Maintenance Engineering Sales Tips “Thinking Big Is Such A Powerful Thing”

Veteran Steve Kruse recently wrote a nice order selling his favorite lamp, the Vitalux. He feels it is most like the sun shining through a sky light and he tells his customers exactly that. So what did Steve do to write this order? He took 8 of the customer’s fixtures and put Vitalux lamps in them. In fact he went from 4 lamps to 2 lamps and still gave them more visible light output. Steve also sells the customer ballasts with their order. “I tell the customer this is the best value. Think about it, with 95% lumen maintenance and no ballast problem you have just eliminated all lighting issues for the next 10+ years. On top of that , you will save enough in energy to pay for the whole thing. This is a no brainer! Steve told us that the CEO thought the same thing. When he saw the 8 fixtures Steve had relamped and saw the energy savings he had his entire floor done. Steve this is a fantastic example of salesmanship. No wonder you are having a great year. Congratulations and keep up the great work!

Maintenance Engineering President Curt Kesselring “Dream”

“You gotta have a dream, if you don’t have a dream, how you gonna have a dream come true?”
-lyrics from the song “Happy Talk” from the Broadway play “South Pacific”

In direct sales… you gotta have a dream… to motivate you in the morning… to motivate you after a “No” or series of “No’s”. Dreams make you positive. Dreams uplift your spirit. People who dream are magnetic, more fun to be around! People who dream expect more, ask for more and receive more. But first you have to have a dream.. preferably a big dream.

As we go through life we sometimes consider downsizing our dreams. Sometimes it’s because we haven’t achieved, feel they’re out of reach, don’t need those big achievements or because the effort required to make those BIG DREAMS come true is too difficult. Whatever the reason, I believe we are missing an important point. The value on dreaming big comes not only from achieving your dream but also from the effect it has on our energy level. Dreaming gives us a “sense of purpose” that jump starts us in the morning and propels us throughout the day! Dreaming gives us that “sense of purpose” that focuses all of our mental and physical energy that is required to make our dreams come true.

Big dreams are magical in their effect for they are what puts sparkle in a youngster’s eyes…as well as in oldsters’ eyes. The power of big dreams to energize us never fades. Hold onto your dream, nurture them, continue to pursue them for they are the stuff life is made of and BIG DREAMS are the stuff a BIG LIFE is made of! So keep that sparkle in your eye.. Dream.. and DREAM BIG! because” You gotta have a BIG dream, if you don’t have a BIG dream, how you gonna have a BIG dream come true?”

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Little Choices, Little Actions, Big Results, Big Income”

What makes Frank Grendler a Top Producer…or anyone for that matter? Top Producers get up in the morning and put their pants on like everyone else. They live in the same world, breathe the same air and are confronted with the same challenges in life as everyone else. So, what is the difference that makes them a Top Producer year after year?

I’ve observed two things that they do differently. First, they make different choices. Second,k they act on those choices. It begins in the morning when they choose the time to set their alarm for. They then act upon this decision when the alarm goes off in the morning. They choose hen to make their first call, who it should be, what kind of preparation is needed… then act on it. They decide they’re not going home without a certain sales level and then take actions to insure it happens. All day long they are faced with choices… little choices.. and they act upon each choice they make. It’s not the big choices that make them different.. it’s the little choices…and the fact they act upon each of those little choices they make.

Many people have worked with Maintenance Engineering’s Top Producers. Their reaction is always the same. “They don’t do anything special.” ” I can do what they do.” And they are exactly right. They can make those same little choices throughout the day. And they can act on those choices and reap the rewards of being a Top Producer.

The Maintenance Engineering opportunity is a fantastic one because it doesn’t require some fancy degree or special skill set. It is easy because success is merely dependent upon making little choices throughout the day and acting on them. Bottom line is it’s easy to be a Top Producer. All you have to remember is…Little choices, little actions mean BIG RESULTS and BIG EARNINGS!

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Mimicry Produces Objections”

People mimic your emotions and your beliefs, but only strong emotions and beliefs. As you go through every day you’re sending out signals that reflect you emotions or negativism. You are sending out either confidence or fear.

If you want to know what emotional signals you’re sending out look at the objections you’re receiving from your customers. Objections are merely a reflection of your emotions and beliefs. If you want to eliminate objections then you need to change the emotions you’re displaying…which your customers are mimicking.

If you’re getting price objections, then your customer is mimicking your price fears. Study the features that go into our products that make them worth their price or drop down to a line whose price you don’t fear. If you’re getting objections about product quality then the customer is mimicking your lack of confidence in quality. Talk to your manager or study your catalog until you BELIEVE in the quality of Maintenance Engineering’s products.

Decide what emotions and beliefs your customers need to have then make sure they dominate your thoughts from morning to night. The key is that those emotions and beliefs must be strong enough to DOMINATE the emotions and beliefs of the customers you encounter. Concentrate on the positive sales emotions. CONFIDENCE (trust) and ENTHUSIASM (yes).

Do this and objections will diminish. You sales will increase in direct proportion to your providing your prospects with the positive emotions and beliefs that CAUSE sales to happen. Mimicry is a powerful sales tool. Become a master at it and you will sell consistently under all conditions!

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “I Love My Daily Motivational Schedule”

“Whether you believe you can do a thing or not, you are right.”- Henry Ford

Years ago I read about the benefits of getting up early. When I read the fact that it takes two hours to truly wake up, that sealed the deal for me. I now get up at 3:30 a.m. and I am working out by 3:45. After an hour and 20 minute work out, I shower and dress for the day.

My favorite part of the morning comes next. Now I have time for meditation, prayer, and practicing my affirmations. Remember, what you think about you bring about. I keep a positive affirmation in my thoughts every possible minute I can. There is nothing more important than feeling good about yourself and your goals.

I know that a schedule like this takes more effort than many are willing to put out. I consider it so important I rarely let anything interfere with “My time.” I hope that all of you will find a “My time” for yourselves and fill it with power. It is an exciting way to live!

Dennis Leno


Vice President Maintenance Engineering

Maintenance Engineering Sales Tips “COLD CALLING”

Veteran Tom Ringo was recently asked by his manager Jim Dew, what is the hardest part about cold calling? We wanted to share Tom’s philosophy:

“The hardest part about ‘Cold Calling’ is calling it ‘Cold Calling’ . I want to think of it as meeting new people who as of right now don’t know how badly they need my help! The words ‘cold calling’ leave me flat and uninspired. So does the word ‘prospecting.’

Maybe we should call it something else like ‘ Unscheduled Future Client Meetings’ or ‘Freestyle Needs Visitation.’ All kidding aside, each one of us need to elevate our aptitude in regards to meeting new prospects. It is what motivates us and inspires us. It drives us to try to improve and better our lives as well as those we serve through sales. Such motivation, calls on the power of Heaven to help us know what to do next, and in most cases that is to leave the house and go to work!”