Sales Tip: How to demo scan tools

July 8, 2022
The biggest thing to remember is the more complicated you make it, the harder the tool will be to sell.

As scan tool technology has advanced, manufacturers have made it simple to demo a scan tool with “demo mode” — a feature on most scan tools nowadays.

“If you are demoing a tool, don’t go plugging into random vehicles that you are not familiar with,” Chad Schnitz, vice president, TOPDON USA says. “You want to tell the customer, ‘This tool is so intuitive I’m sure you could figure this out in no time, here… push buttons.’ As a sales professional, you don’t need to know everything about the scan tool, or how to do every function. The more complicated you make it, the harder it is to sell.”

Keith Andreasen, tool product manager R&D department, Innova Electronics, Corp. also notes that being able to use the tool in a simulated environment (demo mode) allows the technicians to freely test out different features and experience the user interface. This can help them put to rest any worries they had about difficulty using the tool.

Another approach you could take while demonstrating the tool would be to ask what problem the shop is facing and then show the technician how the scan tool can help solve that problem. From there, Hiba Anjum, technical support supervisor, Autel notes, that the shop will likely be sold on that tool.

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