Maintenance Engineering President Curt Kesselring “Attitude Determines Altitude”

Never before has attitude been more valuable in sales. If one thing will determine your income for 2012 it is Attitude. Here are some of the ways Attitude can impact your career:




-ALARM CLOCK- People with great attitudes get up without an alarm clock because they’re anxious to get started on the day.



-GET UP EARLY- Your pituitary gland injects melatonin into your blood stream to make you sleep at night. It takes 2 hours of bright (white) light to clear it from your body every morning. That’s 2 hours before your mind is sharp and your attitude is “Sales ready”!



-MORNING PREPARATION- Positive people use early morning to prepare their mind for the day by focusing on positive thoughts which are mimicked by customers throughout the day. They don’t listen to the news or any sources of negative.



- FIRST 5 CALLS OF THE DAY- Make 5 calls in rapid succession and your postive attitude grows ever stronger with each call…like putting your armor on for the day.



-CUSTOMERS MIMIC YOUR ATTITUDE- They mimic your confidence in yourself, your product and your company; they mimic your enthusiasm (positive “YES” attitude) and say “YES” to an order.



- ATTITUDE FUELS YOUR BODY WITH ENERGY to cause you to work hard and late… because you’re pumped!



-ATTITUDE INSURES A SUCCESSFUL AND PROFITABLE DAY.



How do you control your attitude? It’s a choice you make. If you dwell on problems you cannot solve YOU WILL HAVE A NEGATIVE ATTITUDE! It’s that simple. Decide to have a POSITIVE ATTITUDE and it shall be so!



Ronald Reagan said “Fly as high as your wings will take you.” Your wings are powered by your attitude which determines your altitude! So FLY HIGH!



Curt Kesselring

President Of Maintenance Engineering

Maintenance Engineering Sales Tip “People Buy From People They Like”

Maintenance Engineering managers are always talking to salespeople about the importance of relationships with your customers. Find out 5 things about them and that will help you build a great relationship.

We are also bring you the advice of Dale Carnegie on Six Ways to Make People Like You. This comes from Dale Carnegie's book "How to Win Friends and Influence People." We think it is advice worth passing on to you!

IN A NUTSHELL

SIX WAYS TO MAKE PEOPLE LIKE YOU

Rule 1: Become genuinely interested in other people.

Rule 2: Smile

Rule 3: Remember that a person's name is to them the sweetest and most important sound in any language.

Rule 4: Be a good listener. Encourage others to talk about themselves.

Rule 5: Talk in terms of the other person's interest.

Rule 6: Make the other person feel important- and do it sincerely.

Maintenance Engineering “Another Satisfied Customer”

Young vets Steve Allen and David Hatch sold a great account on a recent training day…a classic car museum! They stopped back in when the bulbs arrived and the before and after was simply amazing. Their $100,000 cars looked like a million bucks under the new and improved lighting! The customer was so impressed with the lamps that he placed another order right there on the spot! Great job Steve and David!

Maintenance Engineering President Curt Kesselring “Success= Work + Tools + FUN”

Fun…the great lubricant that makes everything in life easier. Ever notice the difficult and downright painful things kids do…when they’re having FUN? Fun helps us focus on the positive, ignore the pain and overlook the difficulty of doing something.

FUN is a motivator that gets people to do things they otherwise wouldn’t…or couldn’t do. FUN is magnetic….it draws people to WHEREVER there is fun WHOEVER is having fun. Everyone wants a piece of the fun. Best of all. FUN lubricates things. FUN eliminates friction between people. FUN makes time pass more quickly when doing the difficult things that SUCCESS requires. FUN attracts people to you. FUN puts people in a positive. Enthusiastic… “YES” Mood!

So where does fun come from? Fun…comes from thinking positive…focusing on the good and ignoring the bad. Every sport involves ignoring the pain, long practices, conditioning and focusing on the fun (the positive) aspects of the sport. Golf, a fame of 90% frustration and failure, draws people back because of the 10% which is positive and FUN. Fun comes from focusing on the good, the enjoyable, the positive and ignoring the uncomfortable, the difficult, the painful, the negative. Fun comes from thinking positive…which is why positive thinkers always have more fun.

In the early years of the Company, Dennis and I observed that people who were having fun in their career were successful and people that weren’t having fun failed. Most people think that success comes first…then FUN. However, we observed the reverse. Those people who DECIDED TO HAVE FUN FROM THE START… WERE ALWAYS SUCCESSFUL IN THE END. We realized the following : IF YOU”RE NOT HAVING FUN…. YOU’RE DOING IT WRONG. We realized that fun is a lifestyle …a way of living… an approach to your job…a way of life… a way of thinking…the result of a DECISION to focus on the positive in life.

So… DECIDE TO HAVE FUN… ADOPT A FUN STYLE… it will make you day easy, productive and PROFITABLE!

P.S. Enclosed is a 3X5 card with the success formula on it. Review it at the beginning and end of each day. It’s your game plan for your career… and for any other area of you life in which you want to achieve success.

If you’re now having FUN you’re doing it wrong!

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Sales Story “School Sees the Light”

Maintenance Engineering Sales Story “School Sees the Light”

Young Veteran Tom Bonner shared a great story with us about a school he opened. tom sold the school a box of Xtrabrite T8′s which they put over bleachers on one side of the gymnasium. And you guessed it, the fans and faculty loved the new lights.

One person in particular loved the lamps.. the photographer for the local newspaper. After taking pictures at a recent sports event, the photographer said “The lights were so good I didn’t even need my flash. What a difference.”

The school is now planning on purchasing many more lamps from Tom. Thanks for sharing this great story of another satisfied customer!

Maintenance Engineering Vice President Dennis Leno “Referrals Are The Way To Go.”

I have talked to many of our Veterans about referrals. All say the same thing. ” I wish I remembered to ask for more referrals.” Yes, for those who “Ask” for referrals it is a lucrative habit.

I believe the problem of not remembering to ask for referrals stems from one thing. They don’t understand how lucrative referrals are. Referrals are like gold. Their value just keeps going up and up. The more you ask, the more you get. The more you get, the more you ask.

Don’t forget that a new account is an account that keeps paying you compound interest every time you sell it. The more new accounts you open, the more accounts you can repeat later.

I hope you will look over my insert on referrals this week and take it to heart. Referrals are on of the most lucrative techniques you will ever employ.

Dennis Leno

Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Success= Work+TOOLS+Fun

Maintenance Engineering ‘s Tools (sales techniques and methods) are merely efficiency devices that allow us to work SMART! Just as a ditch digger finds it easier to dig with a shovel then with his bare hands, it is easier for a salesperson to sell with high quality sales tools.

Every trade uses toolds that have been develope over the year by experts. Backhoes and bulldovers have replaved hand shovels which replaced hands. In sales we utilize methods and techniques some of which were deveoloped before the time of Christ. Other sales tools such as the telephone and interent are being refined and developed right now.

At Maintenance Engineering we pride ourselves in the sales tool box we’ve assembled. We have taken the best of the old and have incorporated it with the best of the new. All that remains is the following:

1. LEARN THE TOOLS forwards and backwards.

2. PRACTICE THEM until you can execute them flawlessly.

3. USE THOSE TOOLS in from of as many prospects each day as possible.

Tools allow us to profit from the knowledge of experts who have gone before us…experts who have developed the tools that we now teach. These Tools allow us to WORK SMART, to maximize the production from our work..and to MAXIMIZE our income.

Curt Kesselring

President of Maintenance Engineering