Veteran Paul DiSylvester had a fantastic opening order the other day. He
walked in a business that was a big machine shop, he explained why he was there
and they called the owner out. The owner was interested in what Paul had to say
as they were recently having trouble with their lighting.
Paul plugged in his demo and they all just loved the lights, they called all
the guys over that work in a particular are and they were all sold! They took
advantage of the multiple box pricing and bought 5 boxes of various products
they needed right away with much more to come! Keep up the great work Paul we
know your customer will be fully satisfied!
Tuesday, October 30, 2012
Thursday, October 25, 2012
Maintenance Engineering Vice President Dennis Leno “Cover 100% Of The Market”
“Nothing succeeds like success.” You have probably heard that quote many
times, but why is it true? Why does nothing succeed like success?
Look at it this way. to start a fire, you need something to start with, some kind of igniter. That’s why that quote is true and that’s why Mary Kay Ash’s quote is so powerful. The way you ignite a successful fire, the way you get your success raging like a fire is to think success, feel success and be a success.
Imagine if we went around all day saying “I feel successful. I am successful. I am thankful for my great success.” With that attitude we might be able to do what Mary Kay Ash did!
“What you think about you bring about.” -Mary Kay Ash
Dennis Leno
Vice President Maintenance Engineering
Look at it this way. to start a fire, you need something to start with, some kind of igniter. That’s why that quote is true and that’s why Mary Kay Ash’s quote is so powerful. The way you ignite a successful fire, the way you get your success raging like a fire is to think success, feel success and be a success.
Imagine if we went around all day saying “I feel successful. I am successful. I am thankful for my great success.” With that attitude we might be able to do what Mary Kay Ash did!
“What you think about you bring about.” -Mary Kay Ash
Dennis Leno
Vice President Maintenance Engineering
Wednesday, October 24, 2012
Maintenance Engineering President Curt Kesselring “Fall Selling Is Quantity Selling!”
Use Maintenance Engineering new Quantity Prices to capture that business your
customer is giving our competition! Use Maintenance Engineering’s presentation
which SETS UP Maintenance Engineering’s Quality/Quantity close which will have
you selling boxes of lamps! Too much of our customer’s business is going to our
competition! Those are sales that should be coming to Maintenance
Engineering…AND COMMISSIONS that should be coming to you. Now is prime selling
time. Days are getting shorter with more overcast skies. Now is when people are
stocking up with lighting supplies for the long dark winter ahead. Fall selling
season’s orders should be larger than normal by a factor of 2-3.
Remember Mix and Match! The quantity prices apply to any mix of products the customer buys. This can be a huge incentive for a buyer to move business forward and buy it now for a better price. This can also be a huge incentive for a buyer to shift products he’s buying from a competitor to you! Do this and you’ll be on your way to Triple Volume and Double Income. Make sure you help you customers with all their lighting business during this fall selling season!
Curt Kesselring
President Maintenance Engineering
Remember Mix and Match! The quantity prices apply to any mix of products the customer buys. This can be a huge incentive for a buyer to move business forward and buy it now for a better price. This can also be a huge incentive for a buyer to shift products he’s buying from a competitor to you! Do this and you’ll be on your way to Triple Volume and Double Income. Make sure you help you customers with all their lighting business during this fall selling season!
Curt Kesselring
President Maintenance Engineering
Friday, October 19, 2012
Maintenance Engineering President Curt Kesselring “Push The Reset Button”
Most electronic products have a reset button, an on/off switch or a power
supply you can cut.. which reboots its electronics. Every once in a while the
electronic components need to step back, clean out the clutter and start
thinking with a clear electronic brain. People are the same way. Every once in a
while we need to push the reset button to clean our mind of assumptions and old
conclusions that were based on old facts. We need to take a step back and take a
fresh look at a situation.
