President Curt Kesselring “You Sell Like You Train”

Recently I had the good fortune of visiting the Navy’s Strike Fighter Wearpons School, better known as the Navy’s Top Gun School for fighter pilots. As I entered the lobby there was a sign above the corridor leading to the pilots’ classrooms with the solemn reminder, “You Fight Like You Train.” It’s a reminder to military personnel that they are on the ultimate straight commission program; if you do your job well, you come home… alive.
It made me stop and think. Do I fight like I train? If my depended upon how well I did my job, what would I do differently? How many lives would this “cat” have used up to get this far… certainly many more than 9!

My purpose with this example is not to guilt everyone into studying and working 24/7 but to have us do some introspection. Last week, did we have a great week, an average week or a poor week? Is our 6-week average greater than our yearly average? Is our 2011 average greater than our 2010 average? The numbers are a reflection of our preparation. In sales only a small portion of your training is provided by the company. Most is intitated by yourself.

Company Provided Training
- M.E. Rookie Training
- Field Training throughout career
- Fargo Home Office Training throughout career
- Tips from SC, newsletter and other salespeople

SELF INTIATED TRAINING

- Questions for SC, FC, Trainers and Peers about solutions to problems you encountered that day and not going to bed until answered.

- Constant role play with a spouse, tape recorder or in front of video camera.
- Listening to sales tips.
- Listening to motivational tapes.
- Reading sales and motivational books.
- Constantly reviewing your goals and your commitment to them.
- Spending adequate time planning.
- Constantly perfecting your sales skills.

“Do you sell like you train?’ The answer of couse is “YES!” If you want to increase your sales and your income then you need to increase the quantity and quality of the training you’re providing yourself. Place the reminder card I’ve included in a conspicuous place to help you take the next step in your training AND your sales AND your INCOME!

Curt Kesselring

President Maintenance Engineering