s Extra-Ordinary Leadership and Sales
The world is changing at an astronomical rate – technology is shifting at an ever-increasing exponential rate. Everyday there is something new to help you grow your business. Something to help you get amazing results. What are you to do? How are you to find the best solution.
But when push comes to shove.
When the lights go low.
When you are sitting in the office long after everyone else is gone.
There are still only two things that you need to grow an extra-ordinary business and you have to have them both to make it happen in the long-term.
If you have both of these, you can and will work through all the other issues that come up.
Weakness in either of these areas will cause you to fail and many times to go out of business. I will share a couple of stories with you today.
This is a live session in which Coach Manny answers questions from the members of the group. Great content to help you in building you organization.
Have you taken time to develop YOU?
Have you taken time to develop your TEAM?
Do you know how to coach your team to victory?
Are you ready to win the Super Bowl of your industry?
Winning in business is so much like winning in sports. To get that victory, to win that trophy, you have to put all three of these pieces together in a process that takes you there. A process that takes you to extra-ordinary.
Today we are going to walk through these 3 processes and show you some ways to apply this to your business.
Are you ready?
Do you have the right people in place to make the things you want happen? The players that will meet and/or exceed your expectations.
Do you have the right products for those people to use – the right tools in the toolbox that will help them to make it work?
Do you have the right processes for the people to follow? Processes that will make it happen as you expect. Produce the results you are looking for.
Are you getting ready for 2020?
Are you ready to make it your best year ever?
What is going to make it better/different than 2019?
How did you do in 2019?
Did you meet your goals? Exceed them? Forget them?
Did your income jump over 2018?
Did you get move time for you?
Did you enjoy life?
Were you successful in 2019 and what will make you even more successful in 2020?
Welcome to today’s process as we look at several key factors to make 2020 successful for you.
So many times, we waste so much time in trying to sell people who are not going to buy.
To be successful in sales today you have to get to either “no” or “yes.”
You can spend your life in “someday” and “maybe” but you will not make money.
Today I share 10 ways to get to “NO” faster and move on to prospects who say “YES.”
Stop spending time with people who cannot, will not, or are not interested in buying and start going after those who can.
Take your sales to new levels of success.
“The five S’s of sports training are stamina, speed, strength, skill, and spirit; but the greatest of these is spirit.” —Ken Doherty
The same 5 keys that build Olympic Athletics also are the 5 keys to building super sales organizations.
Do you and your team follow this process?
Today I want to examine these 5 keys and consider how they relate to sales.
None of us is that good.
So what it really means it you never try to stretch,
You never go outside the norm
You never push yourself to the limits.
I failed many, many times and some of those failures cost me thousands of dollars and a heck a alot more.
But what they gave me could be calculated to be worth a bunch more.
I am who I am because I took those chances,
I got up
And I did it again.
I often tell the story, of a young lady who never had failed in her life.
There was almost nothing she could not do successfully.
She never failed until her third year in college – then she hit the roadblock.
She took what they call the medical breaker course, “Anatomy and Physiology.”h
(I think some of you can relate to this.)
She failed and it just devastated her.
It took a while for her to recover.
And it changed some things in her going forward.
The lesson for you all is that if she had of failed many times before, it would not have been a very big deal and she might just have gotten up, recovered and keep on going a lot quicker.
Those of us who have failed many times and ended up falling on our faces so many times since we were young, we get up a lot quicker and get back on the horse.
Why do you think young children learn so much, they are consistently failing.
Trying again and again.
That is the key we are missing as we get older
That is the key to success
You have to try and if you fail, learn and try it again.
Here are 3 ways to integrate failure into your success process.
Attitude – yours is the turning point to success in so much of what you do.
Making calls is certainly one of them.
You may have heard it said, “smile when you make a call, it comes through,” and it really does.
You might be so much better at making calls than I, but I make all my calls with attitude.
And that is why my results are so much better than yours.
Think about it.
Amelia was new to the sales game, but she had a natural smile. She started working and making calls and when she called, she just smiled away. You could sit across from her and it was contagious. She make many of the rookie mistakes, but yet her numbers were amazing.
