One technique Go Sell Something author Alan Sipe recommends tobeat the competition is tobe genuine. When you know a customer has had a personal financial crisis, go to them before they get in arrears and work out a plan to get paid and still help them. If you have clients who struggle with the English on your brochures, get a translated version for them. You can get this done by your company or a bilingual customer on your route.
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.
