Sales Tip: The sale never ends

As a mobile tool dealer, the bulk of your job is cultivating relationships and keeping up with your customers long after the sale. Texas-based Mac Tools distributor Robert Robinson knows the importance of playing the long game with his customers. 

“It’s not just getting the sale,” he says. “It’s following up afterward. If something goes wrong down the road, they know they can call me.”

He makes it a point to stay in touch long after delivery, checking that customers are comfortable with the new setup or know where to find support. That extra step, he said, often leads to the next opportunity.