Sales Tip: No Idle Chat

Max Shipler, Independent Distributor out of Las Vegas, Nevada walks into every shop he visits. He is personable; but he does not spend a lot of time with idle conversation. “It doesn’t pay to be a professional visitor. You need to sell and collect, and service what you sell," he says. “They’ve got to make their living and you’ve got to think of the shop (owner). He needs to keep those guys working to keep the shop going.” He remembers hearing about a large shop that stopped allowing tool trucks to come by because a distributor spent an hour talking about fishing. That shop didn’t allow tool trucks until a new owner took over some years later.

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