When finding the right tool for a customer, it's important that you understand their needs and preferences. Asking questions beyond, "what is it you're looking for?" can help you in landing a sale and gaining another loyal customer.
Photo from Adobe by Vitalii
Independent tool distributor Angelica Platero finds that most of the time her heavy duty technicians know what tool they need, but there are times when they ask for her advice on which tool will get the job done.
“The guys really trust me,” she says. “I’ll suggest different options and recommend what they should buy.”
For any mobile tool dealer looking to sell to heavy duty shops, Platero says that in the beginning it may be hard but ultimately, they will get more and more comfortable with it.
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