Maintenance Engineering President Curt Kesserling “Self-Esteem”

Nothing determines the magnitude of one’s achievements more than self-esteem. It is at once the motivator that propels you out of bed in the morning and the govenor that slows you down when your achievements approach your goals or your self worth.

In sales, it is self-esteem that regulates your volume. When you sell yourself to a prospect, you merely convey to that person your own belief in your worthiness as a person. When we sell ourselves, we allow the prospect to get to know us through our spoken words, our voice tone, our eyes, our body language and our dress. Our level of self confidence, our self image, is accurately conveyed to our prospect. You confidence in yourself is conveyed to your customer. He then makes his byuing decision based on that confidence in you and what you have said about your company and your products.

Our self-esteem also “regulates” our sales success in the close. The size of the order we begin negotiating from is a reflection of our self worth, our self-esteem. How soon we cut in the close and how deep we cut is likewise a reflection of our belief in our own worthiness of that order.

The goals we set are a direct reflection of our self-esteem. I’m not referring to our “wishes” or our publicly stated goals. Rather, I’m referring to those goals your subconscious mind really believes that you deserve. Your true goals are locked in your subconscious and are a perfect reflection of your self worth. And… they are exactly what you will achieve in life…no more…no less…

Self-esteem affects every area of success in our lives from marriage to sports to business. Self-esteem can rocket us to the top or anchor us to the ordinary. It is up to us to take responsibility for our own self-esteem, our own self worth. For if we cannot find reasons to love and respect ourselves then neither can anyone else.

No one is perfect and no one is without room for improvemnt in their self image. Everyone can utilize the self-esteem building power of possitive affirmations. the power of positive affirmations to reform on’e self image is proven. Fromulate you own positive affirmations from the following three sources:

1) Past Successes- remind yourself often of past successes, past wins that you are most proud of. Vicualize them as if you were atually reliving them.

2) Present Good Fortune- Count your blessings right now for they are many and valuable.

3) Future Goals- Visualize your goals as if they have already happened. Focus on the fact that you deserve them. Feel the pride and self-esteem.

Build your positive affirmation list and watch your self esteem grow. Watch you self image, self confidence, and self love grow! It will make you proud and successful!

Curt Kesselring
President of Maintenance Engineering

Sales Tips from Maintenance Engineering Veterans – Jim Wielebski

I treat this as my business and I try to think like a business owner. Most business owners put in a lot of time and effort to grow their business. I also try to work as if I’m an employee myself. I visualize how I would want an employee to work for me. If I was to be successful, I need to do what it takes to get the job done. The mental time clock helps me to get up early and put in a full day. Personal growth is also important. If your sales are off, you need to look at yourself to make sure you are doing the things that you need to do to be successful. 99.9% of the time the reason we are not writing enough business is because we are not using the tools or working hard enough. I also have the attitude that I am working not to pay bills, but to earn more income to be able to do things that I would like to do. Curt Kesselring once said that money isn’t everything but it provides the freedom to be able to do the things you would like to do. This attitude keeps the job fun. It’s always important to aim high.

Jim Wielebski

Maintenance Engineering Vice President Dennis Leno “Self-Motivation”

“Anything can be had for the price of an effort.” -Plato

Self motivation is a term so often used by those who sell motivational material. there are literally hundreds of books that give us their formula that will inspire us and give us success through self motivation. In reality, very few of these work because self motivation is such a fleeting thing.

So what is the answer? How do we truly motivate ourselves? I have found one formula that works for me that I want to share with you. It will probably work for you as well.

What is the one thing you truly want? I have found that unless you get your dreams and desires down to the one thing you truly want, you have a whole host of things that never come to pass! Write down your goals and then go after that “one” you truly want. By focusing in on the one thing you truly want, you will be able to remember it. Remembering your goal gives it life and power.

If you want to be motivated, go after the one thing you truly want in life!

Dennis Leno
Vice President of Maintenance Engineering