Customers often rely on distributors for tool comparisons, so it's important to give them the whole picture. Of course, that includes the strengths of the product you're selling, but perhaps also its weaknesses.

Knowing exactly how your products compare to your competition can make or break a sale. Point out similar features to popular alternatives, stand out features and features that are lacking, explains a Matco Tool distributor specializing in diagnostic sales. Knowing products weaknesses prepares you for customer questions and eliminates surprises for your customers in the long run.