A Matco tool distributor at the 2018 Matco Tool Show advised distributors to ask the following questions in order to gauge customer interest in diagnostics:
What are you currently using? -- Knowing how much a shop owner or technician has already invested, whether in one tool or multiple tools, shows what sales opportunities are available.
Do your current tools offer European, medium duty or heavy duty coverage? -- These features could mean a new revenue stream for customers, as well as serve as a selling point for distributors.
If you could change anything about your tool, what would it be? -- There may be another tool that could better help customers in the shop.
In general, the Matco distributor a this training event recommends asking questions about ideal functions and capabilities of tool in order to help sell in the future. In addition, talking to one customer about diagnostics candidatly will allow you to talk to other customers on the route with more knowledge and insight in the future.
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