Maintenance Engineering President Curt Kesselring "Different... And Better... Maintenance Engineering and You"

That's our goal for Maintenance Engineering's entire product line. We want Maintenance Engineering to stand out from the crowd. we want to look different and be different in product appearance, design, and performance. Most of all we want to be better in efficiency, in guaranteed life and in the quality of light produced. I'm happy to say we have achieved this goal and now we continue to raise the bar to even higher levels of quality for our products. The most recent example is our LED lamp line which carries a 15 year guarantee!

Our standard of being different and better for our product line applies equally as well to you as an Maintenance Engineering sales representative. As a salesperson there are huge financial rewards for being different and better. You need to set yourself apart from the competition by being DIFFERENT. You want to be remembered by your customers for your appearance, your service and your enthusiasm and confidence. You want to be remembered as being BETTER. You want the customer to have a better overall experience with you than with the competition.

Take a moment and compare yourself to your competitors. Are you as different as you could be? Are you better in every way? If not, then you have an opportunity to be Different and Better in dramatic ways. Do that and you'll stand out from the crowd.. by being DIFFERENT and BETTER.. Maintenance Engineering and You!

Curt Kesselring

President, Maintenance Engineering

Maintenance Engineering Sales Tip “Franks Corner”

At one of my first seminars, I heard a tape about a salesman in Mississippi during the depression selling expensive mule feed to farmers. The tape had many selling lessons, but my favorite was the quote “An ounce of loyalty is worth a pound of cleverness.”

Every sales organization has seen “clever” people come and go. I hesitate to call them salespeople because most aren’t willing to knock on doors and do what’s necessary to be a top producer for any company.

The tape also said that customers and employees who are loyal over the long haul are golden like many of our own top sales reps who combined, give us hundreds of years of loyalty and production. Many thanks for all your years of selling and helping others to succeed and grow the company!

Frank Grendler

Maintenance Engineering Vice President Dennis Leno “The Imaginary Obstacle”

Imagine the money salespeople could earn if they did not have call reluctance. Call reluctance is an imaginary obstacle that salespeople put in their mind. Consider this…

Is call reluctance a thing? NO!

Is call reluctance real? Only in the sales rep’s mind!

Can call reluctance be felt? Only in the sales rep’s mind!

Call reluctance is an imaginary obstacle salespeople put in their own minds. Now, I am not making light of this imaginary obstacle because to a salesperson that has it, it seems like a very real thing.

I liken it to a story told to me by a friend who was big game hunting in Alaska. Walking down a trail in the woods, he spied what he thought was a bear. He was frozen with fear as this bear approached him. Imagine how foolish he felt after ge realized what was funning toward him was not a bear at all but a big friendly dog that he had actually met earlier that day. Consider this!

Was the bear real? Only in the hunter’s mind?

Was the fear real? Only in the hunter’s mind?

What was the solution to the hunter’s problem? seeing the bear for what it really was- a harmless dog.

What is the solution to a salesperson’s fear of call reluctance?

Simple- see call reluctance for what it really is- a harmless imaginary fear that is not real at all!

Are there are people who will try to hurt your feelings of course, so what? Say a prayer for them but don’t make their problems you problems.

Kill cal reluctance by recognizing it as only an imaginary obstacle in your mind!

Dennis Leno



Vice President Maintenance Engineering