Sales tip: Pay attention to technicians' teeth

Clint Maxwell, an Independent out of Texas, offers more liberal payment terms than most of his competitors: 10 weeks for most tools.

He also offers credit.

How does he decide whom to extend credit to? The main consideration is the condition of their teeth. "Good teeth indicates they are responsible," Maxwell says. Bad teeth, on the other hand, means they are irresponsible at best and a crack addict at worst.

Maxwell is wary of customers who want to buy high-ticket items without asking questions first.

He is especially wary of young techs who want to buy new toolboxes. "He (the young tech) wants to show (off)," Maxwell says of such people. "You have to see beyond the dollar signs of the sale; you have to see the actual dollars. It's little things like that you have to watch out for."