Sales Tip: Use investigative techniques

How can you tell who is and who is not a real prospect? The answer is simple, but many of us make it hard: just talk to them and ask.

You can learn what’s really happening with someone or a situation by using some simple investigative techniques.

If the technician has an old or small storage cabinet, ask them about it. If the shop doesn’t have adequate test equipment, ask about it. You’ll never know for sure if you don’t just ask.

So, how do you ask?

First, no matter what the person or situation looks, like treat everyone with respect and enthusiasm as you get to know them. Ask lots of questions about their choice of tools and supplies, such as where they get them, why do they buy from there, and would they consider buying from you.

Resist the urge to ask the real question that is bouncing around in your head: “When are you going to replace that rusty old toolbox?”

Soft, non-threatening questions will often get you the answers you’re looking for and not aggravate the prospect.

For example: “As your business grows, do you think your current tool storage will handle your additional tools, or do you think you will need to get something with more space?”