If they borrow it, they might buy it.

USA Tools independent mobile tool distributor Ryan Spence, recently discussed a technique for selling scan tools to his customers.

“Some guys know what they want, but most guys want to try something out first.”

For this reason, he loaned a new Launch X431 (scan tool) to a customer, fully expecting the customer to buy it the following week.

“A lot of times when you put it in their hands, if it’s a great product, it’s going to sell itself.”

To read more about how Ryan runs his truck, read the June 2011 Distributor Profile in Professional Distributor, or find it online by clicking here.

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