First and most importantly, learn everything you can about your main competitor’s product. Primarily because the more you know about their product, the better you can compete, and secondarily when a prospect makes some outlandish claim about No. 1, you can graciously help them with the correct information.
“I think if you look at the towing capacity on a base F-150, the rating is 14,000 lbs, not 24,000 lbs.”
“It might sound nice that the XYZ Angle Grinder has 16,000 rpms, but actually, it is 8,500 like ours, and most grinding wheels are only designed for under 13,000 rpms.”
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.
