Selling Signtronix signs resembles nothing more than being a private detective. Often the easiest sales are the hardest to find. And, as in the detective business, the easiest way to find out about these is to be inquisitive. I ask questions of everybody… the gas station attendant, waitresses, business people and anybody else on the street.

I explain I am new in town and my factory sent me here to talk to progressive business people. I have only been in town a short time and they have been here for many years. I would really appreciate some of their knowledge of the business activities in their city. Then to help shake up the memories and got them thinking, I name some different types of businesses. This always works. Ask, ask and ask some more! The same private detective procedures ring true for Signtronix referrals. The easiest and perhaps most lucrative, detective work you’ll ever do is asking for referrals!

Love What You Do: Of all the qualities a leader can have, passion is the most important. Passion is something you can’t fake. It starts in the soul and is fueled by belief that what you’re doing is important. Every day has to count. Make an effort to learn something new every day, to inspire others and to be inspired. Most importantly you should love what you do!

Cancellation….that dreaded word! Every one of us has been there and it’s no fun.

YOU lose, YOUR CUSTOMER loses and the COMPANY loses.

One of the hardest things to repair in our business is a customer that changes their mind because he or she is uncomfortable with some aspect of the sale. Once a customer makes a decision to cancel the order it becomes very difficult, if not impossible to reverse their decision. The very BEST time to handle any problem or uneasy feeling the customer may have is while you are there, in front of the customer – hands on.

What if you could find a way to GREATLY reduce cancellations, build customer’s confidence in their decisions and ANCHOR their buying experience to a POSITIVE FEELING? Would you do it? YES! Great, let’s get started.

After the sale is made and just before you walk out the door…..

“John, before I leave….I’d like to ask you one more question. How comfortable are you with everything we discussed here today?”

“Great!!! Since I do this for a living, there are two things that are important to me.

Number one is to do business with someone who takes pride in their products and services. Number two is to do business with someone who has confidence in themselves and their own decisions. It is obvious to me YOU have both those qualities! Congratulations! (Put out hand – shake and smile.) You have made a wise decision. I look forward to hearing a success story from you.”

If the customer is not comfortable with some aspect of the sale, address the issue now while you are there. “John, that is not uncommon. Others have FELT the SAME way you FEEL now….but what they FOUND is….”

Or

“John, I understand. Maybe I didn’t cover that point thoroughly enough. That is my fault. Let me go over that again….”

Bring the customer’s objection or problem to closure then…”Does that make you feel more comfortable? SUPER…..John, is everything else in line? GREAT! Since I do this for a living….”

When you ask these post sale questions, it gives you the opportunity to SOLIDIFY the order. The customer will continually LINK his pride in his products or service and his ability to have confidence in himself and his buying decision….thus ANCHORING his buying decision to GOOD FEELINGS. When or if the customer thinks about cancellation, he or she is saying to himself that he doesn’t have confidence in his products/services or confidence in himself. Do you see what I mean? Excellent!

“Our goal is to help every dealer grow and prosper and to have fun doing it.” ~Tom Johnson

Taking Control Of The Inner Elephant By Rick Rossetti

Perched atop a lumbering elephant, the tiny rider only has precarious control. As soon as the elephant and rider disagree about which direction to go, the rider will lose.

Imagine the rider as our voice of reason and the elephant as the impulses and emotions that threaten to overtake our dealers and ourselves in the field. Logically, we know that proper activity combined with the proper program produce fantastic results. The elephant starts to think for itself and move in the wrong direction when the number of lite-ups without sales starts to add up. The “law of averages” is a wonderful thing as long as we understand it.

A .350 hitter in baseball will hit .350, given a long enough period of time. It doesn’t matter if they start out hitting .180 or .480, that .350 hitter will hit .350 over time as long as they don’t change their approach or their thinking. If you close an average of 1 out of every 5, you will continue to close 1 out of every 5 (it just doesn’t necessarily happen every fifth presentation) as long as your approach (attitude), activity and program remain the same. By the way, what I’ve found over the 30 yrs. I’ve spent in this business is that if we are doing everything right; we will lite-up at least 1 out of every 2 business owners we talk to. At least one out of every two lite-ups will proceed all the way through TAP. At least one out of three TAP calls will be a sale as long as we get the proper activity every day.

One of the best ways to strengthen our logical rider so that he has better control of that big emotional elephant is to insist that we and our dealers use a record of victories. We logically know that when we are riding around in our cars licking our wounds, we are unemployed. We have much better control of that inner elephant when we know that just walking through that next door will earn us $40. That next lite-up earns us $150. And so we proceed in the right direction, continuing the positive momentum that our business is built on.

Attitude, following the proper program and engaging in the proper activity every day insures our success. Simple? Yes. Easy? No. That big lumbering inner elephant is what makes it difficult. Control the emotions, and you control your future.

Thank you, Tom Johnson for sending out a great Record of Victories. Focus on the proper activity and following the program, and you’ll have a strong group of $100,000 plus income earners on your team. Get to know your inner elephant. Slow down, reflect and harness its strength.