The smile is that important.
Today, I want to talk with you.
I believe in what I am saying.
I am here to help you.
WIIFY is what I am calling for. (What’s in it for YOU)
If you are not having success on the phone – it could just be your attitude.
Not the list.
Not the time of day.
Not the gatekeeper.
Not the product/service.
It is YOU!
I once worked with a guy who could do calls all day, 8 hours, powerful. His consistency made him successful, as I have taught before. But he was nowhere near as successful in selling as he could have been and we could not understand. He had all the pieces together. After listening to him we knew - he just didn’t have the attitude. In fact, his attitude sucked.
3 things today to do when you make calls.
CEO number one, takes time to walk into his company’s locations (over 20) at least twice a year. During this visit he takes time to talk with the people who work there. He knows most of them and calls them by name. He takes time to get to know his team.
When our second CEO goes out to the company’s locations, she doesn’t just say hi and go away. No, she is more of a hands-on person. Taking time to listen to the people, but also taking time to help them and pitch in in doing the work. She believes none of us, no matter what level we work at, are do good to get down and do the work.
Our third CEO takes time to talk with people when he is out in the field. Actually, pulling up a chair and having a conversation. Getting a cup of coffee in the break room and sitting with 5-6 employees and learning about stuff that no one else seems to be aware of.
Three different CEO’s, but all with one common thread – they are leaders.
Leaders know the people who work for them by name. They walk in the field with those people. They listen to them and make them understand that those at the top do care.
The greatest resource you have as a leader is your people. When you walk down the road and look behind you, you see one of two things.
People are either following you or they are not. If there is no one behind you, then the best you can be is a positional leader and that just won’t get it done. (Positional leader is someone who has the title, but that is all)
Today I want to share 3 things
I loved the product – wanted to talk to the vendor about it – but no one answered the phone when I called.
Filled out the form – never got a call – even tried to call them myself – no answer.
Tried to call them, didn’t have a name – got into a mailbox software product that would not listen.
Frustrated callers equal lost customers.
We do so much work on our cell phones and email and text that often we forget that the listing for our company, the website, and many other sources is our office phone number. If no one picks it up or it doesn’t work right – your call is never answered and you lose.
People don’t keep trying to call - they move on to NEXT!
Recently, I was trying to call an organization I am a member of – I didn’t have a name of who could help me with my issue; thus – I could not even get past the phone system. I was and am still an unhappy camper.
Three keys you need to check on your connections to make sure you are not losing business.
Every year this company went to a big tradeshow and gathered hundreds of leads. Yet only the few hot leads were ever worked. How do we change this to make it work?
Getting time sheets from the consultants in on time was a nightmare for the billing department, but this was the way it had always been done. Is it time to change the process?
This is how we hire new people. Yes, it was the process built when we had only 5 people. But if it worked for 5, why not 50? Look at the results and tell me why?
How many processes do we have in place that don’t work any longer, or they produce poor results?
Yet we keep them in place and keep doing them.
We may simply just not be aware of the problem? Yet, someone is.
We may like them and not want to eliminate them.
We may just be too busy to even care.
But these are causing problems with your success and your path forward. They could be costing you real time and dollars. Plus, please understand that bad process can lead to bad attitude as well. People hate doing things they know don’t work right.
But give them a chance to get involved in the solution– wow?
Let’s look at some things you can do to improve the process.
Every day, you are bombarded by every new way to sell. Everyone has the latest and the greatest method. Go onto Facebook or LinkedIn and you will be overwhelmed by ads.
All these, by the way, are great.
I use them all myself.
But, sales is done by you, not by the tools.
People buy you.
If they don’t talk to you, that is never going to happen.
If you feel frustrated because you know this and can’t convince your team to do it,
Join the gang.
Trouble is – we have to stop ignoring this key factor and start executing it.
If your sales is not growing, I strongly encourage you to give this a very detailed look.
To create great sales, you still need to pick up the phone.
You still need to make all kinds of calls, including cold ones.
You still need to interrupt people because that is how sales start to happen.
Let’s look at 3 keys today.
In basketball when you have to practice fundamentals – it means going to the foul line.