Maintenance Engineering’s old timers were raised under different field conditions that required different solutions. When Maintenance Engineering was founded 60% of our sales were incandescents. Short life incandescents burned out in 1 to 4 weeks! Short life fluorescents burned out in a month with the ends becoming solid black. Businesses had maintenance personnel who dedicated a majority of their time changing light bulbs. Even tiny businesses went through a lot of light bulbs and were good respectable accounts.
Today small accounts provide good “Fill” business but have only small repeat potential. Today we are shifting our focus to medium and large accounts. these accounts are more difficult to get into; consequently our strategy is to build a relationship with these buyers where we can get 100% of their business. Medium size businesses will purchase premium products for 10-30% of their needs. The balance is made up of residential products which we want to convert to Maintenance Engineering Industra and Commercial products.. and the rest to our Residential line. We want 100% of their businesses. We want to develop a relationship with the buyer where we are their lighting expert. We will sell them Premira for the locations where they need the longest lasting, brightest and whitest light. Where they don’t need the best.. or can’t afford the best we’ll sell them a quality level that fits their needs and budget. Bottom line we want to 100% of their business. This new sales model will result in triple volume because it takes 1/3 of the time to expand an existing account as compared to opening 3 times more accounts!
Triple Volume will result in Double Commissions since much of the volume will be at lower commission rates. But, remember , we don’t spend commission rates at the grocery store, we spend dollars… and having double commissions.. is double dollars in your pocket. Best of all this can be done without more effort.. just by applying this new sales model where you “HARVEST” 100% of a buyers business rather than 10-30% as in the past.
So press the reset button on your “Sales Computer” and rethink your market and customer base in light of this new business model. What if you got 100% of your existing customer’s business? You would probably increase your sales tenfold. Triple is realistic and so is Double Commissions. Hit the reset, learn Maintenance Engineering’s New Sales Methods and begin ”HARVESTING” the business that your present accounts are giving you competition! Put the competitions commissions in YOUR POCKET!!
Curt Kesselring
President Maintenance Engineering
Maintenance Engineering’s old timers were raised under different field conditions that required different solutions. When Maintenance Engineering was founded 60% of our sales were incandescents. Short life incandescents burned out in 1 to 4 weeks! Short life fluorescents burned out in a month with the ends becoming solid black. Businesses had maintenance personnel who dedicated a majority of their time changing light bulbs. Even tiny businesses went through a lot of light bulbs and were good respectable accounts.
Today small accounts provide good “Fill” business but have only small repeat potential. Today we are shifting our focus to medium and large accounts. these accounts are more difficult to get into; consequently our strategy is to build a relationship with these buyers where we can get 100% of their business. Medium size businesses will purchase premium products for 10-30% of their needs. The balance is made up of residential products which we want to convert to Maintenance Engineering Industra and Commercial products.. and the rest to our Residential line. We want 100% of their businesses. We want to develop a relationship with the buyer where we are their lighting expert. We will sell them Premira for the locations where they need the longest lasting, brightest and whitest light. Where they don’t need the best.. or can’t afford the best we’ll sell them a quality level that fits their needs and budget. Bottom line we want to 100% of their business. This new sales model will result in triple volume because it takes 1/3 of the time to expand an existing account as compared to opening 3 times more accounts!
Triple Volume will result in Double Commissions since much of the volume will be at lower commission rates. But, remember , we don’t spend commission rates at the grocery store, we spend dollars… and having double commissions.. is double dollars in your pocket. Best of all this can be done without more effort.. just by applying this new sales model where you “HARVEST” 100% of a buyers business rather than 10-30% as in the past.
So press the reset button on your “Sales Computer” and rethink your market and customer base in light of this new business model. What if you got 100% of your existing customer’s business? You would probably increase your sales tenfold. Triple is realistic and so is Double Commissions. Hit the reset, learn Maintenance Engineering’s New Sales Methods and begin ”HARVESTING” the business that your present accounts are giving you competition! Put the competitions commissions in YOUR POCKET!!
