Maintenance Engineering Vice President Dennis Leno “Goal Setting- The Fuel for Your Fire”

You have heard this phrase, “If you don’t know where you are going, you can take any road to get there.” No phrase describes the problem associated with goal setting better than this one.

Lack of goal setting is associated with these problems and many others:

1. Call reluctance

2. Poor Presentations and Closes.

3. Poor Planning and Waste of Time.

4. Poor Work Ethic.

Try Goal Setting

Henry Ford said “Thinking is the hardest work in the world, that’s why so few people do it.” Goal setting is thinking and its hard work but it’s got to be done.

Work a Miracle In Your Life

What do you really want ou of this career? What do you really want for yourself and your family? When you can answer these questions, you are doing some very important goal setting.

Here is what Goal Setting Does for You:

1. Kill Call Reluctance.

2. Your presentations and closes are powerful.

3. Your planning and time management are excellent.

4. your work ethic is superb.

Maintenance Engineering Curt Kesselring “Year End Plan”

Now is my favorite time of year! Nothing beats Christmas, my favorite holiday with my favorite music! New Years brings with it the opportunity for reflection on the past year and a new beginning filled with new opportunities. And best of all, this is a fantastic selling time! There is a lot going on in the next 5 weeks…consequently, it is more important than ever to have a plan. I’ve enclosed a holiday calendar to help you in your plan.

There are really two important parts to every holiday plan. First is to make a plan, second is the discipline to actually do it. Here are some key points to an effective holiday plan:

1. Identify the time you want to take off… and can afford to take off.

2. Review where you are on your yearly volume and set you goal for year-end volume.

3. Identify the time you are going to work… and your income and volume target.

4. Commit to your plan and stick to it.

Great Holiday Time, Great Selling Time, Great Plan and Great Execution will make this the fun and profitable holiday season you and your family deserve.

Curt Kesselring

President of Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Power of Role Play”

Did you know psychologists tell us that our subconscious minds cannot tell the difference between a real or imagined experience? Why is this important?

Think of it this way. Our subconscious mind is the set of our power. It automatically controls thousands of mental and physical functions a day. It can also automatically give us the right words, actions, and knowledge to write an order.

So where is the subconscious mind going to get the pattern so that it can give us the right words, actions, and knowledge during a presentation? From role play! That’s right! When you give you subconscious mind the right pattern, it will give it back to you. That’s why Vince Lombardi said “Practice does not make perfect. Only perfect practice makes perfect.”

So what does a wise salesperson do? They do perfect practice on their new account presentation, their phone repeat presentation, their appointment presentation, and their promotional pitches.

Perfect practice. Perfect role play. That is what a wise salesperson will do because they know that perfect help from their subconscious will then be received.

Dennis Leno



Vice President Maintenance Engineering

Maintenance Engineering Vice President Dennis Leno “Referrals Are Powerful”

“Anything can be had for the price of an effort.”- Plato

This week we want to remind everyone of one of the most powerful techniques in sales, asking for referrals. Referrals are unquestionably the most overlooked technique.

Why is this technique overlooked by so many salespeople? Because they don’t know lucrative they are! If you were given $100 for every referral, would you remember to ask for more referrals? I guarantee you would!

Read some of the comments and techniques that we reprinted this week from a previous newsletter and begin using them. No technique you can use is more powerful to put you in front of more buyers!

Dennis Leno





Vice President Maintenance Engineering

Maintenance Engineering President Curt Kesselring “Good, Better, Best!”

Maintenance Engineering’s 5 line concept allows you to broaden you customer base beyond those who only want the BEST and who can afford the BEST! Now you have products which the majority of your prospects can afford.

One of the great advantages of the GOOD, BETTER, BEST concept is that it allows you to sell against yourself. Whenever you’re selling against a competitor your words are suspect. The prospect believes you’re just trying to make yourself look better than the competition so you can make a sale. However, when you’re selling against yourself you are more believable. The customer views your presentation as being informative in order to help him make the best decision.

Another huge point, when you’re selling against a competitor, it’s win/lose. When you’re selling against yourself it’s WIN/win. Whatever he chooses, BEST, Better or good…You win!! You get a sale!

Use this new powerful tool to go back on a personal NEW ACCOUNT CAMPAIGN. The price objections are softened dramatically with the GOOD, BETTER, BEST objection answer. The number of accounts you can now sell increases dramatically along with your volume, size of your file box and your income.

This is the perfect sales strategy for these recessionary times. Work with your Sales Coordinator to insure you have the skills and motivation to turn this powerful new product line into a huge income increase for yourself.

Curt Kesselring



President Maintenance Engineering

Maintenance Engineering Product Tips- “Did You Know?”

Did you know that when you are replacing incandescent flood lamps with Maintenance Engineering Halogen Pars, you can use the lamps as either light-boosting devices, or energy saving 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 noth some light-boosting and some energy-savings, just lesser amounts of both. It is up to you decide what the customer requires.

Maintenance Engineering Vice President Dennis Leno “Maintenance Engineering Has The World’s Best Products At The World’s Best Prices.”

When is the last time you read through you Maintenance Engineering catalog? Every time I do I marvel at the amazing array of products in our catalog. But what really impresses me is the quality of these products.

Maintenance Engineering has the world’s best lighting products. This is a result of President Curt Kesselring and his staff never settling for second best. They are relentless in their search for the world’s best manufacturers. In the end, it gives Maintenance Engineering the world’s best products.

Yet, that alone is not enough. Maintenance Engineering has two testing facilities, one in Chicago at our warehouse and one in Fargo at the Home Office.

Every product Maintenance Engineering has is first researched and tested to ensure it actually meets the specifications the manufacture says it has. Then as it arrives at the warehouse, it is randomly tested to ensure we have received what was ordered.

The result of all this is that no one has products that can compare to Maintenance Engineering’s. I hope you are as proud of the Maintenance Engineering as I am. This is the product line all of America should be using.

Dennis Leno





Vice President