Sales Tip: It pays to be honest

July 4, 2024
Being open about what you're selling and its capabilities is a sure way to secure future business.

“Technology is constantly changing,” Cornwell Quality Tools distributor Steven Errichetti says. “No matter how much you tell somebody, ‘Hey, this is gonna include everything you need.’ You can't say that because a year later or months later, something [new] comes out, and they might just need something more.”

It’s been about four or five years since Errichetti sold his first ADAS unit, and he believes being honest and upfront with your customers is the best way to go. So even though at the time, he provided them with everything he could to perform ADAS services, new targets have come out since then. His customer was aware this would happen, so because Errichetti was honest, whenever they need a new target, they go back to him.

About the Author

Emily Markham | Editor | PTEN and Professional Distributor

Emily Markham is the editor of  Professional Tool & Equipment News (PTEN) and Professional Distributor magazines. These publications are part of the Endeavor Business Media Vehicle Repair Group.

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