President Curt Kesselring “COLD CALLS… THE TEST OF A SALESPERSON”

COLD CALLS…

THE TEST OF A SALESPERSON

 

 

There are a lot of ways to sell but nothing matches the cold call in effectiveness and stature! A salesperson who makes cold calls is admired by everyone in the sales profession. The reason is its effectiveness. A Cold Call puts you face to face with the Buyer in their place of business. Face to face allows you to read the Buyer’s body language while hearing what the Buyer is saying AND how the Buyer is reacting to what you say. This allows you to instantly tailor your presentation to that individual buyer.

 

Cold Calls also put you in the Buyer’s facility and where you can see what products the Buyer uses and their condition. Better yet you can see how your products can help the Buyer improve productivity, accuracy AND attitudes! Best of all a Cold Call allows you to become their friend…and we know people buy from friends. If you’re a Buyer’s friend they will call you before they place an order with for “LAST FOREVER” 3 generations old LED product. The best part about calling on a Buyer in person on your first call as well as repeat calls is they can see that you truly care about them AND their facility. You become their “GO TO” person whenever they have a lighting question or need.

 

I’ve seen salespeople win over Buyer’s because after a “Hard no” on the first call. The salesperson continued to call on that Buyer whenever the rep was in the area. The Rep soon became a better friend than the Buyer’s existing supplier and demonstrated better service then the existing supplier! This led to the Buyer switching vendors…to our salesperson! As a matter of fact most of the large M.E. accounts were acquired this way!!

 

Cold Call skills are powerful and effective. Take a look at your sales tool box and see if you are maximizing your use of this most POWERFUL TOOL! It can be the reason you have a FANTASTIC NEW ACCOUNT SUMMER AND A FANTASTIC REPEAT SALES FALL!

 

 

 

President  Curt Kesselring

http://www.mebulbs.com

Kesselring, Curt new

 

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MEbulbs, Fargo, ND. 2.7K likes. Maintenance Engineering is the #1 Premium Quality Industrial Lighting Company in the nation and Canada. http://www.mecareerinfo.com/
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Sales Corner “The Power Of Mimicry”

“Imitation is the sincerest form of flattery.” -Charles Caleb Colton

Mimicry is an essential tool for helping your customer. Copy your customer!  People do business with people they like and trust. What creates this trust is a sense that the other person (i.e.. lighting specialist) is like them. People are more at ease with people that reflect their personal tone, stance, pace, dress, and use of language. So the best way to give your customer the best service is to start by reflecting these aspects of their personality.  Look at mimicry as letting the customer take the lead.

Here are a few tips

1. Mimic their tone. If customer is relaxed be relaxed and vice versa. If they are serious present yourself and serious and no nonsense. Don’t present yourself contrary to the tone they set.

2. Mimic their stance. If they are standing  make sure you are or if they are sitting try be seated as well.

3. Mimic their pace. Don’t be in a hurry if they are moving slower than you. Be at ease if they are. If they are moving the conversation quickly be quick.

4. Mimic their dress. Dress appropriately for your customer. Don’t dress in a three piece suit when visiting somebody that works in an auto shop and conversely don’t dress casually if you meeting with an executive.

5. Mimic their language. If your customer speaks plainly and simply then speak the same way. Likewise if your customer is someone who speaks with a technical vocabulary then speak in these terms.

Mimicry at its best is empathy. Doing this will not only gain their trust and good will, it will help you solve the customers problem. Mimicry puts your customer at ease and allows for better communication. Many times customers are so worried about being “sold” that they offer resistance even when they could really use our help. Remember that imitation is the highest form of flattery!

http://www.mebulbs.com

 

 

Sales Corner “The Key To Time Management”

Make use of time, let not advantage slip. –William Shakespeare

Time moves for everybody whether we like it or not.  The key to success is to be strategic rather than reactive to it. Through time management we can maximize our fulfillment and results we get of life and our career.  Here are five tips to getting the most of your time.

1. The Big Picture – These are the big goals of your life. Know what you want out of it! What kind of person do you want to be? What lifestyle do you want to lead? How much success in your career do you want ? Having a clear picture of these will allow you to know how to allocate your time.

2. Yearly Goals- Where do you need to be at the end the year? Having clear goals that you want to attain for that year will move you forward toward your big picture goals.

3. Monthly Goals-  Break down your yearly goals in to monthly goals. Know where you need to be each month. Use the end of each month as a check in point to make sure you are on track.

4. Weekly Goals.- Break down your Monthly goals into weekly ones and as with monthly goals make sure at the end of the week you are on track. Set up a rhythm for your week. Know where you want to be by Friday. Adjust your schedule if you are off track!

5. Daily Goals- Start each day thinking about what you need to do for that day to push the ball forward. Do the hardest things first! Have at least 3-4 things that will move you forward.

Focusing on what you want and NOT on what you don’t want is the key to effective time management.

http://www.mebulbs.com

 

Sales Corner “Be A Good Influence”

“If you want to conquer fear, don’t sit home and think about it. Go out and get busy.”- Dale Carnegie

So much of sales is about influencing the buyer make a decision.  Whether they are a aware of it or not, the customer looks to you to guide them in making the right decision. Here are a few tips to help you be a good influence on your customers.
1. Motivation. Find out what your customer wants. What is motivating them? Get to the bottom of what they really want and give it to them!
2. Interest– Be interested in your customer! Give your customer your full attention and make them feel special. This not only helps develop a deeper relationship it also gives better insight into what they want.
3. Emotion–  Be the person that brings excitement into their lives!  Try to be creative, humorous, and spontaneous with your customer. In other word make them feel good about you and the decision they are making.

Curt Kesselring “WHAT WILL OUR FUTURE BE?”

It will be what we make it! And we will make it a GREAT FUTURE! Our industry has gone through some dynamic changes. Consequently we are adapting to those changes by are implementing plans to take advantage of these new opportunities. This will insure that Superior and M.E. continue to be a GREAT OPPORTUNITY!

Here is an update on what we are doing now:

Step 1 – We are implementing a new business model which takes advantage of our Direct Sales Skills and combines them with the power of electronic marketing. We have contracted with the #1 Consultant Firm in this field to assist us in this project. They are also the oldest in this field and are working for major Fortune 500 companies.

Our Direct Salespeople will continue to provide powerful Face-to-Face Service, consultation and the sales skills to upsell premium products. Our website will provide additional new accounts for us and our newsletter emails will insure we are at the TOP-OF-THE-MIND when Customers need product.

If a Buyer needs service, they will contact their Assigned Salesperson through the contact information on the Salesperson’s Personal Website Catalog. If there is no need for personal contact, then the Buyer can order directly on the Salesperson’s Personal Website Catalog!

Step 2 – Light bulbs today last a lot longer so we are adding additional products resulting in a shorter repurchase cycle of 1-3 months. Salespeople will be able to handle more accounts with the help of their Personal Website Catalog.

Step 3 – Our computer will provide customers with a biweekly email newsletter designed to resell the Buyer on the products they have been buying, introduce new products with demo videos as well as keep them up to date on our REWARD$ PROGRAM!

Step 4 – Our website will be made available to Search Engines that will bring new customers to us in addition to our traditional Cold Call Skills. These accounts will be made available to Phone and Field Salespeople to upgrade, provide onsite service, demos and new product introductions.

We believe that with our product line expansion, email marketing, website generated new accounts that our opportunity will double our income potential! These are exciting times! Make sure you take full advantage of this opportunity both now and in the coming year!

Good Selling!

Curt Kesselring

http://www.mebulbs.com

Kesselring, Curt new