Maintenance Engineering President Curt Kesselring “How To Start A Hot Sales Streak!”

ATTITUDE DETERMINES ALTITUDE
-Zig Ziglar
Sales often come in bunches. One sale can lead to 2 then 3, 4 and 5 sales in one day! For some reason when we get on a “roll”, the sales seem to come easier. Once we get the sales juices flowing, we feel invincible and every prospect is destined to become a customer.
Top Producers seem to have these “Sales Streaks” more often than the average salesperson. They seem to be able to put more good days and good weeks back to back. Everyone has the capacity for $1,000 and $2,000, days but Top Producers have them more often. Why? I believe the biggest reason Top Producers have more “Sales Streaks” is the positive self talk they give themselves every morning before they make their first call. This positive self talk puts them in a positive enthusiastic mindset. When Top Producers make contact with their first prospect the prospect senses this positive enthusiastic attitude and he unconsciously mimics it. Therefore increasing the odds of a prospect saying “Yes” and the beginning of a “Sales Streak”!!
So, start out your day by getting yourself into a positive enthusiastic mindset:
Turn off the news on the TV and radio.- ELIMINATE NEGATIVE
Listen to a motivational CD- POSITIVE INPUT.
Read a portion of a positive thinking book.- POSITIVE INPUT.
Read some positive quotes.- POSITIVE INPUT.
Give yourself some positive self talk :- POSITIVE INPUT
HIGH ACHIEVERS IN ALL FIELDS USE COMPLIMENTARY POSITIVE SELF-TALK.
Top Producers know that a positive self-image must PRECEDE success. Tomorrow, talk to yourself like a Top Producer and give yourself a healthy dose of COMPLIMENTARY SELF-TALK. Do this day in and day out and your good days will turn into good weeks and your good weeks will turn into Honor Week strings. Tomorrow, spread your positive enthusiastic attitude on every call you make to every person you meet!
REMEMBER: All “Sales Streaks” start with an attitude streak… and all attitude streaks start with you deciding to be positive and enthusiastic.
Curt Kesselring

President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Make Plans To Triple Your Volume”

Maintenance Engineering’s new Selling System is revolutionary. Learn it, become proficient at it and it will allow you to TRIPLE your Volume and Double your Income. However, this won’t happen by itself. It’s going to take some work…but Double Income makes it worthwhile! Develop a plan that puts you on track to TRIPLE/DOUBLE by this time next year. Here are some simple suggestions for you.

Step #1. STUDY, LEARN, and PRACTICE the new Selling System. Devote 30-60 minutes per day for the next month and you will be on your way.

Step #2. EXISTING ACCOUNTS- Develope a plan for each using Maintenance Engineering’s 5 Lines to get 100% of their business.

Step #3. INACTIVE ACCOUNTS- introduce them to Maintenance Engineering’s 5 Lines. Re-open them with the line that allows you to re-establish your relationship.

Step #4. NEW ACCOUNT CALLS- Begin calling on larger accounts. Gradually move up as you become comfortable with the 5 Line concept, quantity pricing and the rebate program. Find the account size that fits your selling style best.

Step #5. PIPELINE- Use the pipeline concept to fill your days with new account calls.

Step #6. UP SELL CONSTANTLY to maximize your Industrial Lamp Sales %.

-Open New Accounts with the highest quality line possible, but open the account.

– On Repeat Calls constantly work to up-sell the buyer.

– ACCOUNT GOAL -100% of their business. Develop your target mix of products:

*10-20 % + Premira (existing volume)

*20-30 % + Industra & Commercial (NEW volume)

*25 % Residential Guaranteed (NEW volume)

*25 % Residential (NEW volume)

We’re a small company who has developed a revolutionary marketing concept. It consists of three components. First is a powerful Direct Sales Force that can open accounts and get 100% of their business. Second is our Maintenance Product Website (under construction) that will allow you to leverage your account relationship into all of the commodity maintenance products that your buyers are currently purchasing. This will require low effort while allowing you to add additional commissions to your income. Third is the Rebate Incentive program to build customer loyalty. These are exciting times. Use the remainder of 2012 to get the ball rolling towards tripling your volume in 2013! No one else is using a direct sales approach coupled with the internet to maximize the opportunity for their sales force! Maintenance Engineering is the first! Be part of this historic and profitable revolution!



Curt Kesselring

Maintenance Engineering Vice President Dennis Leno “The 5 Levels of Product”

I have had the privilege of working with a number of our top producers. What a wonderful learning experience it has been. The 5 levels of product simply let the customer know that Maintenance Engineering has a product that will fit every one’s budget. I thought it would be fun to tell you the 5 things the 5 levels of product have done for me and my field work. I am sure they will do the same for you.




1. Totally Eliminates Call Reluctance I love the fact that the customer can no longer claim that we do not have a product that will fit his budget.



2. Let’s me Sell Against Myself- It is a great benefit to be able to say “I have that too.”



3. I Now Have Access to a 94 Billion Dollar Market.- How exciting to know that the entire lighting market is now my market.



4. No One Has Access to the Product Line I Have- There is not one other lighting company that has a product line to compare to Maintenance Engineering’s. That means I never have to walk away from a sale.



5. It Has Doubled My Closing Ratio- Whether it is a Residential Product, a Commercial Duty, Industra, or Premium quality. I can match a customer’s budget and product quality desires. That has doubled my closing ratios.



We at Maintenance Engineering have an exciting future ahead of us. Let’s all go out and share the good news.



Dennis Leno
Vice President Maintenance Engineering