In golf, fundamentals means hitting balls and balls and balls.
In soccer , it means kicking the ball again and again and again until it does what you want every time.
In sports, it is always about fundamentals.
When you have a problem and are not hitting the target, what does the coach say every time, “get back to the fundamentals.”
Based on that sound assumption, why when it comes to sales would it be any different?
It would not.
Why do we as sales people look at every other solutions out there but fundamentals.
How about working, practicing a sales call?
Sounds to simple to me Manny!
When you talk to the great superstars you find they were practicing foul shots 2 hours before the game. And they already had an average of over 90%.
They hit 1000 golf balls before lunch and already had no handicap.
They scored 3 goals the last game and have been working on their kick for the past 2 hours.
You as a sales person can do this too by working these 3 things.
You are amazing.
You Are Amazing
“We are what we believe we are!”
I am the greatest.
I said that even before I knew I was.
Don’t tell me I can’t do something.
Don’t tell me it is impossible.
Don’t tell me I’m not the greatest.
I am the double greatest.
Never Put a limit on Your Dreams
Christopher Reeve. “So many of our dreams at first seem impossible, then they seem improbable, and then, when we summon the will, they soon become inevitable.”
First 3 chapters from Manny Nowak's new book. Get a feel for the motivation and action.
Contentment is the greatest enemy of success.
Once content, people have no drive to move any further.
This book is about going for the gold.
God has given us so many talents and abilities, yet most people hardly touch the surface of all they could do if they used all their abilities.
This is what this book is all about.
Please read, enjoy and learn how to use your talents to the maximum.
This book follows the process of my keynote speech by the same name.
I will just email them and let them know what is going on?
Let me see if I can get any action going with an email?
It is easier just to email them?
Now, don’t get me wrong, I believe email is a very powerful tool that can help you generate leads and grow your business.
When used in the right way and in the right situation.
But, when it comes to communication and speed and relationships, there is nothing better than picking up the phone. Except possibly face to face.
Today I want to talk about the 3 questions above and how you how to handle each in a better way which in turn will make you so much more successful.
When it comes to lead generation, we can’t really go any deeper than being persistence.
Persistence makes it happen.
You have to be persistence because that is what is going to make it happen in your lead generation process and in your sales process.
If you want to build your leads.
If you want to build your sales.
What you need most iS persistence in your sales process.
But to make it work, you have to be all in.
You cannot fake it.
You cannot wing it.
You have to give it everything you got.
If you have a team, they have to be right there with you.
Jimmy and Amelia came in to talk with me the other day. They own a very successful printing business that has been around a long time.
This was their story.
We sat down with one of our largest customers last week and came away totally excited, yet totally shocked. We do about $100,000 a year with this customer. They pay well and they are good to work with. Just out of curiosity Amelia asked them how much their organization actually spent last year on printing. The customers say, “let me find out for you”. She picked up the phone and called her CFO, he told her $1.3 million. I know my face dropped but I recovered quickly. Here was a customer who loved us, who we did a good amount of work for, and yet, they were spending 12 times as much on printing with other companies.
How you could say, that sucks.
But Jimmy said “Halleluiah. Look at the opportunity we now have.”
The first question he asks is “how do we get the opportunity to work some of the business we don’t have?”
Their customers answer, “connect with Henry at 2891. He was just telling me the other day about how he was very unhappy about his printing results. I would have recommended you, but I didn’t know you were looking for more business?”
Are you are out there trying to get new customers?
Are you spending a great deal of your time prospecting new business?
Are you working harder and harder to get new clients?
Most of you would answer all these questions with a resounding YES.
However, what did you learn from the above story?
Could you be in the same space as Jimmy and Amelia?
Coach Manny Nowak helping you to define the processes to make 2019 your best year ever
These 5 will inspire, motivate and get you moving forward in your business.
Listen on a regular base.
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That sounds like those missing socks we all have to deal with.
You know when we hade 3 children at home, we once had 2 laundry baskets full of these lost socks.
I hope you are not losing leads that way.
I have one, but the other?
I also have seen, many times, people go to a show, get so many leads and are so excited, yet what happens to most of the leads? They get lost.
