If someone has a question about a tool, the first thing independent mobile tool distributor Matt Sledge does is rip it right out of the box. He takes it out, shows the customer the quality, and comments on its craftsmanship.

“When you give that to the customer, they automatically see value in the physical aspect of it,” he explains. 

Putting the tool in the customer’s hands helps make the sale, rather than just giving them the box.

“It’s a psychological thing. Generally, if someone is interested in something and you put it in their hands and let them hold on to it and don’t take it back until they are forced to give it back to you, they automatically get a sense of ownership of ‘I already have this in my hand, this is mine, and I’m going to put it on my account,’” Sledge says.