Oftentimes, technicians interested in purchasing a scan tool have already done some research on the products available, so you need to be able to provide hands-on experience with specific features they may use.
Mac Tools distributor Jeff Frazier shares this specific example of a way to demo a scan tool:
“If a new distributor takes the time with the scanner he has, and hooks up to a known-good car, he can use "the PIDs for graphing out the cranking and charging test.” Also known as the cranking and alternator voltage graph test, Frazier explains that nearly all technicians are familiar with this test. Every car has an alternator, battery and starter.
“Ninety percent of the cars you test are A-OK, so you have an expected result,” continues Frazier. With this, the technician sees as an immediate value.
Frazier says that this general tool function will show the customer different capabilities all available on one tool.
“It solves a problem where they don’t have to use another tool,” he says. “It’s all about data, and what to expect with the result.”
Once the customer tests out this procedure, you can continue the conversation by prompting another question while the customer is still holding the tool. “You can ask the customer to perform the EGR test or the fuel injector balance test, and with these tests being performed by the tech, they will feel empowered by the tool.”
