Don't give them a chance to say "No"

The district manager who trained me gave me some excellent sales advice. I have passed his advice on to every dealer who rides with me.

One day, when I was being trained, a customer came in the truck and asked me for a 3/8" air ratchet. As I looked for the tool in the truck, my district manager pulled me close to him and spoke to me softly. He told me to get the 3/8" air ratchet and also to get a 1/4" air ratchet and show both tools to the customer.

To my surprise, the customer bought both air ratchets. That made an impression on me. My district manager explained that what I had done was make it harder for the customer to decide against buying something.

Don't give them a chance to say no. That's always stuck with me and I've always passed it along to other tool dealers who ride with me.

It's offering them something and something, not something or nothing.

It's also going a step beyond what the customer asks for, and that makes an impression on them.

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