When you get to know your customers and the challenges they face in their jobs, it's much easier to anticipate their needs and find them the proper solutions.
Pay attention to your customers. Find out what the hard parts or time-consuming tasks of their job are and show them solutions.
For example: “I am told that reaching the fasteners way down deep in a BMW steering column is difficult. I think our 24” Torx screwdriver will help you get down in there quickly and easily.”
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.
