Everyday we encounter endless people,
situations and other things that try
to stop us from achieving all we can.

If we let them get in our way, then
we are done. If we let them take
our mind off of the focus we are
going for, then we are done.

So, when was the last time you woke up
and knew you could hit a homerun?

I hope it was this morning, but if it wasn’t,
then it is time to re-think, time to re-tool,
time to regenerate the motivation it takes
for you to wake up and believe you can do it.

If you cannot get up and know you can
do it, then guess what? It is not going to
happen.

As Robert Schuller puts it, “Focus means
learning to say ‘NO’ to distractions”.

Granted, there is so much standing in
your way, that unless you are really
determined, it will stop you. Unless
you are focused on making it, you will
not.
James Merrit puts it very well, “as you
look out, what do you see, stumbling
blocks or stepping stones”?

Think about it, do you look out do see
things as stoppers or as opportunities?

Do you look at the things that stand
between you and success as stumbling
blocks that will stop you, or do you simple
change them to stepping stones and use
them to achieve your goal?

You know, the choice is yours. As we
have said many times before, it is
your attitude, you determine how to use
it, no one sets your attitude but you.

So step number one – get up and know
you can hit the homerun. Walk out
into the kitchen knowing you can do it.

Walk out and share with those in
your home that
“I am going to do it today”.

Walk around with it written all over
your face –
“I can hit the homerun today”.

Remember as Robert Schuller further
says, “setting the goals is easy, but
announcing it to those you love,
announcing it to others, that really
takes courage”.

Now, when you get to your business,
your job or simply when you start
your day at home, keep that positive attitude.

Don’t listen as others complain.

You have arrived at the ballpark
and you know that today you can
hit that homerun.

Will you definitely hit it today?

Maybe not, but that should never stand in
the way of knowing you can do it.

Walk in with the attitude, “I can hit
the homerun today.”

Then, as you step to the plate.

Whether the plate is a phone call to a
customer for more business, a visit
to a prospect to close a deal, a
presentation to a large group of
prospective buyers, or simply doing your
regular job, always know you can
hit that homerun.

Know that no mater what happens,
no matter how it turns out, you
stepped to the plate and you knew
you could hit the homerun.

I guarantee you one thing, if you
don’t step to the plate knowing you
can do it, you hardly ever will do it.

So, you woke up and knew you could
hit the homerun, you arrived knowing
you could do it, you stepped to the plate
knowing you could do it, now do it.

If you continue to follow those 3 simple
steps you will hit more homeruns
than anyone else in your organization,
you will become the super star you
want to become, you will make it happen.

Yes, you might end up striking
out more than others, but you will end
up with more success than others
as well.

Go for it, hit the homerun.

Remember, Failure Creates Success.