Sales Corner “GO OUT AND MAKE A FRIEND”

“You don’t have to be great to start, but you have to start to be great.” – Zig Ziglar

GO OUT AND MAKE A FRIEND

 

Our top salespeople will tell you that the key to their success is the relationships they forge. Each day they go out to make cold calls their main aim is to make a friend. Remember that people only buy from people they like.

Some interesting research by the Nielsen rating company say that 92% percent of people trust recommendations from friends or family more than any other marketing form. Not good news for ad agencies …but great news for you! Your personal success is about going out there and making a friend.

 

Creating relationships is the key to your Great Success. Even more than product knowledge! Try and make as many friends as possible every day and you will be amazed at the results. Remember good things happen when you are making calls!

http://www.mebulbs.com

 

ALWAYS A WAY TO GET IN!

ALWAYS A WAY TO GET IN

Field Coordinator Diane Pilkinton shared a great experience and lesson with us recently. She has a customer that would purchase approximately $1,000 a year from her. A new buyer arrived and they only purchased about $100 every once in a while.

One day, Diane received a call from the accounting department to inform her that the new buyer placed a large lighting order with another company. The accountant felt like they were being ripped off by this other lighting company! Soon after this, the new buyer also left.

Diane talked with the third buyer and suggested they speak with accounting to get their guidelines on purchasing lighting. Diane received a call back from this buyer stating
that the accounting department informed him he could buy anything, as along as it was from Diane and Maintenance Engineering. Based on M.E. and Diane’s reputations, they knew they were not getting ripped off and were getting a quality product!

http://www.mebulbs.com

 

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

President Curt Kesselring “Harve$t Time Is Here!”

HARVE$T TIME IS HERE!!

Every account in your file box can be repeated 1-5+ times between now and Awards Year-end in January! You worked hard to open and develop your account base. Now is the time to harve$t those account$!!

Growing up on the farm, I watched the excitement in my father as we harve$ted our crops…a major portion of our income! He followed his “Rule of Harve$t”! He worked sun-up to sun-down 6 days a week to insure he didn’t lose any of the crop to “The Competition.” On the farm the competition was birds, rain, wind and even sometimes early snow. He wanted to get that grain in the bin and eliminate the risk of losing both the quantity and quality of the crop.

Likewise the “Rule of Harve$t” applies to us. Work hard to CALL AND PITCH all your customers; the sooner the better. This means fewer sales being siphoned off by the competition. Also, at this time of the year, the short days motivate the buyers to prepare for the long dark winter ahead. Harve$t those commissions now and put them in your money bin where they are safe from loss. The lighting business is a money making business…if you treat it as such. Will you earn $10,000 this fall…or $10,000 per month? Now is the time to treat this as the very pro table business that it is! It is time to harve$t and to ll your money bin!! Good Selling!

http://www.mebulbs.com

 

Curt Kesselring President

Kesselring, Curt new

WORK SMARTER not HARDER!

“Fortune favors the prepared mind “ – Louis Pasteur

WORK SMARTER not HARDER!

Maximize your new account sales by planning l Know where you are going the night before

– Look at google earth or a map

l Make appointments on the y with your cell phone
l Ask for referrals from everyone even if you don’t sell them l If you get to the buyer, sell them even if it is Contract Division

Everyone deserves to be your Customer!

http://www.mebulbs.com

 

President Curt Kesselring “It’s Here!”

IT’S HERE!

Our new Contract Division eCatalog is alive and undergoing eld testing with Sales Coordinators, Sales Trainers and a cross section of our sales force! We’re con dent that it will do what we intend it to do; capture sales and commissions we are currently passing up with our customers AND add this business with little effort and cost. The site is designed to generate orders on our contract products which are better than those found at Big Box Stores and at equivalent or lower prices. Once an account is set up on your eCatalog site most orders will be placed by customers with little effort on your part. Your efforts will primarily be focused on maintaining and growing your Premium Lighting business as well as upgrading your Contract Accounts to premium products where you can.

 

In order for you to take full advantage of this opportunity you will have to learn a couple of simple sales techniques. Our plan is to provide each of you individual training to insure you learn, know and are proficient at these simple income boosting techniques. See the Income Booster Outline below to give you an overview of this exciting and pro table new technique! Good Selling!

Curt Kesselring President

http://www.mebulbs.com

Kesselring, Curt new