Learn the “puppy dog close.” Just like taking your kids to the animal shelter and saying, “Ok, we will not take the first puppy you see." Yet, the first puppy your kids play with is it and off you go with your new dog. It’s the same with tools. If at all possible, allow a squeamish buyer the opportunity to keep and use that new tool for a week, and it’s a sale.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
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.
