Sales Tip: Selling tools is secondary

June 27, 2024
Customers can buy most of their equipment anywhere, but distributors can do more than sell tools.

Independent tool dealer James Stinson says that when making the sale, you must also “sell yourself.”

“That’s going to be the biggest thing because technicians can get their tools anywhere, so they are actually buying you and not the tool,” Stinson says. “They are buying you and what you can do for them.”

Especially when it comes to hand tools. These tools can sell themselves in most cases, Stinson notes. “If you don’t provide a good service for your technician as far as after the sale, such as how the warranty goes, then the tools are just tools.”

A key piece of advice passed down from his father and what Stinson is hoping to drill into his son, who has recently joined him and is running his own route, is that “if you don’t service what you sell, then what you sell is no good.”

“You've got to be able to back up what you sell.”

About the Author

Kayla Nadler | Associate Editor | Vehicle Repair Group

Kayla (Oschmann) Nadler is an associate editor for the Vehicle Repair Group.

With an education in journalism and public relations, Nadler contributes to Professional Tool & Equipment News (PTEN) and Professional Distributor magazines, as well as VehicleServicePros.com.

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