Don't give them a chance to say "No"

April 3, 2013
Put more than one tool in your customer's hands.

The district manager who trained me gave me some excellent sales advice. I have passed his advice on to every dealer who rides with me.

One day, when I was being trained, a customer came in the truck and asked me for a 3/8" air ratchet. As I looked for the tool in the truck, my district manager pulled me close to him and spoke to me softly. He told me to get the 3/8" air ratchet and also to get a 1/4" air ratchet and show both tools to the customer.

To my surprise, the customer bought both air ratchets. That made an impression on me. My district manager explained that what I had done was make it harder for the customer to decide against buying something.

Don't give them a chance to say no. That's always stuck with me and I've always passed it along to other tool dealers who ride with me.

It's offering them something and something, not something or nothing.

It's also going a step beyond what the customer asks for, and that makes an impression on them.

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to [email protected], and see your suggestion featured here!

Sponsored Recommendations

Garage Tip: The Value of System Solutions

Learn why inspecting related parts when repairing your vehicle can save you time and money. Avoid future failures and ensure satisfaction! Click to watch now.

Access the Best Learning Resource for Professional Mechanics

Get hands-on tips, updated repair instructions, mounting videos, failure diagnosis, and best practices for professional mechanics. Click to access essential technical info to ...

From the Basics to Innovations - Transmission Technical Training Videos

Explore Schaeffler's portfolio of transmission technical trainings for the LuK brand. Tailored for all skill levels, our modules cover basics to innovations. Click to learn more...

Clutch Release Problems - Diagnosis & Failure Analysis

Explore common clutch release problems and their causes, from hydraulic issues to mechanical faults. Understand diagnostics and solutions for optimal clutch performance.

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!