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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Are you using your email list the most effective way you can?

Are you treating it as an asset?

Are you looking for a ROI from the list?

Are you building the list?

Is your list any good for what you are going after?

                                                                                                                           

Well, you should be looking at all these factors.

 

Today your email list is the gold in your marketing process and in creating more business from both your existing customers and your prospects.  But to make the best use of the list, you need to develop marketing campaigns that create the results you want.

 

Today I want to share a basic way for you to start making this happen in your business.

 

1/       First we have to ask the question: What is an email campaign?

In its simplest form, an email campaign is a group of emails that get sent to certain people on your email list (or all of them) over a period of time.   Can be 2 to 200 emails or even more.  That moves them to some action or result.

 

2/       Determine what you want to accomplish with this campaign?

            Do you want to educate the recipient on something?

            Do you want them to take some action – buy a product, look at a service, go to a website/landing page?   

            Do you want to create visibility of who you are and what you do?

 

3/       Who are you going to sent this email to?

            Everyone on your list – that is simple and easy, but not always the best.

            To a certain group of customers or prospects?

            To people who have done certain things with you in the past?

            Even to a cold list of new people.

 

4/       What will the theme of the emails be?

            What are you going to use to tie the emails together for the reader?

            Get them to open the emails?

            Are they all going to be about education in a product or service?

            Are they going to be about a special or a limited offer.

 

****Watch the Facebook Live Session:  https://www.facebook.com/manny.nowak/videos/10211172524842004/

5/       How many emails in the campaign and at what duration are they sent?

            Are you going to send 2, 5, 10 or more?

            There is no right number.

            Remember that people are in a hurry thus the shorted message, usually works better.  But many will argue that point.

            How much time do you want between each email sent – it does not always have to be the same.  In fact, if you vary day of week and time it might help you get more people opening your emails.

 

6/       How will you measure and track the results?

            Do you have a tool that tells you the email was opened?

            That a click was taken?

            That they unsubscribed?

            That they went to your webpage?

            That they called you?

That they became a customer or that they became a bigger customer and increased what they spend with you?

 

7/       What is your expected outcome/ROI?

            When the campaign is done, what is it your want to see?

            10 New customers?

            Sold x number of product Y?

            100 phone calls came in?

            100 forms were filled out?

            You invested x and your return in new sales was Y.

 

 

This is just a start but it does give you a framework to operate under.  Listen to the podcast, that will give you even more detail.  Click below:

 

http://coachmanny.com/tlg/019/

 

 

Get your email list working for you; build effective campaigns and generating more business.  It is one of your greatest assets to help you grow your company.

 

There are literally hundreds of thousands of financial planners in the world.  You meet them every where you go.  Yet, how many time planners have you meet in the last 30 days?  How many time planners have you met period?

How valuable is your time? 

It is actually more valuable than your money when you think about. it.

You see, time is a fixed amount. 

 

We all get the same amount, no matter how rich, good looking, smart or wise we are.

How we use our time – that is one of the major keys to success and happiness.
How are you doing using your time?

What can you do to make sure you use your time the best way possible?

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Targeted Lead Generation – your number one podcast on Prospecting and Lead Generation.

This weeks challenge:

 

How to use Youtube to generate more leads.

Listen and see the show notes:

http://coachmanny.com/tlg/018/

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Here are 8 ways you can start with today.

1/      Prioritize the things you have to do. 

Determine what is most important, then next important, then next and so forth. 

If you know what is most important you have a better chance of making time to get the right things done.

 

2/      Stop being busy and start being productive. 

If you ask the average person today they will tell you they are busy.  Yet if you ask them at the end of the day what they did, many are lost as to what it was.  If you can’t remember what you did, then you are busy not productive.

 

The dad came home and said, “I was so busy all day that I never did get to what you wanted me to do. 
I know it was important, but I was busy”.  The mom then asks, “Well, what did you do”?  The dad replies, “I was busy didn’t I tell you that.  Did this and that and the other.  I don’t know, but I can surely tell you I was busy”.

 

 

3/      Stop trying to do everything and start doing the most important things, right. 

Many people are busy throughout life getting everything done and then one day wake up and life is over.  Stop trying to do everything

If you don’t take time with your children now – you can bet they will not take time with you down the road.  Just listen to Harry Chapin – Cats in the Cradle.  Such a sad story.

https://youtu.be/54gNizQj3HY

 

 

4/      Get some help. 

No matter who you are, no matter how good you think you are, I can guarantee you that you
are doing things that you suck at.  Things that someone else can do so much better.  Step one, find a way to delegate things.

