Sales Tip: Working with new customers

When independent tool dealer Bob Fyler has a new customer on his truck, he explains it’s important to train that customer on payments up front.

He will start new customers with a smaller balance, having them pay down this amount before adding more sales. “You raise their payments as they buy more.”

Once he establishes this relationship, Fyler says he has built a loyal customer base.

“A lot of young guys are very happy to give you $100 a week,” says Fyler. “Just take good care of them, and keep selling to them, and they’ll just keep coming back.”