Sales Tip: Become an information broker

March 13, 2019
Educate your customers on the benefits of a tool to make the sale.

When selling scan tools, Harlan Siegal, president of Launch Tech U.S.A., recommends becoming an "information broker."

"You'd be surprised how much education happens by the sales guy. [The truck] becomes the gathering place. In our world, the tool dealer who’s there every week, at every shop in the country, he is that information broker, and he should be. [Ask your customers] ‘Hey, did you hear about the pre/post-scan stuff happening in collision market?’ Maybe I’m not a collision shop, but I did replace that seat weight sensor.”

When performing a scan tool demo in an aftermarket shop mobile dealers can show their customers how quick and easy the pre- and post-scan feature is, and describe the benefits of the information it provides.

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