Sales Tip: Back to basics with your tool truck: Planning

This month we're going back to basics with running your tool truck. In this sales tip, we'll be covering planning. 

• Do you really plan each sales call? Before you walk in the door be prepared for each customer interaction.
  
  • Try this — review a previous presentation where the customers did not buy what you were selling.
    
    • “Last time I was here we talked about a new impact wrench, and you said you really liked the XYZ product I showed you. Since then, I’ve sold several more and the technicians seem to really like (insert some important feature and benefit). I have one on the truck. Would you like me to get it for you?”
  • Know the cool, new tool that will be of benefit to their job. And be darn sure you really know all the features and benefits of the products you will be showing on each call.