Sales tip: Try some passive aggressive sales techniques

Oct. 16, 2013
Fixing tools and telling people to shop elsewhere can ironically make more sales.

When approaching new customers, Clint Maxwell, an independent distributor out of Texas, makes a point not to badmouth the competition. He tells them the established players carry good quality products. This carries no downside for Maxwell; by comparing himself to the competition, he places himself in good company, thereby enhancing his own credibility.

Maxwell even tells customers that they should shop different trucks to see who carries what tools.

He sometimes fixes tools that he did not sell. "When you do that for a customer, game over," he says. "If there's something I can fix for them, it makes me look better."

When he gets a new stop, Maxwell encourages the techs to learn about his tools and ask questions. If he doesn't know something, he goes to the supplier's website. He believes an educated customer is a better customer.

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!