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!”

Maintenance Engineering Product Tips “Did You Know..?? Halogens”

Did you know that when you are replacing incandescent flood lamps with Maintenance Engineering’s Halogen Pars, you can use the lamps as either light-boosting devices, or energy-saving devices, or in some cases, both?




For maximum light boosting, you can match wattage with the incandescent and get about double the light output.



For maximum energy-saving, you can drop to about half the incandescent wattage and still match the incandescent’s light level. Or you can pick a Halogen Par wattage somewhere in-between and get both some light-boosting and some energy-savings, just lesser amounts of both. It is up to you to decide what the customer requires.

“Frank’s Corner”Maintenance Engineering’s Old Number #1 Shares Sales Tips and Philosophy

Recently I was visiting with Sales director Diane Pilkinton about sales. I listen, as before she was a dedicated manager, she was a field rep writing very good volume. Diane said “Even if you are not a good salesperson, you can succeed if you are willing to work hard.”




Diane and I agree that hard work is the key to success and if you are willing to put forth the effort you will become a great salesperson, resulting in more sales and more income. I’m sure it’s fair to say that none of us including Diane, were great sales reps our first day in the field, but like she said, “Anyone who is willing to work hard can succeed.”



Frank Grendler
Maintenance Engineering’s All Time #1 Sales Person

Maintenance Engineering President Curt Kesselring “Power Your Day With Emotion”

Years ago I was given an article that pointed out the powerful connection between emotion and action. I would paraphrase this article as follows.




“EMOTION PRODUCES IMMEDIATE ACTION. THINKING PRODUCES FUTURE CONCLUSIONS.”



As salespeople, we must get immediate actions from our customers in the form of a sale. We cannot live off future conclusions (I’ll send you a P.O. or leave your card and I’ll call you.) Everyday, all day, we must cause 6 types of IMMEDIATE ACTION.



1. We must “TAKE ACTION” to call on the prospect.



2. We must cause the receptionist to “TAKE ACTION” to direct us to the buyer.



3. We must cause the buyer to “TAKE ACTION” to permit us to pitch them.



4. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the promotion.



5. We must cause the buyer to “TAKE ACTION” and say “Wow!” to the presentation.



6. We must cause the buyer to “TAKE ACTION” and sign the order!



ACTION-ACTION-ACTION-ACTION-ACTION-ACTION



…6 times in a row for a sale, all fueled by YOUR EMOTIONS, your confidence and your enthusiasm! First you must get your emotions fired up for you to take ACTION to make the call. And then you use that emotion to CAUSE the receptionist and buyer TO TAKE ACTION which will result in a sale today.



You control the customer via mimicry. Whatever emotion you have the customer will mimic. EMOTION AND ENTHUSIASM CREATES SALES. Use this powerful concept to insure you have a great spring and summer selling season.



It will insure a great 2012.



Curt Kesselring

President Maintenance Engineering

Frank’s Corner – Maintenance Engineering’s Old Number #1 Shares Selling Tips

There is an old saying in sales “Hard work isn’t easy, but it is fair.” This simply means those who are willing to work hard receive the most rewards, they make the most money and are the most respected by their peers. Everyone at one time or another is faced with the task of selling light bulbs in the field. It doesn’t matter whether one remains in the field, becomes a trainer or goes into management, the way you handle the challenges of selling in the field determines how you are viewed by your Maintenance Engineering peers.

Dennis Leno favorite saying is “Do you best and that alone will make you wealthy.” If I could add to this great quote I would add “and respected.” So “Do your best and that alone will make you wealthy and respected.”

Frank Grendler



Maintenance Engineering’ s All time #1 Sales rep