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
Wednesday, March 23, 2011
Thursday, March 17, 2011
Maintenance Engineering Vice President Dennis Leno “I’m Easily Satisfied With The Very Best!!-Winston Churchill”
I’m Easily Satisfied With The Very Best!!-Winston Churchill”
Winston Churchill had it right; it costs no more in life to set your goals high as it does to set them low.l As a matter of fact, the cost to set low goals is higher. There are so many incredible things in the world to experience, taste, and explore. These are all missed with low goals.
One other important fact. When you set hight goals, there is a power that comes to your aide. The universe is set up so that those who set high goals virtually automatically are helped by this universal power.
This week on the front page of the newsletter we are bringing you the income example that comes with $5,000 a week. Don’t forget, there are also a host of additional benefits that come with a $5,000 average.
Dennis Leno
Vice President
Winston Churchill had it right; it costs no more in life to set your goals high as it does to set them low.l As a matter of fact, the cost to set low goals is higher. There are so many incredible things in the world to experience, taste, and explore. These are all missed with low goals.
One other important fact. When you set hight goals, there is a power that comes to your aide. The universe is set up so that those who set high goals virtually automatically are helped by this universal power.
This week on the front page of the newsletter we are bringing you the income example that comes with $5,000 a week. Don’t forget, there are also a host of additional benefits that come with a $5,000 average.
Dennis Leno
Vice President
Thursday, February 24, 2011
Maintenance Engineering Sales Tip “Franks Corner”
At one of my first seminars, I heard a tape about a salesman in Mississippi during the depression selling expensive mule feed to farmers. The tape had many selling lessons, but my favorite was the quote “An ounce of loyalty is worth a pound of cleverness.”
Every sales organization has seen “clever” people come and go. I hesitate to call them salespeople because most aren’t willing to knock on doors and do what’s necessary to be a top producer for any company.
The tape also said that customers and employees who are loyal over the long haul are golden like many of our own top sales reps who combined, give us hundreds of years of loyalty and production. Many thanks for all your years of selling and helping others to succeed and grow the company!
Frank Grendler
Every sales organization has seen “clever” people come and go. I hesitate to call them salespeople because most aren’t willing to knock on doors and do what’s necessary to be a top producer for any company.
The tape also said that customers and employees who are loyal over the long haul are golden like many of our own top sales reps who combined, give us hundreds of years of loyalty and production. Many thanks for all your years of selling and helping others to succeed and grow the company!
Frank Grendler
Monday, February 21, 2011
Maintenance Engineering Vice President Dennis Leno “Man, Know Thyself.’-Plato”
Maintenance Engineering Vice President Dennis Leno “Man, Know Thyself.’-Plato”
What kind of a year will you have in 2011? Have you thought about it? Are you excited about it?
You know, I have wondered many times about the challenge the great philosphers and teachers down through the centuries have given us. Think! Think! Think! That has been their constant theme.
Think about what? Well, about who you are. What you are. What you want. What you want to become.
Perhaps the saddest commentary that could said about anyone is that they went through their entire life and wasted their precious God given talents.
“Man, know thyself.” Think about what you are going to do with your amazing amount of God given talent and then make 2011 the best, the most profitable year of your life. Yes, it will take work. Yes, it will take thinking time but with only one life to live, shouldn’t we make the most of it?
Dennis Leno
Vice President Maintenance Engineering
Maintenance Engineering President Curt Kesselring “Change In the 21st Century”
As we enter the 21st Century we are reminded of the incredible change that the world has seen in the past century! Up until a couple of hundred years ago, most every century was much like the one that preceded it. Primitive tools, human disease, agrarian lifestyles, and survival of the fittest were predominant descriptors.
The past century saw change accelerate to lighting speed. We have seen dramatic improvements in our lifestyles, health, and life expectancies. Fo every negative change there has been a dozen positive ones that have improved our lives. Yet there were naysayers every inch of the way. Every year non-believers contested every change. Yet those who created, advocated and implemented change most often won out, creating the most fantastic century in history. I for one consider myself incredibly luck to have been born into this time, and in this country, the greatest benefactor of these positive changes.
Change. We can fear it or we can embrace it. We can resist it or we can use it to take us to the next level. I have high goals for Maintenance Engineering in the next five years and they will require even more changes than we saw in the entire past 37 years. Yes, some changes will fail and that’s the risk we must take. However, with a strong, positive vision of the future we can together utilize change to transform Maintenance Engineering into a company which will benefit us all in ways we cannot yet imagine.
As we enter this new millennium, join me in making Maintenance Engineering an industry leader in positive, constructive, and profitable change which will cause us to grow. Let’s embrace change. Let’s use change to create an even better opportunity for us to take advantage of.
Curt Kesselring
President Maintenance Engineering
Tuesday, February 15, 2011
Frank's Corner- Old #1 Shares One Of His Great Selling Tips!
