Sales Tip: Address your customers' needs

June 2, 2023
When speaking to a customer about purchasing a scan tool, try to get to know them better by asking questions about where they are in their career and where they would like to go.

When speaking to customers about buying a scan tool, Ed Lee, a distributor of Mac Tools, likes to start out by asking them where they’re at in their career and where they’d like to go. He wants to get a feel for the customer and whether they’re going to be staying in the auto industry or are just making a pit stop.

“From there I talk to the technicians about what they’re doing day-in, day-out and asking them if they are at a good point in their career or if they're wanting to further their knowledge,” Ed says. “That kind of directs me to which scan to put them in to make them happiest.”

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