Maintenance Engineering Sales Tips “Franks Corner”

During an interview after a game in which he had made a “Buzzer beating” basket to win the game, Michael Jordan commented, “I’ve missed a lot of similar shots, but that’s the price you pay for success.” Babe Ruth struck out 1,330 times and Jack Nicklaus played in a lot of tournaments he didn’t win. Our best field reps make a lot of pitches which do not end up in sales, but this doesn’t keep them from being in the Top 10 or 20. Sales is a numbers game, the more calles we make, the more pitches we get. The more sales we make of course the more money we make. When I was doing a lot of training we had a saying. “We come to town to pitch.” so don’t worry about “going down swinging” bevause the only result that counts is the amount of your commission check.

Good selling!



Frank G.

Maintenance Engineering Ltd Vice President Dennis Leno “Call Reluctance”

There is a saying in sales that the only salesperson who has never had call reluctance is a liar. I would agree. Call reluctance happens to everyone in sales soones or later. the successful ones have simply learned to handle it.

I would like to share how Veteran Bill K. said he handles call reluctance. Bill said he has developed a personal philosophy that has overcome it.

#1. Every call I make (field or phone) I want to learn from that person.

#2. I want to help people.

By having that “learning” and “helping” philosophy. Bill gains tremendous strength from that philosophy. Bill, we thank you for sharing this powerful personal philosophy with us!

Vice President Dennis Leno



Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Dreams—>Wishes—>Goals”

Salespeople are great goal setters. They have fantastic sounding lists of goals which, if achieved, will dramatically change their lives. Unfortunately, oftentimes goals go unachieved. Many goals, once set, are quickly set aside and forgotten.

The reason these “goals” never turned into reality is that they weren’t really goals at all. They were dreams and wishes. Now dream are fine for they are seeds for wishes. And wishes are fine for they are the seeds for goals… BUT THEY ARE NOT GOALS. Goals are something that you plan to achieve. There’s no ”if”, no ”maybe”, no “I’ll try”, and no “we’ll see if I can hit that”. Goals are something you WILL ACHIEVE. Goals are things you don’t have to write down because they’re etched in your brain, that you think about night and day. Goals consume you. Goals are something you dedicate 100% of your energy towards until they’re achieved.

Some people say that’s a pretty strong test for a goal, a pretty strong commitment. Some people question the need for that strong of a commitment to a goal. to them, I say good luck. For if your goals don’t meet these tests, then they’re not goals. Furthermore, the likelihood of them being achieved is about the same as a lottery ticket.

Take some time to review your goals and eliminate those dream and wish goals. Keep only goals you’re certain you CAN and WILL achieve then commit to them. Allow them to consume you. Give them 100% of your focus, your time and your energy. Soon you’ll be celebrating their achievement.

Curt Kesselring



President

Maintenance Engineering

Maintenance Engineering Sales Tip “Advice From Seven Veterans”

Here is what seven Maintenance Engineering Veterans had to say about what they feel are the key elements of planning. Please read this advice and apply it using Maintenance Engineering’s great 2011 Planning Packet.

Credit for these planning elements goes to the following Veterans

Dennis S.

Lyle K.

Paul D.

Bill K.

Curt F.

Steve G.

Tom R.

#1 Commit to Planning & Goal Setting

- Failure to plan is planning to fail.

- Planning is a weakness of virtually every salesman. Make a commitment to do it.

- Henry Ford said, “Thinking is the hardest work in the world, that’s why so few people do it.”

#2 Choose Goals That Excite & Challenge You!

-Think what accomplishment you want to achieve in your spiritual life, personal life, and family life.

- Business, what do you want to accomplish in 2011? Your goals must be definable.

#3. Break goals into Bite Size Pieces.

-They must be believable and achievable in your mind.

-Example “I’m going to open 200 new accounts and 25 are going to come from ____ work area.

#4 review Your Plans and Goals Daily.

-A.M. and P.M.

-Special planning for the week must be done on Sunday night.

-Don’t go into the new week unplanned, unmotivated, and unplugged from your 2011 plans.

#5. Stay Positive

-Remember mimicry

-Stay away from all negative.

*Negative thoughts

*Negative comments

* Negative actions

Only Positive, Positive, Positive!

#6 Work

-Don’t be lazy.

-Look at your goals and plans over and over “until they have you”

I want to thank the seven Veterans who contributed so wisely to these comments. Sounds like these are some very good reasons these Veterans are Top Producers.

Dennis Leno



Vice President

Maintenance Engineering

Maintenance Engineering Year End Sales Rally 2011

Maintenance Engineering's final sales rally highlights for the 2010 season. Maintenance Engineering salespeople have fun in Fargo while getting together to write orders, share tips, get advanced product training, and become pool sharks. The sales goals for this year were beat two times.. With an end total of almost three times the original goal for the rally. Congratulations!! Maintenance Engineering's salespeople are the best in the industry, writing tremendous volume and having fun doing it!
Maintenance Engineering video.
http://www.me-dtc.com

Maintenance Engineering Customer Testimonial

Veteran Eric B. received a great note and photo from one of his customers. After a snowy night, the customer was at it early the next mornig fighting the snow; however he took a minute to notice how brightly our LED’s were shining on the mural that was painted on the building. He just happened to have his camera with him and shared this great photo with Eric. What a great testament to the quality of Maintenance Engineering’s Premium Quality Products! Congratualations on another satisfied customer Eric!

Maintenance Engineering Vice President Dennis Leno “Congratulations On The Year End Sales Conference!”

It is with great pride that congratulate our Year-End Blowout participants. what a great job they did! We hit a new high in individual performance!

We also had some of the best roundtable information we have ever shared, coupled with great fun on our night out and our year-end reception. I personally am looking forward to our next blowout.

Congratulations again to all who made our 2010 a historic and productive event!

Dennis Leno



Vice President Maintenance Engineering