What do you talk about with customers?

What kind of coversations do you have with your customers? Do you talk about the weather? Last night's football game? 

Ryan Spence, USA Tools mobile distributor and Professional Distributor's June 2011 profile, takes a different approach. He tries to keep the conversation on tools, to sell more tools.

During the ridealong, our editor noticed Ryan didn’t seem to have to do much selling that day. When he pointed out that almost every customer at each stop knew what they wanted to buy, Ryan noted that “A lot of it’s just impulse…(if I) keep the guys focused on tools instead of talking about the ball game, it leads to more sales.”

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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