august2023 - 39
179378213 © Bang Oland | Dreamstime.com
it from you. You have now disappointed
and aggravated your good customer. You
go outside and get back in your truck
wondering what happened.
It's simple. You prequalified this
call as an easy sale. You didn't prepare
properly and now you lost the sale to
the competition and have no one to
blame except the person you see in
your rearview mirror.
NEGATIVE PREQUALIFICATION
The other side of prequalifying a call
is just as deadly.
It's no different than high school.
You wanted to ask someone out that
you had your eye on but were sure
they would turn you down. There
were lots of potential negative reasons:
I'm not a sports star, I'm too tall, I'm
too short, I don't have a cool car, my
family is not well off, and on and on.
So you finally get up the courage,
fumble through your date request and
you are crushed when you get the negative
answer you expected.
With the negative thoughts the
DM planted in the new mobile's head
during the initial field training, they
have pretty well set this newbie up for
failure from the start.
If you walk in the door of a business
smiling, prepared, and expecting
positive results, more often than not
you will get what you've planned for.
There are lots of stories about salespeople
negatively prequalifying sales
encounters. Some are true and some are
made up. Like the one about the store
salesperson who treated an old man
driving a beat-up F-150 pickup poorly
by assuming he had no money to buy
anything nice. Who then turned out to
be Sam Walton, the founder of Walmart,
and one of the world's richest individuals.
He just liked driving his old F-150.
Approach every call with the seriousness
it deserves and every customer
with a smile and a positive mental attitude.
Whether the customer is smiling
or frowning it shouldn't really matter.
Sales are contingent upon the attitude
of the salesperson and not the attitude
of the prospect.
Now, go sell something!
ALAN W. SIPE has spent
the last 42 years in the
basic hand tool industry
including positions as
president of KNIPEX Tools
North America, senior vice president
of sales and marketing at Klein Tools,
manager of special markets at Stanley
Tools, and sales manager at toolbox
manufacturer Waterloo Industries.
Currently, Sipe is the owner of Toolbox
Sales and Consulting, a company
specializing in sales strategy, structure,
development, and training.
alansipe@gmail.com
Professional Distributor I August 2023 I VehicleServicePros.com 39
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august2023
Table of Contents for the Digital Edition of august2023
Editor's Note – Stock up!
Sneak Peek
Most Wanted
Exclusive – Innovation Awards
In Focus
Cover Story – Turning up the pressure
Diagnostic Tech – Leveraging shop management and service information systems
Show Me Your Truck – Fresh off the show floor
Go Sell Something – The dangers of prequalifying
Driving Sales – Shop Equipment and Tool Storage
Tales from the Road – How Leuschner saved Christmas
august2023 - 1
august2023 - 2
august2023 - 3
august2023 - Editor's Note – Stock up!
august2023 - 5
august2023 - Sneak Peek
august2023 - 7
august2023 - 8
august2023 - 9
august2023 - Most Wanted
august2023 - 11
august2023 - Exclusive – Innovation Awards
august2023 - 13
august2023 - 14
august2023 - 15
august2023 - 16
august2023 - 17
august2023 - 18
august2023 - 19
august2023 - 20
august2023 - 21
august2023 - In Focus
august2023 - 23
august2023 - Cover Story – Turning up the pressure
august2023 - 25
august2023 - 26
august2023 - 27
august2023 - 28
august2023 - 29
august2023 - 30
august2023 - 31
august2023 - Diagnostic Tech – Leveraging shop management and service information systems
august2023 - 33
august2023 - 34
august2023 - 35
august2023 - Show Me Your Truck – Fresh off the show floor
august2023 - 37
august2023 - Go Sell Something – The dangers of prequalifying
august2023 - 39
august2023 - Driving Sales – Shop Equipment and Tool Storage
august2023 - 41
august2023 - Tales from the Road – How Leuschner saved Christmas
august2023 - 43
august2023 - 44
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