Do not hand the tool you are demonstrating to the prospect until you are done with your demo. Sometimes when you hand the tool to the prospect, they go deaf and will not hear anything you are saying. When they reach for the tool, just say, “Let me show you a few more things first.”
Whenever possible, use a physical prop to help your demo. Some companies offer demonstration tubes with their screwdrivers so the prospect and the jobber can test the tool’s features.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
