"I try to keep a little of everything on the truck: heavy duty, electronic stuff, air tools … I love selling air tools, and they move pretty fast too.
"Usually if a guy buys a 1/2" impact, pretty soon he'll want a 3/8" impact, then an air ratchet and then maybe a drill or a die grinder ... once they get started it's not hard to keep them rolling. Usually if you can show a customer how the tool will make the job go easier or faster, especially the flat-rate guys, they'll buy anything that will make the job quicker."
Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to firstname.lastname@example.org, and see your suggestion featured here!