Curt Kesselring
President Maintenance Engineering
Thursday, October 18, 2012
Maintenance Engineering "Sales Story- They're Buying From Someone"
Director Bill Pilkinton passed along the reason that Veteran Charles Mobley
is able to resell old customers. Charlie simply begins each call with small
talk. However, this small talk always has a purpose. What do we mean?
Well, these are customers who used to purchase all their light bulbs from Charlie. Why did they stop buying? The number one reason a buyer stops buying is price! They simply felt they had to go to less quality lamps. Maintenance Engineering now solved that problem. We have a bulb to fit everyone's budget.
That is the message Charlie is passing along to his old customers. They are buying their light bulbs from someone; they might as well be buying them from Charlie.
Well, these are customers who used to purchase all their light bulbs from Charlie. Why did they stop buying? The number one reason a buyer stops buying is price! They simply felt they had to go to less quality lamps. Maintenance Engineering now solved that problem. We have a bulb to fit everyone's budget.
That is the message Charlie is passing along to his old customers. They are buying their light bulbs from someone; they might as well be buying them from Charlie.
Wednesday, October 17, 2012
Maintenance Engineering “Dale Carnegie’s Golden Book – How To Be A Leader”
1. Begin with praise and honest appreciation.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”
7. Give the other person a fine reputation to live up to.
8. Use encouragement. Make the fault seem easy to correct.
9. Make the other person happy about doing the thing you suggest.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.”
7. Give the other person a fine reputation to live up to.
8. Use encouragement. Make the fault seem easy to correct.
9. Make the other person happy about doing the thing you suggest.
Friday, October 12, 2012
Maintenance Engineering Sales Tips “Frank’s Corner- Heart”
There’s nothing I enjoy talking about more than sales in the field because
it’s the back bone of Maintenance Engineering and also the standard by which all
of us are judged and respected. Last week Jim Frankson and Brian Breitbarth
talked about desire, work ethics, and setting goals as the keys to success. My
favorite word is “HEART”.
This is all the intangibles that make for a good sales rep. It’s Rod and Shon Gilliland driving a lot miles every week in their rural territories. It’s Steve Gressman who once switched his account base from rural Minnesota to urban Minneapolis. Michael Camerato making 40 calls a day, two seniors Steve Meldahl and Carsten Clement appearing in the Top 20 and its Del Hager making 30 cold calls on a day when the temperature is -30 degrees. Bob Potter giving a 100% when the temperature is 100 degrees outside.
The dictionary define heart as “Spirit, strength, and courage” but any of these reps and anyone else that has done a good job in the field for a respectable length of time will tell you, they don’t need a dictionary for a definition it’s simply doing wha you have to do to succeed!
Frank Grendler
This is all the intangibles that make for a good sales rep. It’s Rod and Shon Gilliland driving a lot miles every week in their rural territories. It’s Steve Gressman who once switched his account base from rural Minnesota to urban Minneapolis. Michael Camerato making 40 calls a day, two seniors Steve Meldahl and Carsten Clement appearing in the Top 20 and its Del Hager making 30 cold calls on a day when the temperature is -30 degrees. Bob Potter giving a 100% when the temperature is 100 degrees outside.
The dictionary define heart as “Spirit, strength, and courage” but any of these reps and anyone else that has done a good job in the field for a respectable length of time will tell you, they don’t need a dictionary for a definition it’s simply doing wha you have to do to succeed!
Frank Grendler
Maintenance Engineering Sales Tips “Frank’s Corner- Heart”
There’s nothing I enjoy talking about more than sales in the field because
it’s the back bone of Maintenance Engineering and also the standard by which all
of us are judged and respected. Last week Jim Frankson and Brian Breitbarth
talked about desire, work ethics, and setting goals as the keys to success. My
favorite word is “HEART”.
