Be darn sure you understand, know how to use, and how to demonstrate a product before you try to sell it. I can guarantee that if a product has 20 features/benefits and you know 19 of them, the first person you demonstrate to will ask you about feature number 20. It never fails.
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.
