Sales Tip: Listen to the customer

Having been in the business for almost three decades, Mac Tools distributor Glen Black has seen and heard almost everything you can imagine. He claims he’s never had a bad day on the road, but he learned early on an important lesson he will never forget — listen to the customer.

“When I first started, I was ordering tool boxes filled with tools to put on my truck that I liked, not necessarily what my customers liked, and they weren’t selling, so I learned quickly to listen to the customer. I don’t necessarily care for a neon green toolbox, but a lot of young people, that’s all they wanted for a while,” Black notes.