Sales tip: Be persistent when helping customers

Oct. 9, 2013
Tried but true advice that a rookie had to learn: get your name out there, and take the extra time to find what your customer's looking for.

Clint Maxwell, an Independent out of Texas, knew very little about tools, but fortunately, he wasn't shy about asking his customers what the tools do.

He found most of them were willing to help him, thanks largely to their loyalty to uncle, who he purchased the route from. One customer, for instance, told him to tape his business card on all toolboxes he sold as a way to promote the business. Some customers have taught him how to fix tools.

The customers told him they liked Maxwell's uncle and would keep buying from his if he served them well. Maxwell's uncle had a reputation for being fair and helpful; he would make an emergency delivery when asked. He realized he needed to do the same thing to keep his customers satisfied.

Fulfilling his uncle's reputation for attentive service wasn't easy. From day one, Maxwell made it a point to respond immediately to all customer requests for tools. Meeting these requests, he learned, takes perseverance. Finding a specific product in a catalog, on a website or over the phone can take 45 minutes, with no guarantee of a sale. But Maxwell realized that responding to requests is a key to establishing credibility. "Guys (customers) have learned I can find things," he says. This is something that not all of his competitors are willing to do.

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to [email protected], and see your suggestion featured here

Sponsored Recommendations

ZEUS+: The Cutting-Edge Diagnostic Solution for Smart, Fast, and Efficient Auto Repairs

The new ZEUS+ simplifies your diagnostic process and guides you through the right repair, avoiding unnecessary steps along the way. It gives you the software coverage, processing...

Diagnostic Pre- and Post-scan Reports are Solid Gold for Profitability

The following article highlights the significance of pre-scans and post-scans, particularly with Snap-on scan tools, showcasing their efficiency in diagnosing issues and preventing...

Unlock Precision and Certainty: TRITON-D10 Webinar Training for Advanced Vehicle Diagnostics

The TRITON-D10 lets you dig deep into the systems of a vehicle and evaluate performance with comparative data, systematically eliminating the unnecessary to provide you with only...

APOLLO-D9: Trustworthy Diagnostics for Precision Repairs

The APOLLO-D9 provides the diagnostic information and resources you need to get the job done. No more hunting through forums or endlessly searching to find the right answers. ...

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!