Superior Lamp President Ken Hennig "Load The Dice"

Life is a game of chance and success is the result of good luck!... Ask any failure!

In many respects they are right. There is an element of luck in achieving success. However, the point missed by "failures" is our ability to influence the amount of good luck we receive, our ability to "load the dice."

In sales we can increase our luck many different ways. We can start by making a lot of calls. The more calls we make, the greater the odds are that we will find someone who will buy our product. Make enough calls and you'll find someone who was literally "waiting" for a light bulb salesperson to stop in!

We can also increas the odd of making a sale by using the time test Superior presentation and close. There are some people who will buy just because you sell lighting. However, you can dramatically increase the percent you sell (increase your luck, if you will) by using Superior Lamp's proven sales tools. By using the sales aid, the presentation and the close, you can effectively load the dice.
Another method to shift the odds in your favor is to call on prospects who are "high percentage" prospects. The favorite high percentage prospect among seasoned sales people is the REFERRAL! Veterans have closing rates on referrals from 70 to 90%!! By asking for and calling on referrals, you can further "load the dice" and become even "luckier" in making sales.


On top of the list for improving methods are the Superior Lamp sales emotions: CONFIDENCE and ENTHUSIASM. Display these emotions and your prospect will instantly MIMIC them. Your CONFIDENCE will creat TRUST in them. Your ENTHUSIASM will create a "YES" mindset. Used together these sales emotions will creat a "buying mood" in your prospects.

Use these powerful techniques and you'll effectively "load the dice" and dramatuically improve your odds of writing sales! Implement these percentage enhancing techniques and you'll achieve even higher levels of success...on less effort. Soon you'll find yourself being accused by some failure of being one of those "lucky" people who lucked into success! Little does that failure know that you LOADED THE DICE!

Ken Hennig
President Superior Lamp

Superior Lamp President Ken Hennig “2012- The Year Of Personal Growth”

Superior Lamp has decreed 2012 as the “Year of Personal Growth.” We want the new millenium to be a time of renewal, growth, excitement for every salesperson.

What can be more important than personal growth? Nothing! Absolutely nothing!

You cannot read a positive thinking book where the author does not challenge us to grow. Whay is this? Because the only evidence of life is GROWTH!

In 2012, decide that you are going to grow as never before. More income, more pride, more fun will be the automatic result.

Ken Hennig
President Superior Lamp

Superior Lamp President Ken Hennig “Talent Is A Gift, Character A Choice.”

Talent is a gift we receive at birth that is fine -tuned with age. Character is the result of a decision we make… a choice…to have character or to be a character.

A Superior Lamp we’ve seen many talented salespeople come and go. Unguided talent without purpose is destined to unproductive aimlessness. Talent without character is self-destructive and always wasted.

Those talented people who chose to have character, chose the most vital ingredient to success. Talented people with character are always successful.

Superior is filled with such people of whom I’m most proud. Their collective character has become the character of the company. My father always took great pride in his name and what it stood for. As his son, I could go anywhere he was known and I gained instant respect, merely because I was the son of a man who built a good name.

Superior Lamp has such a name. A name that stands for something. A name with character…the collective character of our talented sales force. As a salesperson of Superior Lamp you deserve to take pride in your name and in the company’s name, for it is you who helped create it with your contribution of your character!

Ken Hennig
President Superior Lamp

Superior Lamp President Ken Hennig "The Importance Of New Customers"

There is nothing you do that is more important than opening new accounts.

- New customers keep your income growing.

- New customers mean a growing security for you and your family.

- New customers mean a growing net worth.

- New customers mean more businesses enjoying the benefits of Superior Products!

- New customers mean you are doing your part to keep America's economy growing.

The truth is every business should be using Superior Lamp's great lighting products. If you need more reasons to go out and get more new account, here are two more:

- Gives you successful Phone Rally weeks.

- Means you are attaining your goals!

Ken Hennig

President Superior Lamp

Superior Lamp President Ken Hennig “Say ‘I Can’ Everyday.”

The story of Mary Lawrence’s comeback dramtizes the value of having a goal to guide our actions- and the value of rededicating ourselves to that goal on a daily basis. What did she have to come back from? Almost the end of her life.

When her car was hit by a reckless driver, her injuries looked so catastrophic that the medics thought she was dead and simply carried her to the ambulance. Only a chance pulse check before driving off showed that she was alive. And at the hospital, the doctors expected her to either die or to survive without being able to move or even think normally.

But Mary had decided to survive- somehow- and focused all her energy on it. She faced incredible tests: two major operations on her face without anesthetic and 15 root canals. She also had to deal with not being able to recall even names or simple thoughts.

How didi she respond? First, she adopted the simplest and yet most difficult of mottos: “I can.” Then she set high goals. She astonished everyone by launching into studying for a real estate license. She often had to read material over 50 times in order to comprehend and retain it. Yet her focus on her goal helped her not only pass the test but do so on her first try.

She found work as a real estate agent, but nothing came easily. She failed at two firms- and repsonded by setting her goals even higher: the Million Dollar Club her third employer reserved for its most successful agents. Right away she bought a beautiful evening fown- to wear the night she anticipated being named to the club. She looked at the dress every day as she pursued her goal. By now you won’t be surprised to hear that she won entry to the club and wore her dress righ on schedule.

“Courage” is a motif in Mary’s story, and so is “I can.” But just as important is another simple phrase: “Every day.” That’s how often the courageous say, “I can.”

Ken Hennig

President of Superior Lamp

Superior Lamp President Ken Hennig "Success Habits"

Thousands of books have been written on the secrets of success/ Judging from the amount that has been written about it, one would assume that success is an extremely complex achievment...at least that's what the books sellers would have us believe.

I've had the opportunity to meet many successful people over the years from all walks of life. They're as different as night and day, except for four traits that all of them share. Not 50% or 75% or 99%, but 100% of the successful people (excluding lottery winners and inherited wealth) have every one of these traits.

First, they are HARD WORKERS. They put in whatever time success requires.

Second, they're PERSISTENT. They just don't know how to quit.

Third, they don't understand the word NO or the words I CAN"T. They only understand YES and I CAN.

Fourth, they make no excuses...they just DO IT!

Simple rules, but powerful rules, rules that guarantee SUCCESS.

There's an old saying in our business that states, "The lighting business is the hardest business in the world if you work it easy, but it's the easiest in the world if you work it hard."

Ken Hennig



President Superior Lamp

Superior Lamp President Ken Hennig " Four Things Can Happen On A Walk-In"

1. Get a field appointment and pitch.
2. A demo.
3. Set an appointment for later.
4. Generate a great lead or referral.

Fieldwork is all attitude. When you're building a great business, it's easy to have a great attitude. Fieldwork is one of the most exciting things you can do when you know why you are doing it. Remember the four things that happen during your fieldwork and that everything you do is important. You will then befin to place the tremendous importance on them that you should.
Stop and think about your fieldwork. Are you excited about it? Do you understand you are building a wonderful future for yourself? Are you staying excited? Do you have a great attitude toward it? Your attitude can mean the difference between a missed opportunity and a beautiful sale.

Ken Hennig
President Superior Lamp