Superior Lamp President Ken Hennig "The Power Of Focus"

Step outside on a sunny day and you can instantly feel the warmth of the sun on your face. Now take a 3 inch band of that sunlight and pass it through a magnifying glass that focuses3s it to a pin-point beam and all of a sudden that sunlight can start a fire!

Our sales energy is just like sunlight. Dilute it, spread it thin and it loses nearly all of its power. But... focus it and it becomes awesomely powerful!

Dilution of focus is probably the most common of sales maladies. The thinking goes like this:

" I'm good at selling lighting so I'd also be good at selling (NIC, fixtures, other products, etc.) Therefore, if I sell both I will double my income."

OR

"I'm good at selling small and medium size businesses at TOP OF THE LINE so I'd also be good at selling large businesses, large discounted orders."

It seems so simple. Add another product or add another area of the market and watch the cash roll in. But it doesn't. Actually, the reverse happens...income decreases. Why? DILUTION OF FOCUS!

When we broadend the spread, our sales energy dramatically decreases its power... quickly AND dramatically! Instead focus your sales energy like a laser beam. Focus your energy on selling our TOP OF THE LINE product at full price!

Over the years I've met top salespeople in many industries ranging from insurance to real estate to computers. All of them were narrowly focused on a niche in the field. They wee not only experts on their rather narrow product focus, but their sales tools were extraordinarily fined honed after hundreds of presentations in their narrow product area. They had gatherer ed all of their sales energy and, like a magnifying glass, focused it narrowly. As a result they became the best in their field! Meanwhile, their competitors tried to be all things to all people and ended up DILUTING THEIR FOCUS until they were merely lukewarm sales performers.

To achieve the success of a Top Producer year in and year out, you must pattern yourself after other top producers. And the pattern they offer is that of a tightly focused laser beam of Sales Energy. Here is the classic example of LESS IS MORE. Less dilution yields more income! Focus your sales energy and your increase in income will not be 10% or 20%. It will be 50%-100% Focus... it's simple, everyone can it, and it pays better than any alternative.

Ken Hennig
President Superior Lamp