Sales Tip: Tool storage sales

Cornwell Tools dealer John Patterson has set the goal of selling one “tool storage solution” per week on average – be it a $10,000 toolbox or a $500 cart.

When trying to sell toolboxes, Patterson says, there are three things that dealers do that prevent them from finding success:

• They couldn’t get the customer what they needed/were asking for
• Couldn’t finance the customer
• They didn’t ask the customer about upgrading tool storage.

“There will be weeks where I won’t sell anything, and there will be weeks where I go through four, five, six carts and a toolbox,” he says.

Patterson also places an emphasis on customer service when he makes a tool storage sale. He will place a sweatshirt or jacket in the bottom drawer of any box he delivers to a customer, mostly because he sees the value in making a small gesture of gratitude for the sale.