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!