Maintenance Engineering President Curt Kesselring “Power Your Day With Emotion”

Years ago I was given an article that pointed out the powerful connection between emotion and action. I would paraphrase this article as follows.




“EMOTION PRODUCES IMMEDIATE ACTION. THINKING PRODUCES FUTURE CONCLUSIONS.”



As salespeople, we must get immediate actions from our customers in the form of a sale. We cannot live off future conclusions (I’ll send you a P.O. or leave your card and I’ll call you.) Everyday, all day, we must cause 6 types of IMMEDIATE ACTION.



1. We must “TAKE ACTION” to call on the prospect.



2. We must cause the receptionist to “TAKE ACTION” to direct us to the buyer.



3. We must cause the buyer to “TAKE ACTION” to permit us to pitch them.



4. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the promotion.



5. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the presentation.



6. We must cause the buyer to “TAKE ACTION” and sign the order!



ACTION-ACTION-ACTION-ACTION-ACTION-ACTION



…6 times in a row for a sale, all fueled by YOUR EMOTIONS, your confidence and your enthusiasm! First you must get your emotions fired up for you to take ACTION to make the call. And then you use that emotion to CAUSE the receptionist and buyer TO TAKE ACTION which will result in a sale today.



You control the customer via mimicry. Whatever emotion you have the customer will mimic. EMOTION AND ENTHUSIASM CREATES SALES. Use this powerful concept to insure you have a great spring and summer selling season.



It will insure a great 2012.



Curt Kesselring

President Maintenance Engineering

Maintenance Engineering President Curt Kesselring "Different... And Better... Maintenance Engineering and You"

That's our goal for Maintenance Engineering's entire product line. We want Maintenance Engineering to stand out from the crowd. we want to look different and be different in product appearance, design, and performance. Most of all we want to be better in efficiency, in guaranteed life and in the quality of light produced. I'm happy to say we have achieved this goal and now we continue to raise the bar to even higher levels of quality for our products. The most recent example is our LED lamp line which carries a 15 year guarantee!

Our standard of being different and better for our product line applies equally as well to you as an Maintenance Engineering sales representative. As a salesperson there are huge financial rewards for being different and better. You need to set yourself apart from the competition by being DIFFERENT. You want to be remembered by your customers for your appearance, your service and your enthusiasm and confidence. You want to be remembered as being BETTER. You want the customer to have a better overall experience with you than with the competition.

Take a moment and compare yourself to your competitors. Are you as different as you could be? Are you better in every way? If not, then you have an opportunity to be Different and Better in dramatic ways. Do that and you'll stand out from the crowd.. by being DIFFERENT and BETTER.. Maintenance Engineering and You!

Curt Kesselring

President, Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno "Summer Selling"

"I have to go get more money."

Veteran Steve Meldahl recently told me a friend of his who is very successful in the auto sales industry. He has a special quote that he has used to inspire himself to success that Steve passed on to me. His quote, "I have to go get more money."

I especially like this quote for two reasons:

1. It's inspirational. Having more money is exactly what life is all about. As Cardinal John Henry Newman said so many years ago, "The only evidence of life is growth."

2. It's definitive. it tells you exactly what you should be doing every day. Go help more people, go get more money.

That brings me to summer selling. What are your plans to bring in more money this summer? Have you thought about it? Have you set a goal? While your competition is relaxing and taking off a ton of time, why don't you go and get more money? Summer is a great time for the workers!

Dennis Leno
Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Emotion Vs. Logic”

This week I’ve enclosed, a sheet with two messages, to you in your packet. What’s the difference? Both contain the same “information”, the same “Facts” but the message is different.

The reason of course is EMOTION. “Just the facts Jack” is insufficient in communicating a message. If just facts sold then all TV ads would look like my typed message. In actuality, TV ads go far beyond my red lettered message. They pile on the emotion because the sales emotions produce the QUICKEST and STRONGEST decisions.

Take a look at your sales presentation. Is it more like the typed message I sent, or more like the red message… or is it more like a TV ad?

At Maintenance Engineering we teach on the words (railroad tracks) to our sales presentation. You must add the emotion to it. The words are merely the vehicle carrying the real message which are the sales emotions, CONFIDENCE (trust) which customers’ mimic and ENTHUSIASM (Yes) which the customer also mimics. The words are the vehicle and it is up to you to load that vehicle with emotion.

Take time to roleplay with your spouse or a friend or your manager. Give your presentation to a recorder or video camera and see how small changes in your delivery create huge changes in your message.

Bottom Line rule of sales success is less logic and more emotions means more sales. Remember the quote from two weeks ago, “You fight like you train” so train well.. add the sales emotions to your presentation which will cause the customer to TRUST YOU and SAY YES TO YOU!

Curt Kesselring


Curt Kesselring, President Maintenance

Maintenance Engineering Testimonial-Sales Rep Frank G.

Maintenance Engineering Veteran Sales Rep and All-Time #1 Producer Frank G. took some time to relate some of his thoughts and views selling for Maintenance Engineering when he was in Fargo for the 2010 April Awards and Sales Rally. In this video he talks about Maintenance Engineering products, sales methods, his work-ethic, and the M.E. opportunity. For more info on Maintenance Engineering, visit http://www.me-dtc.com

Maintenance Engineering Ltd. April Cruise and Awards 2010

Check Maintenance Engineering new Video showing scenes from the 2010 Awards Cruise and the Special April Awards Rally! Thanks to all Maintenance Engineering Sales reps for your hard work and for making this a great year!