Sales Tip: Find the "godfather"
As someone who’s been selling in this industry, both parts and tools, for many years, Art Richardson of the GEARWRENCH street team, has amassed vast knowledge on how to make the sale. If you’re someone who’s just starting out, he advises finding each shop’s “godfather.”
“Take care of him,” Richardson says. “Then he can tell you about the new hire. He can tell you about who's really having problems paying his bill. He'll tell you who's really a lousy tech and is going to get fired, but it's got to be a certain guy. He's worth it because he can save you a lot of grief.”
Apart from finding someone who can give you the inside scoop, one of the most important things you can do, Richardson notes, is ask questions, listen to the answers, and then take those answers and form them into a sales presentation.
“The greatest attribute a salesperson can have,” Richardson says, “is the ability to listen.”