Sales Tips: Know the basics of scan tools

When it comes to selling scan tools you don’t have to be an expert, but Cojali USA's vice president of sales and marketing, Bruno Gattamorta does advise knowing the basics: the tool’s coverage, usability, and return on investment (ROI). Knowing anything beyond this is great, but if a customer asks a question you just don’t have the answer to, do your best to find that answer for them or point them in the direction of someone who can answer their question.

Many companies offer some kind of customer service resource – such as classes, webinars, videos, or simple documents answering the most frequently asked questions.  

“As one of our top salesmen says, ‘When we educate, we sell,’” Gattamorta says.