If I asked most ME salespeople what their “Score” was last week they would give me the volume they wrote. But that would be the wrong answer!
Think for a moment. Why did you join ME? Was it to write volume? No, it was to make money…a bunch of it! So your real score; the most important score of the week is “HOW MUCH MONEY DID YOU MAKE?”.
Most people let the commission dept. do their earnings computation The problem with relying on the Comm. Dept. do it is that you get your “Score” the Wed. “After” the game is over!! You don’t get it until it is too late to do anything about it. Today with the variety of products we sell with the wide range of Comm. Rates. Sales Volume is no longer an accurate measure of your “Score”.
I suggest that this week you begin computing your commissions on every order right after you write the order. Don’t let a day go by without computing your score for the day and adding it to your running total for the week.
This allows you to see where you are at and adjust accordingly. Do this weekly and keep a running total on the year as well as your weekly average. If you look at your daily earnings, your weekly earnings and your YTD weekly average earnings WILL GO UP! Nothing motivates you more than tying your score to your efforts with the result being your making adjusts to increase your efforts to increase your earnings.
IN THE SUMMER IT IS EASY TO SLIDE INTO HABITS THAT LOWER YOUR INCOME. Becoming aware of your daily income will make you aware of any change in your habits that lower your income. An “On the Fly Fix” will solve this problem immediately AND result in an INCOME BOOST! Now is the time to get out the Commission Table and your Calculator!! Good Selling!
President Curt Kesselring
Maintenance Engineering has a phenomenal opportunity here! We have a new state of the art Lighting Product Line whose quality is head and shoulder above ALL OTHERS in the industry! Change is sweeping the industry! Competitors are being forced out as they refuse to adopt new products and change their sales methods! This means their customers are changing vendors WHICH OPENS THE DOOR FOR US…IF WE MATCH OUR COMMITMENT TO THIS OPPORTUNITY!
Now is the time to ask yourself, “Does my commitment match the size of the M.E. Opportunity? We have a sea change taking place in our opportunity as it grows dramatically bigger! Does your effort then match your commitment?
Now is the time to focus your talent in the most effective way possible. This requires reviewing your sales skills and old time worn habits. Read 3 of my favorite books:
#1 “Always Be Closing” – you’ve got to ask for the order!
#2 “How to Win Friends and Influence People”- it’s all about the people…the people you work with and sell!
#3 “As A Man Thinketh”- control your mind and you control the events around you.
Match your effort and commitment to this huge opportunity and watch the money flow to you!! Success will reward you in a magnitude that will surprise you!
This is the “Greatest Time of Opportunity! in my entire lighting career! Don’t underestimate it! Don’t pass it by! Seize this opportunity and convert it to CA$H!! Good Selling!
President Curt Kesselring
The following questions and answers come from an interview by Vice President Dennis Leno with Top Producer and Strike Force member Jim Wielebski.
Jim, what is it that drives you and helped you become a Top Producer?
“Several things, first my personal sales philosophy is “good things happen when you are making calls.” I have found that to be so true. Second, I feel a need to help others. Someone helped me. I have a need to give back, and when I do I reap tremendous rewards.”
Jim where does all that personal discipline and work ethic come from?
I set minimum goals for myself. I want a certain income or a certain number of customers. I also view myself as President and CEO of my own company. I have responsibility to myself and my company to run it profitably and efficiently. I also want a certain level of improvement and growth every year. Too many people don’t sit down and set goals. I find that for me setting goals is a powerful thing.”
Jim, what is it you enjoy about Maintenance Engineering today?
“I love the option to sell a quality level that matches a customers needs. It gives me such confidence to approach any customer. I am competitive on any level of quality. I love the personal relationships I have with so many Maintenance Engineering salespeople and managers. I really appreciate the attitude of growth company has. I am excited about the new products Maintenance Engineering is adding and the things we have coming like our new Leadership and Awards opportunities.”
Jim, what are your major goals within the Company?
“I want to continue to grow and learn new things in terms of products and techniques. Secondly I want to continue to grow financially and as a leader.”
Jim, what advice would you give to Rookies and Young Vets?
“Remember this is a relationship business. People buy from people they like and they buy from people they trust.”
Frank Grendler says your first quarter determines your year! Be an early RISER in the first quarter and your momentum will carry you through the year! The key to being a QUARTERLY $1,200/week RISER is NEW ACCOUNTS! The key to being a YEARLY $1,200/week RISER is NEW ACCOUNTS… ESPECIALLY those you open in the first quarter because they will be repeated for all of the last 3 quarters!!! THINK BIG, AIM HIGH, go for the $3,000 Luxury Dollars that go with achieving your ALL TIME BEST year. We need to THINK BIGGER! I don’t think big enough. You don’t think big enough. This opportunity is huge and is only limited by our thinking!
Ask yourself what you would need to do to write 3 more $400+ orders each week. Write what you need to do on a 3X5 card and put it in your pocket. Read it thoughout the day. On the other side of the card write “ALL TIME HIGH” RISER.. $1,200+/week. Read that goal every day until you can’t think of anything less than $1,200+.
This opportunity is BIG! Let’s match our thinking to the size of this opportunity. Our actions will follow and the success that matches our thinking will be automatic!!
President of Maintenance Engineering
So, what are you doing to make 2013 different from 2012? Mary Kay Ash said “What you think about you bring about.” Rhonda Byrne said “Everything…is an inside job.”
What these successful entrepreneurs are telling us is if we are going to have a better 2013 than we did a 2012, we have to think differently. We have to form different habits and it all starts with the way we think.
Zig Ziglar’s quote “You cannot climb uphill by thinking downhill thoughts” says it all. So the question really becomes “How are you going to think differently in 2013?
There is a new motivational book you should get. “The Miracle Morning” by Hal Elrod. In this book, Hal give us an excellent formula to help us change the way we think. The way we set goals.
Here is wishing you a very prosperous 2013!
Vice President Maintenance Engineering
If there is a magic potion for guaranteed sales success it is 5 QUICK CALLS. Here are just some of the magical things this cure-all can do:
– Guarantee a great start on the day (especially when started before 8:00 am)
-Cure call reluctance ( you will realize you can handle any situation that comes up)
-Puts you in a positive mind set (makes you feel good about yourself)
– Builds your self-confidence (puts your armor on for the day and makes you feel like a warrior)
– It always produces one of two things; an order..or the energy to make 5 more QUICK CALLS! Try it.
Make every day a series of 5 QUICK CALLS and you are guaranteed to have a great day which will stretch into 5 great days which makes the great week you were looking for. You’ll be amazed by its power of 5 QUICK CALLS!
President Maintenance Engineering
Veteran Manager Diane Pilkinton has used an affirmation that has made her a top salesperson and sales manager. “Improve 1% a day.”
1 % a day doesn’t sound like much but it can add up. Every motivational book you read will tell you to make it a habit to improve something in your attitude, your body, and your sales techniques every day.
Diane you are living proof that your 1% improvement affirmation is a powerful one!