As Cornwell Quality Tools distributor Brad Astin found out on his first few months on the job, getting to know everyone at his shops translated to better relationships, more sales, and happier customers. Some took longer to warm up to him, but he continued to show up and work on those relationships with the right amount of patience and understanding. Now five years into his career, it's paid off.
“I think one of the biggest lessons I've learned was ‘Don't judge a book by its cover.’ There are a lot of really good customers out there that you would never think would be a good customer, and it may just be based on their attitude towards you,” Astin says. “And then all of a sudden, the next day, you're selling them a toolbox that you just never saw coming, or the amount that they're willing to pay. Not being afraid to say, ‘Hey, this is going to run you more than you think,’ and then they say, ‘Oh, I’ll take more than that.’”
