Q: I already call on all the shops I can fit in a day. How can I increase my sales? A: Don’t you wish there was a tool to give you more hours in a day? So do your customers. You can increase your sales by selling tools that add more hours to your customer’s day – more book hours, that...
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A: Good questions are often the key to closing more sales. So, I suggest you try asking more probing questions and see if that helps. Here is a quick list of questions to toss out to get a good feel for things:
- What job is in your bay right now?
- What are the hardest jobs you get? Are there tools to make those jobs easier?
- What are the most popular makes and models you’re servicing?
- Do you have any specialty tools you really like and would recommend to others?
Knowing the popular and tough jobs your customers are getting will help you keep your eyes and ears open so you can sell the right tool for the job. If your customer doesn’t know what tool may make a particular job easier, ask other techs on your route for advice.
Knowing the popular makes and models on your route will keep you thinking when you see a new make- or model-specific tool. If you don’t see a lot of BMWs in your area, maybe you don’t need to inventory a BMW injector puller. Not that you don’t try to sell one, you just special order it.
And nothing beats a recommendation on a great tool from one tech to help you sell another!