Sales Tip: Find the "godfather"

July 7, 2023
To save yourself some time and grief, find the "godfather" of each shop you stop at to get the inside scoop. This person can tell you what technicians won't be around for long, which ones are having trouble paying their bill, and more helpful information.

As someone who’s been selling in this industry, both parts and tools, for many years, Art Richardson of the GEARWRENCH street team, has amassed vast knowledge on how to make the sale. If you’re someone who’s just starting out, he advises finding each shop’s “godfather.”

“Take care of him,” Richardson says. “Then he can tell you about the new hire. He can tell you about who's really having problems paying his bill. He'll tell you who's really a lousy tech and is going to get fired, but it's got to be a certain guy. He's worth it because he can save you a lot of grief.”

Apart from finding someone who can give you the inside scoop, one of the most important things you can do, Richardson notes, is ask questions, listen to the answers, and then take those answers and form them into a sales presentation.

“The greatest attribute a salesperson can have,” Richardson says, “is the ability to listen.”

Sponsored Recommendations

Snap-on Training: Approach to Intermittent Problems

Snap-on's live training sessions can help you develop your own strategy for approaching vehicle repair.

Snap-on Training: ADAS Level 2 - Component Testing

The second video for Snap-on's comprehensive overview of Advanced Driver Assistance Systems (ADAS), covering the fundamental concepts and functionalities essential for automotive...

Snap-on Training: Intro to ADAS

Snap-on's training video provides a comprehensive overview of Advanced Driver Assistance Systems (ADAS), covering the fundamental concepts and functionalities essential for automotive...

Snap-on Training: Guided Component Tests Level 2

The second video for Snap-on's comprehensive overview of Guided Component Tests, covering the fundamental concepts essential for diagnostic procedures.

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!