Family Man: Coaches something or everything for his kids. Leaves work right on time each day to get to some practice. He has the big van to carry a whole team and talks about his kids constantly.
Family Man is usually an ordinary person who is civic-, church- and family-centered. They are pretty well-organized since they have so many things going on in their lives.
Family Man likes his family and will identify with your family. Bring up your child in college, on some team, or in the school play. Help them feel that you are part of the family.
Family Man wants to get done with work on time, so the speed and accuracy of a tool is important to them. Try something like, “This tool will help you do its task quickly to get you out of here on time.”
When selling the benefit of a tool, phrase it like this: “Having kids who participate in after school activities requires a lot of money, so completing more repairs ahead of the book rate will help you bring more money home.”
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.