Say a call comes in and XYZ dealer needs a new major compressor. Now what? Ascertain if this is an emergency or just a near-term need. If it is an emergency, set an appointment immediately. If it is a longer-term need, set the appointment during your next scheduled stop at that location.
Ask as many questions as you can about the need. The more you know, the better you can prepare. Assemble the appropriate literature and begin to develop your pricing too. Your regular company catalog page will probably not have enough detailed information for a major purchase, so contact your company product manager or the manufacturer for what you need. If it’s a really quick deal, get the information emailed to you and use your laptop for your show, tell, and sell.
If you are not 100 percent sure you have everything you need for the sales call, try to get the manufacturer’s salesperson on a Zoom call and have them as part of your presentation. This is a great way to look good to your prospect and get all the answers they need quickly. You want to be the first presenter so any supplier who presents after you is in a weaker defensive comparative position.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.