Sales Corner “Small Talk”


The term small talk is misleading. It sounds unimportant, irrelevant and . . . small. But as every sales person knows, this is often where the sale is made. Friends buy from friends and the seed of friendship is often in that initial small talk. If one questions its value, one merely needs to read Benjamin Disraeli’s quote:

“Talk to a man about himself and he will listen for hours.” – Benjamin Disraeli

He not only points out that small talk is powerful but also the fact that the SUBJECT is important!! Good small talk with a customer should be centered on the customer. After small talk, you should learn a lot about your customer and he should have learned very little about you . . . and you will have made a friend . . . AND A SALE!





  1. Get all the facts.
  2. Weigh all the facts – then come to a decision.
  3. Once a decision is reached, act!
  4. Write out and answer the following questions:

    a.What is the problem?
    b.What are the causes of the problem?
    c.What at the possible solutions?
    d. What is the best possible solution




  1. The only way to get the best of an argument is to avoid it.
  2. Show respect for the other person’s opinion. Never say, “You’re wrong.”
  3. If you are wrong, admit it quickly and emphatically.
  4. Begin in a friendly way.
  5. Get the other person saying, “Yes, yes”immediately.
  6. Let the other person do a great deal of the talking.
  7. Let the other person feel that the idea is his or hers.
  8. Try honestly to see things from the other person’s point of view.
  9. By sympathetic with the other person’s ideas and desires.
  10. Appeal to the nobler motives.
  11. Dramatize your ideas.
  12. Throw down a challenge.




LinkedIn is a great self-branding tool to show the potential customer who you are, your good side and professional accomplishments. You want to present an image that creates trust, professionalism, and great service. Use phrases that communicate this: example “creating customer partnerships” and “service.” Show that you care about their business and excellent service.

Connect with peers and current customers online. It allows for referrals as well as showing new prospects who you have worked with. In some ways it’s the social media version of having references. Who you are associated with says something about you to the customer.


Vice President Dennis Leno “Congratulations Frank Grendler!”


I would like to extend a very special congratulations to our All Time #1 Producer Frank Grendler on his achievement of $11,750,000 cumulative volume!! What an amazing testimony this is to his talent and more importantly his hard work.

Frank has made an incredible impact on the history of Maintenance Engineering. Over his 40+ years with us he has been an integral part of our training program as well as being our All Time Top Salesperson. He has made such an impact on this company that we have named one of our top quality sales awards after him. The Grendler Award. His career milestones have been countless and continue to inspire everyone in the home office and in the field. Frank is an absolute master at what he does and people that have worked with him can attest to this. What is his secret? It’s simple, hard work and staying focused on your goals.

Thanks for all your hard work Frank! You are an inspiration.

Dennis Leno, V.P.

Dennis image

President Curt Kesselring “One More!!”


I was first attracted to sales when I was in college. I held 3 jobs…all paying minimum wage…$1.25 per hour! Then a friend introduced me to Fuller Brush sales and I asked what I could make. My friend said he averaged $7.00/hr!! That was about 5 times what I was making!!

I started that next Friday afternoon and I made $0!! NOT quite what I hoped for! But Saturday I was out early knocking on doors…and guess what…I made some sales. I wasn’t a great salesman but I was practicing the first key to profitable selling…making as many calls as I could make. I quickly learned that the only time I could make money was if I was in front of a prospect who liked me AND liked my product! Soon I was making $7.00+/hour selling household products door to door!!

I learned that sales was not as difficult or as complex as I thought. I came up with a simple formula.

  1. Knock on as many doors as you can in a day. Car windshields never buy anything!
  2. Get the prospect to like you and they’ll listen to you.
  3. Be passionate about your products! My favorites were oven spray and holly berry room spray! I had a couple demos that had a 90% plus closing rate!
  4. Ask for the order. If you don’t ask you don’t get; so ask until you get!!

Simple techniques that worked then…simple techniques that work NOW! Starting tomorrow I challenge everyone to put yourself in front of as many prospects as you can! Make friends, as friends ONLY buy from friends…so become their friend! Be passionate about your product! Have fun with it! Put on a show with your demo! Part of my Fuller Brush demo was to spray the oven spray on my hand and lick it to show it was safe!! This worked every time! Then ask for the order…at least 5 times. Sounds like a lot…not really…if you’re nice about the way you ask! Remember you’re just talking to a friend you made!

Do all this and you won’t sell ONE MORE ORDER a week…you’ll sell ONE MORE ORDER per DAY!! This is the BUYING SEASON which means it’s the SELLING SEASON for those who practice these time honored fundamentals I learned in 1964!!! GO FOR IT!!

Good $elling,

Curt Kesselring President

Curt Image



During the weekly Trainer Conference Call, Veteran Trainer Tom Ringo made a very good point and one we wanted to pass along. The topic was Back to Basics and Tom’s comment was “Lack of enthusiasm with our customers dims our bulbs. If we are not enthusiastic about our bulbs they are dimmer.”

We can take away lumens by under emphasizing and not being enthusiastic.” It was also mentioned what Dennis would often talk about, “When it comes to being enthusiastic stay one notch above your buyer.”

Great thoughts and something to keep in mind!