Maintenance Engineering President Curt Kesselring "Quit Changing Things!!"

I wonder how many times I've heard that request... that plea? But, what if Maintenance Engineering had "QUIT CHANGING THINGS" back in 1974 when we started?
PRODUCT
1. Today our product line would be primarily incandescents.
2. We would only have tubular halogens.
3. We would not have CFL's or LED's.
4. Our HID Line would consist of 4 Mercury Vapors.
5. Our fluorescents would be guaranteed 3 years.
PRESENTATION
1. Our presentation booklet would consists of 2 pages of black and white line drawings.
2. Our promotions would be a cheap AM/FM radio.
3. Our highest commission rate would be 30%
4. We would not have a management program.
5. No one would fly on an airline, we would drive everywhere.
OPERATIONS
1. We would be sending orders to our warehouse via teletype.
2. All orders would be mailed to the office.
3. All commission checks would be mailed snail mail.
4. We wouldn't have a newsletter.
5. We would be typing all invoices on manual typewriters.
Today we're entering a period of the most dramatic and rapid changes the lighting industry has ever seen! Leaders in the industry may rise...or fall.. all dependent upon their ability and willingness to change. It is times like these that buyers are changing vendors..to us or from us. The next 5 years of dramatic change means huge opportunity to grow. Triple volume or more is possible.
The leaders of tomorrow are the change merchants of today. Those who embrace change quickly and proficiently will put them in the lead. At Maintenance Engineering my goal is to change, to become better at identifying what to change, how to change, and quickly implementing those changes. The better we are at being merchants of change the greater will be our rewards. Join me in my commitment to study, to learn, to practice, to risk, to fail... all to become more successful! Change and you'll make more money off the same or less effort! Best of all you'll have more fun and more personal satisfaction! Below are some of my favorite "Change" quotes. Write them on a card and carry them with you.
" By changing nothing, nothing changes."- Tony Robbins
" If you do what you've always done, you'll get what you've always gotten."- Tony Robbins
" A year from now you will wish you had started today." - Karen Lamb
"You must do the thing you think you cannot do." -Eleanor Roosevelt
"Never, never, never, never give up" - Winston Churchill
Curt Kesselring

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