Sales Tip: Don't 'pre-qualify' technicians

May 16, 2018
Aim to sell diagnostics to everyone, no matter their experience level.

When selling diagnostic tools, which can be quite the investment for technicians of any level, it can be easy to 'pre-qualify' customers. In other words, it's easy to assume that entry level technicians would never need or want to purchase an advanced scan tool, so why bother trying to sell to them?

One Matco distributor advises against that train of thought and says to do away with those pre-qualifications. Instead, aim to sell to anyone, no matter the experience level. After all, the Top 20 Matco distributors all sell between two to three diagnostic platforms/tools per month, according to a training session presentation at the 2018 Matco Tool Show. With that kind of equation, we can assume they're not leaving anyone out of their sales. 

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