Sales Tip: Plan sales presentations around high-margin items

July 14, 2023

It might seem like the easiest route when putting together a sales presentation is to promote the inexpensive or discounted products. Instead, invest valuable selling time on more profitable items such as tool storage or other high-margin items.

Alan Sipe

Sales Tip: Plan sales presentations around high-margin items

One way to look at your margin problem is to look at what you are promoting during your sales presentations. Yes, promoting the inexpensive or heavily discounted product your brand has on special this month may be an easy sale. However, using your valuable selling time on promoting low-margin products may not be the best for your take-home pay. Of course, you may want to mention the latest product promotion but invest your major selling time in more profitable items such as tool storage, EV battery and powertrain lift tables, exhaust analyzers, or other high-margin items.

Plan your sales presentations around profit instead of ease and your net will improve nicely.

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.