Sales tip: Get rid of expectations

Cornwell Tools dealer Jeff Stutts has been in the business 25 years. His advice to new distributors is simple: get rid of expectations, and instead follow the customer's lead. 

“The biggest thing is not really expecting customers to buy what you think will sell,” Stutts says. “The stuff you think won’t sell will be the thing that does sell. That’s key in the tool business: collections and selling. It’s pretty simple.”