If a technician has an old or small storage cabinet, ask them about it. You’ll never know if they are ready to buy for sure if you don’t just ask. First, treat everyone with respect and enthusiasm as you get to know them. Ask lots of questions about their choice of tools and supplies, such as where they get them, why do they buy from there, and if they would consider buying from you.
Resist the urge to ask the real question that is bouncing around in your head: “When are you going to replace that rusty old toolbox?”
Instead, ask: “As your business grows, do you think your current tool storage will handle your additional tools, or do you think you will need to get something with more space?”
You’re not saying their old box is a piece of junk; you’re selling them on the idea of more space.
Soft, non-threatening questions will often get you the answers you’re looking for… and not aggravate the prospect.
