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

Superior Lamp President Ken Hennig “Which Comes First?.. Attitude or Actions?”

Most would say that attitude must come before action. The common belief is that you must first develop a positive attitude before you want to swing into action…or go to work.

My contention is that most often action proceeds attitude. In my observation of very successful people, I have noticed that their attitudes are not as consistent as many think. They do have their ups and downs – only their downs are a bit shorter.

While their attitudes rise and fall, their action level or work level remains very constant. Whether their attitudes are up or down they continue to work. They appear to use “action” to turn around their attitudes. While many people use a down attitude as an excuse not to work, the successful use action as a device to turn their attitude around.

Maintaining a positive attitude is a difficult skill to develop and requires constant thought control. Negative thoughts must constantly be purged from one’s mind while positive thought must be cultivated.

On the other hand, the habits of ACTION/WORK needs little continuous thought. As a matter of fact, work is a simple thought that can be held by anyone regardless of intellect or training. One can WORK towards a goal with a positive or negative attitude although it is easier with a positive one.

Still skeptical of this concept? Then consider two people…both negative. One chooses to use mental techniques to turn around his attitude. The other merely goes into ACTION and works HARD. Which one will acquire a positive attitude quicker? The worker of course! As soon as he went to work his adrenalin rose, he could see progress towards his goal and lo and behold, he saw the progress he was making towards his goals and became more positive…then he worked even harder and then became more positive, etc., etc.

Note that the power of action is clearly pointed out in Superior Lamp’s ACTION formula. Of the 3 components of a High Performance person, only ACTION has the double effect of producing both SUCCESS AND POSITIVE ATTITUDE.

ACTION + ATTITUDE=SUCCESS = ATTITUDE + ACTION= MORE SUCCESS

Ken Hennig
President Superior Lamp

Superior Lamp President Ken Hennig “Dare To Dream”

Let your mind go. Dream of goals that heretofore were impossible! Dream of material, family and spiritual wealth! Dream of experiences you could never before afford! Dream of financial security! Dream of being someone special Dream big dreams and make them your goals. Commit to them and picture yourself achieving them through visualization and dreaming.

You have before you an opportunity of a magnitude few others have. You can be one of those special few who take this opportunity and use it as a stairway to success. We at Superior Lamp can lay out the oportunity and shout about it from the rooftops. However, the ultimate value to you will be determined by you. You must dream your dreams and commit to them. YOU must make them happen.

At Supeior Lamp you have a chance to fulfill your dreams and those of your family. IF YOU DARE! DARE TO DREAM! DARE TO ACHIEVE THOSE DREAMS! DARE TO SEPARATE YOURSELF FROM THE CROWD! DARE TO BE SOMEONE SPECIAL!

Ken Hennig
President Superior Lamp

Superior Lamp President Ken Hennig “How Buyers Think”

We spend a lot of time as salespeople trying to learn to think more like professional successful salespeople. Today I want to suggest a switch. Let’s put on a buyer’s hat and try to learn how they think. It can provide us valuable insight into understanding what we as salespeople must do to sell buyers.

The advice I would give to a buyer based on my years of experience as a buyer dealing with all types of salespeople who called on me. As a buyer there was no way I could be an expert on all of the types of product I was responsible for purchasing. Consequently, I had to develope techniques to find out what the salesperson really thought about this product and his prices…as he was the expert. I merely had to find out what he already knew about his product, prices, and service! Of course, I couldn’t just ask them directly because he’s been traing to give me the company line. I wanted to know what he really believed, what he knew.

Understanding how buyers think will help you understand what their needs are. Following their lead will help you become a more successful salesperson.

TIPS FOR PROFESSIONAL BUYERS

1. VISIT WITH THE SALES REPRESENTATIVE- You want to establish long term relationships with your suppliers. The most important element of this relationship is your contact, their sales representative. Visit with them and find out if you are compatible. Do they understand you and will they listen to you about YOUR NEEDS andYOUR PROBLEMS in the future. Get them relaxed as they’ll then drop their guard and they may tell you things they normally wouldn’t. You can learn a lot about the person during this vist that will help you late evaluate the company, their product, and service.

2. WHO IS XYZ COMPANY?- Frequently, you’ve never even heard of the sales person’s company. Ask her who they are what they stand for. If the salesperson is proud of their company and excited about the future, then most likely it’s a solid company with a good product and fair prices. It’s a safe bet that the company and the salesperson will be around for a long time in the future to provide yu excellent products and services.

3. TWO PRODUCT QUESTIONS- No matter what the product is, there are always at least two or three facts you know about it. Ask at least two questions where you know the answers to test the sales representative. If he doesn’t know and lies to you, then dismiss him. If he’ll lie on one point where you KNOW the answer, what will he do on the 98% of the product where you know nothing? However, if he doesn’t know and honestly admits it and offers to get the answer, this tells you he’s at least honest. If he has the right answer, great! REMEMBER, you must rely on this sales representative for product knowledge as you don’t have the time to be an expert in every area. It is imperative that you determine that your sales representative is HONEST and KNOWLEDGABLE. PS- Beware of the sales representative that wants to tell you everything he knows. You don’t have time. He doesn’t understand that his job is to help you, not to teach you every detail about this products.

4. COMPETITION- Ask the sales reprsentative to tell you the faults of his competitors. If he’s quick to run them down, BEWARE, NOBODY’S THAT BAD. Now he’s lying and he’s failed the honesty test. As sales representative that wants to talk about the competitor’s weaknesses is probably trying to divert you attention away from those weaknesses of his own company, which are most likely numerous. You want to buy from someone who will sell her products based on his company’s and his product’s merits. After all, she’s the one you’ll be dealing with in the future.

5. COST- ALWAYS, ALWAYS, ALWAYS ASK, “WHY IS YOUR PRODUCT SO EXPENSIVE?” or “WHY IS IT SO CHEAP?” You must pin the representative down. Remember, if he can’t justify his price, high or low, then how on earth can you justify buying it? Your goal as a buyer is NOT price but VALUE. You must be sure get VALUE for the price you are paying. Another important reason for these questions is what I call the “FLINCH ASPECT”. Hit him hard on price and if he flinches then you know there’s a problem here because the sales rep himself is not confident in the pricing. If he isn’t neither should you be!

6. BREVITY- As a buyer you time is valuable. Don’t waste time dealing with sales representatives who don’t take their cue from you. They should tailor their presentation lenght to subtle signals you give. If she doen’t take her brevity cue well, prepare to waste hours and hours of your valuable time with this person in the future. Better yet, deal with a sales representative who keys off you and doesn’t waste your time selling twice when once was enough!

7. MAKE HIM FIGHT FOR YOU BUSINESS- Small customers all too often get small service. Find out how much value a sales representative places on you business by making him not just ask for you business but fight for it. Throw out another objection or two and see how he handles them. How well he’ll handle REAL problems in the future. It will also give you an idea of the kind of service you can expect. If he’ll fight for you business, he’ll probably go to bat for you in the future if a problem arises. How hard the sales representative fights for you business tell you the importance he places on you as a customer. DEMAND that he places a lot of importance on you business.



Ken Henning

President Superior Lamp