President Curt Kesselring “PITCH POWER… COMES FROM EMOTION!”

 

The power of M.E.’s presentation lies not in the words…but the emotion with which they are delivered! M.E.’s words don’t make the sale…they provide an orderly path from greeting the Buyer to getting a yes to the order from the Buyer.

So what causes the sale…TWO WORDS…TWO EMOTIONS…CONFIDENCE
AND ENTHUSIASM!! Emotions are MIMICKED by anyone who is near. If two speakers are together, the one with the strongest emotion is mimicked. CONFIDENCE causes people to trust you; so you better be CONFIDENT when you meet the Buyer. ENTHUSIASM causes people to be agreeable and more likely to say yes to whatever you ask. So…

WHEN YOU MEET THE BUYER…
– Be CONFIDENT so they TRUST YOU AND
– Be ENTHUSIASTIC so they say yes to MEETING WITH YOU!

WHEN YOU SMALL TALK and DEMO THE PROMOTION
– Be CONFIDENT so they trust you AND
– Be ENTHUSIASTIC so they allow you to continue with your presentation!

WHEN YOU GO THROUGH THE PRESENTATION BOOKLET – Be CONFIDENT…AND
– Be ENTHUSIASTIC… be emotional not logical!

WHEN YOU CLOSE…
– Be CONFIDENT…AND
– Be ENTHUSIASTIC…and the buyer will trust you and say YES!

Often salespeople think they can improve our presentation by changing or adding words. 99% of
the time they add confusion and boredom! If you want to change your presentation to make it more powerful change your emotional level. Test your presentation by recording it on your cell phone once a week. Listen for your CONFIDENCE and to your ENTHUSIASM…then ask yourself what you need to do to increase your emotional power. Remind yourself of the emotions you want them to mimic.

Remember the Mule Feed tape I sent you a few weeks ago and his use of the sales emotions in his description of alfalfa hay!! Put his emotions into your presentation and watch your sales and income go through the roof! All you need to do is add the sales emotions (C & E) to every part of your presentation! Good Selling!

Curt Kesselring President

http://www.mebulbs.com

Kesselring, Curt new

President Curt Kesselring “THE BEST… JUST GOT BETTER… AT LOWER PRICES!!!”

 

M.E. once again leads the way with the latest and greatest generation of LED products! These state of the art LED’s feature longer life chips which produce more light while consuming less electricity. This means less electricity is wasted on heat resulting in bright, low wattage, cooler lamps! That also means lower A/C bills and greater comfort for those who are working under these lights; especially those using halogens and incandescents.

Retail stores love them not only for their low heat but especially for the fact they produce NO UV! That means no deep discounting of faded retail products at the end of each selling season. This saves retail stores, especially clothing stores, huge amounts of money every year!

Bottom line is M.E.’s LED’s are the best on the market today! But, not all buyers are ready to switch to LED’s for a variety of reasons. Consequently it is important for us to remember that we are in business and we are salespeople…not missionaries. It is our job to listen to our buyers and determine what they want and be sure we provide them with that. We have a traditional product line that is the best in the industry! Most of all we have a HYBRID fluorescent that beats ALL fluorescents and ALL LED’s in whiteness, brightness, lumen depreciation; all while lasting 20+ years with M.E.’s Hybrid ballast!

I’ve never been more proud of our product line, LED or traditional products! Whichever product our customers choose it is a wise purchase. It’s easy to get excited and assume the role of lighting missionary for our favorite product when all we need to do is nd out what the buyer’s favorite product is and sell it to them. Remember, our objective is A HAPPY CUSTOMER AND A WELL PAID SALESPERSON! Good Selling!

President Curt Kesselring

Maintenance Engineering www.mebulbs.com

Curt Image

 

Harvest time!

FALL
BEST SELLING TIME of the YEAR!

  • –  Weather is cooling down
  • –  Buyers are in and ready to buy
  • –  Days are getting shorter

    Fill your le box now with NEW accounts so Snowy, Cold weeks won’t slow you down!!

    FRIDAY
    BEST SELLING DAY of the WEEK!

  • –  Buyers are easier to get to
  • –  Buyers are not rushed
  • –  Buyers are willing to talk

Did You Know? “LED Retro Kits”

Did you know Maintenance Engineering’s Premium-GradeTM LED Red Exit Fixture Retro fit Kits replace two 15w or 20w tubular incandescent lamps in exit fixtures? This is up to a 94% savings in energy usage! Even more importantly, these long life LED lamps are designed to last 30 years so your customer can eliminate up to 240 costly labor-intensive lamp changes.

A related benefit is the customer doesn’t have to worry about getting written up by the fire marshal for failed lamps.

http://www.mebulbs.com

 

Did you know? EARTH-SAFE®?

Did you know that Maintenance Engineering’s XTRABRITE ALPINEWITE® lamps are EARTH-SAFE®? They are built with the lowest mercury content in the industry. Ours average 70% less mercury than short life lamps. Our EARTH-SAFE® design, TCLP-compliance, and extremely long-life design means these are the most environmentally friendly full spectrum lamps made.