Sales Tip: What refereeing basketball games taught one distributor about selling tools

Jan. 23, 2017
Pennsylviana-based Mac Tools distributor John Mansell refs local basketball games during the winter months – both high school and youth teams.

Pennsylviana-based Mac Tools distributor John Mansell refs local basketball games during the winter months – both high school and youth teams.

“It makes me stay very, very focused during the day. I might miss a stop or so a week,” Mansell says, laughing. He adds that his 15 years of refereeing experience have allowed him to apply some of those skills to the tool route. In particular, how to handle tense situations.

“In basketball, if you get a close game tensions can get high,” Mansell says. “Slow yourself down.”

“Number-one, if it’s tense, we’re going to the truck,” Mansell adds. “The truck is my turf. I’m a very firm believer in that. If we’re going to get into it, we’re going to get into it on my turf. I’m more comfortable here.” John is quick to point out that he rarely needs to diffuse situations any longer, and he chalks that up to maintaining good relationships with his customers and businesses on his route.

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