 

 

 

5/      Know what you really want in life. 

Define it, write it down, focus on it.  If you know what you want, all these things will line themselves up and you will spend your time in the right places.

 

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6/      Create a realistic schedule. 

You cannot do it all.If you have 8 hours, then schedule 6 and leave the other two for whatever comes up.

 

 

 

7/      Use your time effectively in the short term.

 What are you going to get done today, this week or this month.  What are the things you have to get done.  Whatare the most important things that have to get done.

 

8/      Use your time effectively in the long term.

 You have to ask, “are you spending the right amount of time with those you love?  Are you building the relationships you need to move forward with your life and business?  Are you investing your time in the things that will generate the highest pay off in the long run.

Make today the start of a better life for you.  Start right now and make the commitment to manage your time even better than you manage your money.

 

 

 

What is Coach Manny’s Inner Circle?

What if you had a way to take your game to the highest level?

Click the link and learn more:

 

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

 

 

 

 

 

 

 

 

Do you stop selling before you even get started?

Do you spend a sizable percentage of time and effort finding leads?

Then, do you put in even more effort to get them to answer the phone or schedule a meeting?

 So much time and energy.

 Watch this Facebook Live sequence with Coach Manny. 

https://www.facebook.com/manny.nowak/videos/10210900242355112/

 

And all that just to hear –

            I am not interested.

 

            Can you send me some information?

 

            We are already working with someone else.

 

            I don’t have a need.

 

How do you respond? Do you then to answer, OK, Thank YOU – click.

 

What are you doing?

Taking orders or selling?

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  • Coach Manny Inner Circle
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  • Sign up today

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Good sales people use these responses as ques to keep the conversation going, not as signals it needs to end.

Remember, it is your job to sell.

You do not take orders – you sell.

 

So today, I want to further discuss the four responses leads can give and explore answers you can use to knock them out.

 

Statement:     I am not interested.

 

Answer:          Can you tell me why?

                       

What has been your experience with this product/service in the past?

                       

I know – that’s why I am calling.

                       

Your not – well I bet I can get you interested.

 

Come on now – you can probably think of dozens of more responses to this rejection.

Why don’t you?

Why aren’t all these rebuttals in your bag of tricks?

Is it only because you haven’t taken time to practice and prepare?

 

 

Statement:     Can you send me some information?

 

Answer:          No, but if you are really interested I can drop something off.

 

I can do even better than that.  Are you at your computer?  Let me send you a link to download and then we can walk through the process

 

                        I could but so much stuff gets lost in the email black hole – how about…?

 

Not really, but if you go to our website, I can walk you through the process over the phone, right now.  Our site is CoachManny.com

 

I know how much stuff I use to mail out – it cost me thousands.

I know you can now do it via email – but does anyone ever look at it?

It really is the same problem as before, except now the trashcan is electronic.

 

 

Statement:     We are working with someone else already.

 

Answer:          You are?  What is the best thing they are doing for you?

 

                        What do you like most about them? I am always looking for opportunities to improve.

 

                        Are they doing what they promised?

 

                        Are you excited about working with them?

 

                        Do they still treat you as a prospect?

 

That last question might be a little strange, but the problem with most of us is we treat prospects like gold and won customers like silver.  Continue to treat them like you did before you had their business, and you will be amazed by the results.  Make them that important and they will remain customers for life.

 

 

Statement:     We don’t have a need!

 

Answer:          I understand but neither did 5 of the last 10 people I sold when we started talking.

 

                        Have you seen our new stuff?

 

                        What if I could show you something that might just interest you?

Remember, as Albert E. N. Gray says, “needs are logical while wants and desires are sentimental and emotional.”

 

They might not have a need, but they might just have a want.

 

 

 

Push back against these four rejecting phrases, and watch what happens to your business.

 

I can guarantee that if you commit to questioning and responding to these 4 types of rejection instead of accepting them, you will increase business.

 

We do this on a regular basis in Coach Manny’s Inner Circle.

We are constantly working on ways to help you learn more and become a super star.

We can help you double your sales.

 

Is sales a problem for you?

What are you going to do about it?

 

Are you ready for a solution that works?

 

Check us out.

 

Sign up for next weeks introduction to Coach Manny’s Inner Circle.

Facebook Live.

Click here to register now:

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Ready to join Coach Manny’s Inner Circle.

Check out the sign up page – great discounts on rate while they last.

Sign up at discount price and lock in as long as you are a member.

