John Seybold, an independent tool distributor based out of Chicopee, Mass., ran up to five different tool trucks simultaneously during his franchise days. He has learned a few tricks selling so many tools, but he only shared with Professional Distributor his two best.
Trick 1: If he hears that a customer is "interested" in a tool, he will often just buy it and present it to the customer. The customer's response typically sounds like, "I don't remember ordering that." Then Seybold responds: "But, you have expressed interest in it!" Most of the time, this results in a purchase.
Trick 2: Seybold's customers also have learned to take advantage of specials. "Oftentimes, they will not want to buy something on clearance so I say, 'Fine, don't buy it.' Then, they need it a few days later. Now, the next time I say 'fine, don't buy it' they are quicker to buy the tool, because they are afraid of that happening again," explains Seybold.
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