“When you give to others, you give to yourself.” ~Brenda Moore

A Story Of Courage

Attached to this e-mail is a GREAT story on COURAGE. When you think you have problems, reconsider the thought. Watch this video, and you will be filled with renewed strength and courage. Enjoy!

After being in the business for about 3 months, I met a young man from Wisconsin, who I was to ride with for 3 days. During those 3 days I learned many of the lessons which I carry with me to this day. The first day we met early. He was a true Signtronix/Gulf professional. Out of the hotel by 8:00am, we drove to a nearby town, and started out the day by calling on a business for the sole purpose of developing referrals. He wrote the referrals on a 24 call sheet which we carried for the entire day, folding and unfolding it many times, in front of customers and persistently asking for more referrals. The first day ended up with the sale of a Model 48, which had so many lessons in it… I just have to share.

As Tony McGuire spoke, I watched. I was a shadow, and I was watching everything. We placed the Model 48 at an Auto Repair, 4 owners, 2 retired farmers with their wives a watchin’. They all both sold their farms and brought all their tools to an old Auto Repair Shop with no name, no sign, and no particular business plan. I watched as Tony stayed on script. Tony asked good questions, lots of em. He took serious interest in their dreams and kept a fun sense of humor with them. I could tell he cared about them, their dream, their plight, even as he confronted things that didn’t make sense in what they said. Tony discovered clearly defined value points. He clarified them, and in the end, asked the couple to make a decision. They said they needed a moment, so we stepped outside while they talked. When we went back in, the objection we heard was, “We can’t order a permanent sign because we haven’t figured out a name for our business yet”. Tony relaxed, told them that we could always worry about that later, but first he had a good idea, and wanted to share it with them. He said this will just take a minute and cracking out his computer designed a sign with the name, “The No Name Yet Auto Repair ” on it. He sold them on the idea that the name was a good name, had a memorable appeal and helped them focus on the humor it would bring to the town, their kids, grandkids, competition, friends and out-of-towners who would stop in and visit a place called, “The No Name Yet Garage”. Being brand new in the business, I just sat back and watched as Tony wrote it up. The lessons I learned from Tony McGuire that day were many. Mainly what I learned was to stick to a presentation and deliver it with passion. And, when a conversation develops, say what is on your mind … trust your gut, take chances and have fun. Tony would stick to a script to build value and improvise only to create urgency. Hmmmm, do we teach our new people how to do that? Also, Tony wasn’t confrontational but at the same time he confronted things they said which didn’t make sense. Oh yea, did I say have he had fun? Also, Tony showed me how he truly cared about these customers. He cared about the outcome, he cared about the customer, and he cared about helping me, a new dealer find a home in our company.

In retrospect, it seems like many of the lessons he taught me those days can be applied to building a region, a family, a congregation, a relationship with a customer, or in developing a relationship with anew dealer. Tony McGuire was a true professional, and it showed. Boy, did I enjoy those early days watching the pro’s like y’all are. Don’t ever forget new dealers are amazed at what we do, whether we sell them or not, we are the finest sales professionals in the field of selling and in the dying art of one call closing. Also, I enjoyed as we all did knowing Tony. I also enjoyed every time I would drive through Brush, Colorado, and see the showcase location Tony McGuire placed with me that day … “The No Name Yet Auto Repair”. God Bless You Tony and thank you for the insights you shared with us through all the years we all came to know you!

“An increased work ethic will increase your success.” ~Rick

Keith I spent a lot of time growing up on a dairy farm. Farmers are very hard workers and this is where Keith learned the awesome work ethic that excelled him to #1 Signtronix Dealer.

Kozell Boren started our company on the belief in strong work habits, which is why he and four guys… Vernie Boren, Sam Golden, Roger Pelton and Tom Johnson, who all came from a farming background, are the foundation of our business. Just like these men, Keith knew hard work, dedication and loyalty would create wealth and allow him to achieve his dreams. Keith is the best example of setting a goal and, through hard work, making that goal a reality.

Keith has a strong belief in the importance of family. He and his wife, Belinda, have two daughters, Kasey and Abby, who are also involved in Signtronix. They run his office doing art and paperwork, allowing Keith the freedom to be in the field doing what he does best… selling signs. Keith recently brought his cousin, Nick, into the Signtronix fold.

Keith will proudly be in Mexico this year to accept his prestigious award. He has also earned numerous Bonus Sign Awards and Trailblazer top honors throughout this monumental year.

Congratulations to Jeff T on his Icebreaker! Jeff was having a hard time finding owners in and called RM Carmen R to share his experience. The day was still early and plenty of daylight left, so Carmen suggested to continue making calls and do not get discouraged.

Being persistent and working the Signtronix program pays very well. Jeff ended his day with a SALE. Jeff sold a Model 48. Since then, Jeff has a few more sales under his belt. Great job, Jeff!

