One technique Go Sell Something author Alan Sipe recommends tobeat the competition is tobe organized. Don’t waste the technician’s time. Have your samples and literature ready for your presentation. Know how much the tech owes you before you call on them. Have your presentation down pat. It should be concise, informative, and relevant to what this tech does.
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.
