Sales Tip: Educate yourself

When you get a super cool new product in, do not run right out and try to sell it to anyone, especially your best customers, advises Alan Sipes, owner of Toolbox Sales and Consulting, a company that specializes in sales strategy, structure, development and training. Take some time to work with the tool at home and get a real feel for how it works. Read the literature over and over, and if the manufacturer was wise enough to provide you with a real sales pitch training manual or video, be sure you understand everything the best you can.

If you came from a vehicle repair background you could have a leg-up, but vehicles may have changed a lot in the years that have passed since you were wrenching. If you came into the mobile jobbing industry from a non-wrenching position, you really need to do your homework. If you have a question you just can’t figure out, call the product manager from your company or even call the product manager at the manufacturer. If you find yourself with a question but no answer, you can bet a prospect will soon ask you that very question.