Sales Tip: Set yourself up for success

May 2, 2024
Increase your sales by offering prospective customers more than just the tool they need.

Independent tool distributor Mike Yarter does a few things to set himself up for success aside from owning a second truck, starting with keeping a lot of inventory on board. So much so that he’s even had customers comment that he has the most out of the other trucks in the area.

“I've learned over the years that these individuals are very what's on their mind right now…so when they come on [my] truck and they see it, ‘Oh, man, that's what I need, right there.’ It helps my sales,” Yarter says.

It’s not just a surplus of inventory that helps Yarter make the sale, it’s the customer service he offers. If a customer calls him saying they need a tool right away, Yarter doesn’t hesitate to use his personal vehicle to drive it to their location. He also handles all the warranties for his customers. If a tool is broken and needs to be repaired or replaced, Yarter will reach out to the company and get it handled for the technician. On top of that, he will help finance larger purchases for some customers who may not have the credit to finance the purchase themselves.

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