DM Tom D continues to write up lots of contracts. Industrial businesses also buy signs, so don’t pass them up. Tom received a LEAD and the rest is history. He sold three Model 68’s and one P16 7-line RGB. Instead of Grand-A-Days, Tom enjoys $10,000 days! One of Tom’s goals is to fight for his title back. The number one Dealer belongs to Tom D Great job, Tom!

Iowa Barnstormers

Amy K broke the ice her first day on her own! A couple who owned a bakery said they had no money and really would not be interested. Amy smiled and said, “There’s no obligation, I just wanted to get your opinion.” Needless to say, they loved it and have an LED 40 Combo on the way to help their business.

It may be snowing like crazy all over the country right now, but new Iowa Barnstormer Dealer Floyd S found a thin piece of ice and crashed right through it! Floyd wrote his first contract on his 3rd lite-up of his second day in the field.

When he and the customer were across the street looking at the sign, Floyd asked the right question. “Lynne, do you think that will bring in the extra 10 customers a day you were looking for? It was a DONE DEAL on a ISLED-40 Combo with designer art. Congratulations, Floyd!

Signtronix Announces the Launch of Their Referral Rewards Program

The Signtronix Alabama “A” Team is excited and ready to start building. New RM Ron G said, “With the mentoring of Vernie B, the experience shared with so many managers around the country and all the help from the home office, we are prepared for a big start and our first hiring. Being on Buddy S’s team and the constant contact with him during the Signtronix Tan-Tar-A Race is already having a positive impact. Special thanks to Brian K and Bill G who spent time with me in the past few months and thanks to all the St. Louis Road Warriors for a great four years. We look forward to seeing you at the finish line in Tan-Tar-A!”

Copper State Cool Rays

The Signtronix Copper State Cool Rays team is growing FAST! January is just the jumping off point for this talented group of people. Please welcome Azael G, Valentin E, Larry M, Guillermo N, Raymond B and Rick D to the successful Cool Rays Region. Scott W is also back after a short detour.
RM Harold W is thrilled to be working with this caliber of talent. “They are a great looking group that has excellent skills and experience to bring to the table. No question they’ll do amazing things here at Signtronix.”

DM Brandon G hit the road in his new car through Belleville, Illinois to visit family and friends on his way to Colorado to work and visit his fiancé, Mindy. That’s just another perk of Signtronix…we can work anywhere, at any time; travel, fun, family and friends can all be experienced while working!

Ron’s son Noah G and his friend, Lakin, started their own business earning $18 on their first day of sales. Noah actually went door-to-door at the complex announcing the “store”… complete with Signage! Like father, like son!

Randy H and Jon Hl are teaming up and refining their skills while helping a variety of businesses with ISLED combos and inside-out packages. Their tenacity and work ethic are paying off and will surely bring increased success.

Learn More at Facebook from Signtronix

The Dallas/Fort Worth Signtronix Trailblazer Region has been on fire! Samson H worked with Michael P and together they broke the ice with a Model 48 to an Auto Repair Shop. This is the first of many orders for this dynamic duo! DM Jared Chad a fabulous time leading his District by personal example in placing FIVE contracts in SIX days! Up and coming Dealer Paul N also placed a Model 68 for his largest payday yet. Lubbock is on the move! Look out for Jared.

Signtronix Georgia Golden Eagles

Stacey Elkins sent a lead to Georgia Golden Eagle RM Joel F and it turned into success! Joel went out to visit the owners of AAA Transformers and made a friend. After some great rapport building, Joel wrote a solid contract for a Model 58! Way to go, Joel! He also sold a great LED-60 Combo right after a successful training class and a Model 58 to seal the deal on Eagle success. Congratulations to the newest Dealer Charleston H who broke the ice with an LED-40 combo. Great job, Charles! Welcome back to James J! He has rejoined the Eagles after a year away. James is impressed and excited about the new product we have to offer! If you like the Crystal-Lites, you will love the new EMC’s! He has already added volume to the Region’s totals with a Model 48 Crystal-Lite. Nice going, James!

Tim is a strong leader and role model to many in this business. He has trained and mentored numerous successful Dealers. He is the epitome of a skillful and respected District Manager.

Not only is Tim a strong leader and role model within Signtronix, but he also shares his skills throughout the country each year when he takes time off from business and family to speak to faith-based youth groups in an effort to motivate and encourage them in their lives. Making time to give back and help others is a very admirable trait and one that is important to Tim. When Tim makes a commitment, he always sticks to it.

Tim was hired in March 2005 by Jeff D and was promoted to District Manager in November 2005. Since that time, Tim has continued to be a guiding light throughout the Signtronix nation. Tim won the trip to Cabo San Lucas in 2006 where he set goals and was inspired to become #1 District Manager in 2007. Without fail, his persistence, leadership and hard work paid off when he achieved #1 District in Contracts for 2007.

He is also a “five-time” winner of the prestigious Signtronix Sijan Award and has also won numerous Grand-A-Week and Bonus Sign Awards. Watch out for this powerhouse in 2010!

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