Catch the dodger off guard

Nov. 21, 2012
Change-up your routine to catch a "skip" off guard

Bruce Holsinger, a Mac franchisee, likes to change things up when try to catch a "skip." If he's trying to meet up with someone who seems to be dodging him, sometimes he'll run his route backwards for the day so he's at a stop earlier or later than usual. He then will try to park his truck in a different spot than usual and use a different door. Often by doing this he'll surprise a customer who seems to otherwise plan his test drives or bathroom breaks to avoid him. When he approaches the dodger, he gets right to the point.

"I'll be straight with them. I tell them they need to talk to me," Holsinger says. "Not talking to me isn't going to make his problem go away. It's only going to make it worse." He explains they might be able to work things out, but if the customer keeps avoiding him he's going to need to take more drastic measures — like taking back his tools.

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