Being a small business owner is tough, but Professional Distributor is here to help. Check out the list below for some tips and tricks on how to make your next sale. 

1. How to improve your income as a mobile tool dealer

2. How to use the 'Intimidation Close'

This close doesn't include brass knuckles or physical threats. This is a close that only fits when selling a tool that the customer uses all the time.

Jobber: “I know in your job you use this tool multiple times every day as do your coworkers. I’m pretty sure that if you want to borrow the tool more than a time or two your coworkers will not be happy with you. Let’s get you set up with this new tool so you can get back to work without bothering your friends.”

Realizing the fact that selling can become monotonous sometimes, a fun way to spice it up is to try to successfully use different closing techniques. I’m sure you have some of your own you use from time to time in varying situations.

Remember, no matter what closing technique you use you must ask for the order and be quiet until the customer answers.

Read the full article.

3. How to sell specialty tools 

While some specialty tools may be used daily, others may only be used for a specific application on a specific vehicle. This can make it tricky to know which tools you should stock.

While there’s a lot to learn, first things first – study your customers.

“Selling specialty tools requires more ‘targeted selling’,” Cornwell Quality Tools dealer Dylan Finck says. “It requires walking into a shop with a game plan. I pay attention to exactly what different technicians specialize in and target them with different specialty tools to make their job easier and more productive.”

Read the full article. 

4. How to use the 'Assumptive Close' 

The assumptive closing technique works great when a customer asks you about a product.

Customer: “I’m thinking about getting a new cordless impact drill.”

Jobber: “Super, I’ve got a great selection of tools on the truck for you. Let’s see which one fits your needs the best so you can use it yet today, OK?” This is your first assumptive trial close.

“You probably will not need a backup battery since your use will be sporadic, correct?” This shows the customer you are thinking of them and not trying to oversell. It’s also an easy trial close.

“Will you be breaking loose heavy duty nuts on rusty truck wheels or just normal automotive nuts and bolts?” Based on their answer to this question you will now suggest the correct product for the need.

“Based on your needs, I think this XYZ model I have right here on the truck will fit you perfectly. OK?” This should be your final assumptive close so don’t say a thing until you get an answer to your question.

As soon as the customer agrees with your closing statement, hand them the drill and say thank you. Don’t say anything more about the product. Just move on to the impact sockets they might need.

Read the full article.

5. How to use the 'Airplane Close'

Should you run into a customer who simply has a hard time making up their mind, the airplane close may do the trick.

Customer: “For me, this is a big decision, and I just am not sure what to do.”

Jobber: “I agree with you that it’s a big decision. I’m sure when you think about it, you make big decisions every day of your life and pretty much all of them come out perfect. It’s kind of like getting on an airplane. You know that a very small number of planes crash each day and yet you get on the plane and happily fly to your destination, don’t you? Well, this decision is somewhat the same. You’ve bought from me before and it has worked out very well and you’ve been happy with the outcome. Just like that vacation flight you took. Plus, with me, if you don’t like your decision, you can simply return the product and we’ll find the right one for you, OK?

Read the full article.