You don’t want to miss this

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We always hear people talking about, “the problem” instead of spending their time, energy and focus trying to find the solution. 

 

Today, I want to help you to move from a problem focused environment to a solution focused environment.

 

This simple little process, which I call the key to the solution, will help you get to that environment.  The process simply moves you from the problem to figuring out the solution.  I know it sounds so simple, yet so often people get stuck in the problem and never move forward.  Hesitation is the arch nemesis of success.

 

Step 1:

Define the problem – Use 30 words or less. No need to be too detailed. State what the problem is and then leave it for now. 

 

Step 2:

Define Solutions – Based on the problem, move your focus to the solution.  Brainstorm, or if you are alone, mindstorm the problem.  Don’t judge, simple come up with solutions.  For the simple problems, 3-5 potential solutions will usually cover it.

For everything else, I suggest defining 20 solutions that could help you solve the problem.  Don’t stop short. 

 

Step 3:

Select a solution – Go through the 20, cross out all those that do not really work.  Combine all you can.  Keep eliminating and combining until only one solution remains.

 

Step 4:

Develop the solution – Write out, in as much detail as you need, the plan and how you will make it happen.  Including a time table, help needed, costs and all other important details.

 

Step 5:

Implement the solution – Do it.  Don’t think about it, don’t keep going around in circles about why you can’t.  You should have done all that while thinking in the selection process.  Now, simply implement and go for the gold.

 

So, your first question is likely, “Manny, is it really that easy?”

Yes, in fact, if you can make a decision, it is even easier.

 

Can anyone do it?

Yes.

 

What is the key?

Now you’ve hit the most critical piece.  You see, in each step and in the process as a whole, you must know how to make a decision.  I know that sounds simple, but so many of us struggle to pull the trigger.

 

If you cannot make a decision, you will continue thinking about what to do, while your competition has already done it.

 

As one of my great mentors taught me many years ago, “make a decision will you please, if you make a wrong decision, then you can simply make another one to correct it.  At least you are moving.  If you don’t make a decision, you will continue to stand still.”

 

Every day, problems come and go for all of us.  Those that are successful understand this and take action.  The rest get passed by.

 

Sometimes this can be done is a few moments.

Sometimes it takes much longer.

But the process is the process.

 

So, this week I want you to try these steps and see how they work for you.  Remember through, if you cannot make a decision, they will not work.  So commit to that first.

 

Looking for that magic that will take you, your business and your life to the next level?

 

Get a copy of my book, “Failure Creates Success,” and take the first step to making it happen in your life.  Click the cover to order today.

How to create real success in all you do

How to create real success in all you do

 

https://www.amazon.com/Failure-Creates-Success-Manny-Nowak-ebook/dp/B00AWU9N1K/ref=sr_1_5?ie=UTF8&qid=1501592979&sr=8-5&keywords=manny+nowak

 

 

 

 

To error is human—to forgive, canine.—Moksha McClure

Patience, persistence, and consistency – all traits of dogs.

 

They love you even when you are not feeling it; they wait for you when everyone else has gone. They know you will share with them if they hang around long enough and if not, they will go on and wait for next time.

Amazing: What can we learn from dogs when it comes to taking our sales game to the next level?  A full big punch. Today I want to share three simple things but know there are many more;

1.   They know you will do business with them eventually.

They believe you will take them out for a walk, that is why they sit there with a smile on their face or bring you the leash. 

Their tongue was hanging out, tail wagging and waiting on you and they wait.  They know they can out wait for you, and what happens is that eventually, you do give in to them.

Wow!

Do you do that when it comes to your prospects?  Customers?

Do you know they will do business with you eventually?

Do you believe it?

Are you patient enough?

Do you keep doing the little things to let them know you are there?

What if you did?

 

 

2.  They are consistent and persistent.Photo on 7-21-17 at 10.51 AM #2

When you come home, they greet you wagging their tail.  Even if you left mad at them.

When you are not feeling happy, they comfort you.

When you are mad, they try and cheer you up.

When you are mean to them, they still love you.

When you don’t have the time for them, they come back again later.

Now, what if?

What if you were more consistent with your prospects/customers?

Kept pushing forward believing they will be doing business with you and never giving up or getting angry.

Would you be closing a bunch more sales?

You may ignore your dog, but they bring a toy to you anyway.  You may have forgotten about them, then they rollover – can you rub my belly.  You are not interested, but they say, “come on just a minute with their eyes.”

What if you were always there for your customers?

Letting them know you want to do business with them, not that you would like to but that you want their business?

 

3.  They get excited when they get you to move.

Do you get excited when you close new business?