In today's world with so much automation, the worst case should be that they get put into the wrong campaign and have to be correct. But lost? Never!
Jane’s company has spent a great deal of time in developing a marketing process that creates effective leads for the sales team.
They have worked very hard to understand what a good lead is and how to generate it.
Their marketing process is in high gear.
Yet, today when they had a meeting with the director of sales and marketing, they found out that it took days and even weeks before the leads they generated were ever worked by the sales team?
Jane was very unhappy to hear this and you might say just a bit annoyed.
What good is the lead if it is that old?
“No good” is the common answer.
Today I want to answer 3 burning questions in the area of lead delay.
1/ Past leads have been terrible.
2/ CRM system either doesn’t exist or is not being used by sales.
3/ No one has defined what a sellable lead really is.
1/ Past leads have been terrible.
It is the old story of how the leads that come in from marketing are terrible, don’t waste your time working them.
There is a history of marketing sending over leads which were not really leads but rather just the names and contact information at companies that should be buying what we sell.
2/ CRM system either doesn’t exist or is not being used by sales.
When I ask companies today if they have a CRM, many say yes.
When I ask them if the sales team’s activity is driven by it, the answer is “I think so” or “I really don’t know”.
First of all, if you are going to effectively distribute leads, then you need a technology, CRM system.
Second, if your sales team is not using it, then you need to find out why and you need to get them aboard.
Leads need to be in the hands of the salesperson within minutes of hitting your organization. If they are not, then they go cold very quickly. Some companies are amazing at what they can do. You fill out a form online and within 5 minutes your phone rings.
When a lead goes to a salesperson, they need notification that it happened and then they need to work it. Email, Text, Call. Whatever.
3/ No one has defined what a sellable lead really is.
This is one of the great frustrations I have as a salesperson.
What I think is a sellable lead has nothing to do with what is being sent to me by marketing.
Sales and marketing have to sit down and define this to the maximum so that everyone is on the same page.
Keys to success.
Sit down with your sales and marketing teams and get them on the same page.
Find out what you need to do to get sales using the CRM.
Start delivering better leads.
Do this and your will be on your way to doubling your sales.
If you need help, simply connect with me.
Marketing and sales have been trying to work together effectively since time began.
Sometimes it works between them and sometimes it doesn’t.
Marketing has a primary function – to generate leads.
Sales has a primary function- to close those leads and turn them into sales.
Should work like the champion and yet it doesn’t.
Today we are going to start a 3 part series on how to get better, stronger and longer lasting results from your sales and marketing process and close this disconnect.
Today we will examine disconnect number 1
“The leads that are generated by marketing are not sellable leads.”
People have asked me so many times about how to work a list of leads and get results?
Nowadays, the latest information states that you have to touch people an average of 15 times.
How can you do that? Learn here.
I know, the number seems high and excessive, but that is the way it is.
People are busy.
People have specific tools that allow them not to receive your call.
They even have tools which allow them not to see your email.
The key to success on working a list merely is persistence.
Today I want to share with you three keys and then an actual plan that can help you get success in working your lists.
Three things you need to understand when working your list:
1/ Most people who work lists, stop at about three tries.
You can hear them typically saying things like:
This list is too cold.
This list is no good.
No one ever answers their phone.
This process doesn’t work.
So, they pass on the prospect and move on.
I learned this interesting fact many years ago. Take the worse caller, who cannot talk well, and he/she will have success if they are persistent. It’s just plain and simple truth.
2/ Good salespeople try to connect eight times, but by then, they too have had enough.
Eight times use to be good enough to be successful in calling a list, but those days are now gone. Moreover, today eight time is no longer enough.
Today people are almost impossible to get hold of on the phone, but I said, almost.
Again, we come back to persistence and how long you are going to keep trying.
Remember, these are people who use and buy what you sell, so you need to keep going.
3/ Extra-ordinary people work the contact 15 times, and they get amazing results.
It is hard
It is tough
It is extremely frustrating.
But, it works.
You keep trying, and finally, you do get through, and once through, you are a great salesperson, and soon you will be on your way to close.