This is all the intangibles that make for a good sales rep. It’s Rod and Shon Gilliland driving a lot miles every week in their rural territories. It’s Steve Gressman who once switched his account base from rural Minnesota to urban Minneapolis. Michael Camerato making 40 calls a day, two seniors Steve Meldahl and Carsten Clement appearing in the Top 20 and its Del Hager making 30 cold calls on a day when the temperature is -30 degrees. Bob Potter giving a 100% when the temperature is 100 degrees outside.
The dictionary define heart as “Spirit, strength, and courage” but any of these reps and anyone else that has done a good job in the field for a respectable length of time will tell you, they don’t need a dictionary for a definition it’s simply doing wha you have to do to succeed!
Frank Grendler
This is all the intangibles that make for a good sales rep. It’s Rod and Shon Gilliland driving a lot miles every week in their rural territories. It’s Steve Gressman who once switched his account base from rural Minnesota to urban Minneapolis. Michael Camerato making 40 calls a day, two seniors Steve Meldahl and Carsten Clement appearing in the Top 20 and its Del Hager making 30 cold calls on a day when the temperature is -30 degrees. Bob Potter giving a 100% when the temperature is 100 degrees outside.
The dictionary define heart as “Spirit, strength, and courage” but any of these reps and anyone else that has done a good job in the field for a respectable length of time will tell you, they don’t need a dictionary for a definition it’s simply doing wha you have to do to succeed!
Frank Grendler
Wednesday, October 10, 2012
Maintenance Engineering Product Tips “Did You Know?”
Did you know Maintenance Engineering’s Premium-Grade LED Red Exit Fixture
Retrofit Kits replace two (2) 15w or 20w tubular incandescent lamps in exit
fixtures, for up to a 94% savings in energy usage? Even more importantly these
long life LED lamps designed to last 30-years, so your customer can eliminate up
to 240 costly labor intensive lamp changes.
A related benefit is the customer doesn’t have to worry about getting written up by the fire marshal for failed lamps.
A related benefit is the customer doesn’t have to worry about getting written up by the fire marshal for failed lamps.
Tuesday, October 2, 2012
Maintenance Engineering Vice President Dennis Leno “10 Steps To Self Motivation”
Here are the 10 steps to self motivation that Vice President Dennis Leno
shared in his sales conference. He has personally used these techniques for
years and can attest to the fact that they work. We also brought you a comment
or example in each of these 10 steps.
1. Read positive books.
a. As A Man Thinketh- James Allen
b. The Power of Your Subconscious Mind- Dr. Joseph Murphy
2. Listen to positive CD’s.
a. Turn off talk radio.
3. Write and rewrite your goals.
a. Write in the present tense like they already happened.
4. Write a gratitude journal.
a. Every morning, write 5 new things you’re thankful for.
5. Do a vision board.
a. Put your goals in pictures too.
6. Use positive affirmations.
a. Control your thinking – What you think about you bring about.
7. Take time for prayer and meditation.
a. Think about who and what you want to become.
8. Get in shape- exercise.
a. A healthy body serves you better.
9. Hang around winners.
a. Hang around people who life and challenge you.
10. Have fun.
a. There is nothing you are doing that you can’t make it fun.
1. Read positive books.
a. As A Man Thinketh- James Allen
b. The Power of Your Subconscious Mind- Dr. Joseph Murphy
2. Listen to positive CD’s.
a. Turn off talk radio.
3. Write and rewrite your goals.
a. Write in the present tense like they already happened.
4. Write a gratitude journal.
a. Every morning, write 5 new things you’re thankful for.
5. Do a vision board.
a. Put your goals in pictures too.
6. Use positive affirmations.
a. Control your thinking – What you think about you bring about.
7. Take time for prayer and meditation.
a. Think about who and what you want to become.
8. Get in shape- exercise.
a. A healthy body serves you better.
9. Hang around winners.
a. Hang around people who life and challenge you.
10. Have fun.
a. There is nothing you are doing that you can’t make it fun.
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