It doesn’t matter to your dog if it is just a pet on the head.

A small treat, A quick rub behind the ears they get so excited, wagging their tail. They have made progress, they have gotten you to move.4-up on 7-21-17 at 10.52 AM (compiled)

How excited did you get the last time you closed a deal?

When you got a little piece of the business, a crack in the door, an appointment that you have been trying for a long time to get.

Wow!  What if you got excited?

Would the customer/prospect see that?

Would it make a difference in getting business?

Dogs are great friends who can teach us a great deal about selling if we listen. Take a few minutes and see what you can learn about selling this week from your dog.

You might just take your sales to a whole new level. Want to learn more about taking your business to the next level of success. Please connect with me and schedule a 15-minute call you might just be amazed.

Click this link to set up the call on a date and time that works best for you.

http://meetme.so/coachmannynowak

 

If you want to learn more about Coach Manny – please click the link below to go to his web site.

http://coachmanny.com/

 

If you want to read more articles on sales and leadership.

Please visit The Decision Institute at the link below.

http://thedecisioninstitute.com/

In today’s world of automation, how hard is it to say in the front of your prospect’s mind?

 

In the past, it was hard, manual, and subject to so many mistakes that most people gave up.Photo on 6-17-17 at 2.58 PM

 

But today, you can automate so much of the process that the only thing you need to do is set the prospect up in your marketing system, pay attention to what that system tells you to do, and then do it.

 

What should happen when you meet a potential buyer of what you sell?

You try to get a meeting with them.

Perhaps you get that meeting, but they are so ingrained with their current vendor that they are not in a position to change at the moment.  In fact, they might even be happy with where they are, but always looking to improve.

Perhaps they just do not want to meet.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

Perhaps all you know is that they could benefit from what you sell.

 

What do you do with them going forward?

To many people simply put them to the side and forget about them.  We will get back with them in the future, no need to worry about them right now.  They are not going to buy.

 

That is a mistake.

 

Instead, when you find someone who could buy your product, you need to do the following.

 

 

1/        Add them to your CRM system.

            Capture all the information on them that you can.

            Record everything that has happened with them such far.

 

2/        Start them on an automated campaign that keeps your name at the front of their mind for the next 12 months or longer.

            This campaign should be based on who they are.

            You should have not only general campaigns, but also campaigns built for certain vertical markets and certain types of customers.

            These campaigns should not sell, but instead educate and keep your name in front of the prospect.

            They should give information to help them do their job better.

            They should contain some calls to action, but they should be soft.  If a prospect does act on a call to action, then you should be notified and take appropriate action.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

3/        Pay attention to any notices the system gives you about their behavior and/or action based on what you have sent them.

            Let the system do its job.

 

            All this should be set up and going on in the background.  The only time you need to get involved is if they take the right action.

 

If you do these 3 things, the prospect will look to you when they are ready to make a move, and that is when you can close the deal.  You are educating and staying in front of them.  This is the piece of selling so many people forget.

 

Let the system do the work, pay attention, and keep on rolling.

It doesn’t matter what industry you are in, what you sell, or how things have been done in the past.  Educate and stay on the mind of clients and they will connect back with you when they are ready to buy.  It works.

 

Meanwhile, keep on prospecting and adding to the list.  The system has no real limit on how much it can handle—that is one of the beauties of marketing automation.

 

If you do not yet have an automated system to do the above, then we should talk.

Click the link below, and let’s set up a 15 minute call to talk.

http://meetme.so/coachmannynowak

 

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

“They’re called ‘Cold’ calls because of the shiver that runs up your spine every time you have to make one.”   Guerrilla Selling

 

“If you use humor and get a blank stare, you’re dead – But a cold call is a crapshoot anyway, so why not have fun.”  Jeffry Gitomer

  

I thought I would write this article today because I just keep hearing and seeing all this material out there, all these processes out there, all this stuff out there about:

“never cold call again,”

“never get on the phone again,”

“never worry about any of that stuff again,”

 and it is garbage.

Photo on 6-17-17 at 2.58 PM 

What do I mean it is garbage?

Well it is plain and simple: all great and extremely successful sales people know that the phone is the key into the safe.

 

It is the phone that opens business.

 

If you cannot get on the phone, you aren’t going to do business, you aren’t going to grow, and you aren’t going to build your business.

 

Yes, email is a wonderful tool, but you will still have to get on the phone.

 

Social media is a wonderful process, but you will still have to get on the phone.

 

SEO is a great process but you will still have to get on the phone

 

And it doesn’t matter what type of sales you do.

