Sales tip: A couple strange sales tips you have to try

May 29, 2013
An experienced former franchise holder shares his ultimate sales tricks.

John Seybold, an independent tool distributor based out of Chicopee, Mass., ran up to five different tool trucks simultaneously during his franchise days. He has learned a few tricks selling so many tools, but he only shared with Professional Distributor his two best.

Trick 1: If he hears that a customer is "interested" in a tool, he will often just buy it and present it to the customer. The customer's response typically sounds like, "I don't remember ordering that." Then Seybold responds: "But, you have expressed interest in it!" Most of the time, this results in a purchase.

Trick 2: Seybold's customers also have learned to take advantage of specials. "Oftentimes, they will not want to buy something on clearance so I say, 'Fine, don't buy it.' Then, they need it a few days later. Now, the next time I say 'fine, don't buy it' they are quicker to buy the tool, because they are afraid of that happening again," explains Seybold.

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to [email protected], and see your suggestion featured here!

Sponsored Recommendations

Are you aware of the hidden costs lurking behind ignored maintenance? This eBook reveals how neglecting upkeep can inate repair bills, induce downtime, and harm reliability. ...
Are your KPIs driving real fleet improvement? Learn how to set smarter, data-driven benchmarks, track success like top-performing fleets, and apply proven strategies to optimize...
Fullbay's fifth annual State of Heavy-Duty Repair compiles insights from almost 1,000 experts and over 3,500 shops. If you aren't leveraging these proven data points, your competition...
Quality body repairs on medium- and heavy-duty trucks depend on the use of specialized adhesives, sealers, and other allied materials. Unfortunately, many shops face challenges...