The largest and most successful chewing gum company is the Wrigley Company, founded Wm. Wrigley, Jr. in 1891. Since its inception it has been number one in the business. Once Mr. Wrigley was asked ”Why do you continue to spend time and resources advertising when you already have the biggest share of the chewing gum market?” The answer was “it’s like a train engine, if you quit shovelling coal the train will run for awhile but soon it will slow down and eventually you stop.” It’s the same with opening new accounts. It you don’t keep adding new account to your file box, everything will suffer, your referrals, your phone and repeat business and of course your volume/income. So take the advice of Wm. Wrigley, Jr. and keep adding those new account to your file box every week.
Good Selling!
Frank G.
Friday, February 11, 2011
Maintenance Engineering President Curt Kesselring “World’s Best Fluorescents”
Maintenance Engineering has the best fluorescents in the world, bar none! This can be said for our entire product line, but it is our fluorescents that we’re most proud of… and sell the most of. Here are some common questions about our fluorescents and our answers.
#1 WHAT MAKES THEM THE BEST?
SUPERIOR DESIGN- Our engineers work with each manufacturer’s engineers to develop the specifications for our production runs. The designs utilize features that competitors reject due to their cost. Competitors choose lower quality to save money. Maintenance Engineering purposely incorporates these more expensive quality features which differentiate us from the competition. This results in the best quality that money can buy and the customer is the benefactor.
#2 HOW ARE THEY MADE?
PRODUCTION CONTROLS- Maintenance Engineering’s lamps are made in the most technologically advanced plant in the world. Sand literally comes in end of the plant, is melted into glass and finished lamps come out the other end. Computers control the entire manufacturing process. Cameras photograph every component as the speed down the line; computers instantly analyze it for defects and reject substandard components in a fraction of a second. Electric robot forklifts silently move components around the factory, stopping for humans who get in their way and go to a recharging station for “lunch” when needed. Finished product is held for 48 hours in a fully automated warehouse controlled by one man in a booth while samples are tested for quality.
#3 WHAT ARE THE BENEFITS OF BEING EARTH-SAFE?
ENERGY- Our Xtrabrite lamps have higher efficacies meaning they produce more lumens per watt of electricity.
LONG LIfe- Our 7 year- guarantee means fewer lamps need to be made thus conserving the earth’s natural resources. It also means fewer lamps being disposed of in landfills or recycled.
#4 WHERE ARE THEY MADE?
Most of our high usage fluorescents are made in the USA. Our first criterion for selection of a manufacturer is that they be able to make the best lamps in the world. Our preference is that this manufacturer is in the USA but we go to wherever the quality is best for each and every product.
The quality of our lamps is demonstrated in our 84 month guarantee. Who else guarantees a “minimum life” of seven years on a fluorescent lamp… and ten years if it is used with Maintenance Engineering Premira ballasts?!? As a salesperson you can be proud that you sell the finest fluorescents and the finest lighting product line in the world. Maintenance Engineering Quality makes it easier to open accounts and much easier to repeat them. Quality means value to the customer and financial rewards for you!
President Curt Kesselring
Maintenance Engineering
#1 WHAT MAKES THEM THE BEST?
SUPERIOR DESIGN- Our engineers work with each manufacturer’s engineers to develop the specifications for our production runs. The designs utilize features that competitors reject due to their cost. Competitors choose lower quality to save money. Maintenance Engineering purposely incorporates these more expensive quality features which differentiate us from the competition. This results in the best quality that money can buy and the customer is the benefactor.
#2 HOW ARE THEY MADE?
PRODUCTION CONTROLS- Maintenance Engineering’s lamps are made in the most technologically advanced plant in the world. Sand literally comes in end of the plant, is melted into glass and finished lamps come out the other end. Computers control the entire manufacturing process. Cameras photograph every component as the speed down the line; computers instantly analyze it for defects and reject substandard components in a fraction of a second. Electric robot forklifts silently move components around the factory, stopping for humans who get in their way and go to a recharging station for “lunch” when needed. Finished product is held for 48 hours in a fully automated warehouse controlled by one man in a booth while samples are tested for quality.
#3 WHAT ARE THE BENEFITS OF BEING EARTH-SAFE?
ENERGY- Our Xtrabrite lamps have higher efficacies meaning they produce more lumens per watt of electricity.
LONG LIfe- Our 7 year- guarantee means fewer lamps need to be made thus conserving the earth’s natural resources. It also means fewer lamps being disposed of in landfills or recycled.
#4 WHERE ARE THEY MADE?
Most of our high usage fluorescents are made in the USA. Our first criterion for selection of a manufacturer is that they be able to make the best lamps in the world. Our preference is that this manufacturer is in the USA but we go to wherever the quality is best for each and every product.
The quality of our lamps is demonstrated in our 84 month guarantee. Who else guarantees a “minimum life” of seven years on a fluorescent lamp… and ten years if it is used with Maintenance Engineering Premira ballasts?!? As a salesperson you can be proud that you sell the finest fluorescents and the finest lighting product line in the world. Maintenance Engineering Quality makes it easier to open accounts and much easier to repeat them. Quality means value to the customer and financial rewards for you!
President Curt Kesselring
Maintenance Engineering
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