If anyone tells you, “If you don’t like the phone, don’t worry about it, you can still be a super sales person.”

You better get them checked out.FrontCover

 

The phone is the key.

Cold calling is only dead in people’s dreams.

 

If you spend one hour a day making calls.

You will be amazed at what happens, not just to your business but also what happens to you.

You will become a better sales person, a better communicator, a better businessperson.  It is just amazing.

 

We just completed the first 90 day cold call challenge.

I had a tremendous time participating in and running the process.

 

It is not just the business I received personally, it’s not just the people I connected with, it is that I learned to discipline myself to make calls every day and that discipline continued throughout my sales process and guess what? 

 

At the end of 90 days I am doing more business than I would have been doing had I not going through the process.

 

But I am only one person. There were many people involved in this process.  Some stayed to the end, many got out along the journey, but all learned something and took something back to their business.

And all this for a simple fee of $30.

 

It cost us about 60 hours over 3 months.

Amazing isn’t it?

In 60 hours you can transform your business.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

If you want to get in on the cold call challenge starting in August too, please click on this link and you can learn more about the process and sign up today.

 Learn more about the 90 sales challenge – click here.

 

 

Some have ask why we are starting in August and not waiting until September. The answer is simple: people do business 12 months a year.  Some don’t do business in August, but some don’t do business in January, some April, some September.

 

You need to do business every month.  You need to connect every day.

 

If you want to join us, (I especially encourage those out there who think cold calling is dead), if you believe cold calling is dead, you need to get in on this.

You are the ones who are going to get more from this than anyone else because, guess what?  Cold calling is not dead and you are going to learn a great deal and become better on the phone.

 

This is one of those keys that can put you in that top 5% of all sales people.  Don’t hesitate, sign up today.

 Learn more about the 90 Sales Calling Challenge – Click here.

 

 

I recently read about this concept in a great sales book called Fanatical Prospecting by Jeb Blount.  It’s a great book if you need help with prospecting.

 

These three things are the only ones you have control over in your business.

We often get upset about all kinds of things and, yet, when it comes down to balance, these are the only three things you can control. 

And these are the 3 things you should be spending your time, effort, and energy on.

 

 

So today I want to briefly explore each one.

 

First one is action.

Action is what you do.

Most people today, and I hate to say it, are part of the 95% that only think about doing it.

Everybody today wants to think about doing it.

And days, weeks, months, years, and decades can go by while you do this.

 

I am working on a new book which is slated for release in the fall, on decision making.  One of the major teaching points in the book is a call to stop thinking so much and to start just making decisions.  You will be amazed at what this will do for your life.FrontCover

 

A decision means that you are going to do something.

To start doing something.

If people today, in business and in life, would just start taking action instead of spending their life thinking about stuff, they would end up accomplishing 10, 20, and even 100 times as much.

 

But people think about it instead of doing it.

 

Number two is your reaction.

Your reaction can put you in the slow lane.

 

It really doesn’t matter what they did.

It really doesn’t matter that they ticked me off.

I still have my job to do.

 

What can I do about it?

I see people come in, and whine.

Oh, my football team lost this week and I am so upset.

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

Who cares?

Your reaction should be, “Who cares? I don’t have a nickel in it.”

Let’s move on.

I’ve got to move forward with the important stuff that really matters.

The customer just quit.

OK, 

Now what is your reaction going to be?

Are you going to get them back?

Or are you going to replace them with another customer.

Stop whining about it and do something.

 

The third area is your attitude.

And you all know that I speak all the time about attitude, attitude, attitude.

And yet people do not understand that attitude is the biggest driver you have.

It defines what you do, when you do it, how you do it, where you do it.

And what kind of success you have.

 

If you believe you are not going to get there, you won’t.

I believe Henry Ford said it first.

 

Yet if you believe you will make it, you will.

If you believe there are going to be 200 roadblocks, look up, they’ll be there.

 

Believe and move forward.

 

The worse that could happen is that you could be wrong.

Then believe in the next point and keep on going.

 

Can you understand these three points?

Do you understand what I am trying to get through to you?

 

These are the three things.

If you can get these three into your process you will be amazed at what you can do.

 

If you want to learn more and are ready to make it happen, then get into my coaching program.

Watch this 18 minutes and 8 seconds of inspiration.

 

 

 

That will drive you.

Get into the program.

If you want to be a super star then get some help and we will teach and push you to make it happen in your life.

 

Stop thinking so much and start moving.

 

Thanks,

 

 

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