december2022 - 34
GO SELL SOMETHING
Now, you practice (not memorize)
your presentation a few times, going
through the features and benefits one
by one and throwing in some trial
closes as you go along.
At this point, if you are convinced
you're ready to make a customer
presentation, it's time to get out and
give it a try.
A huge mistake that many people
will make is to get all excited
and make their first presentations
to major prospects. This can easily
spell disaster. Just like a Broadway
play, they start out off-Broadway to
get everything right.
Start out with a few of your smaller
or less likely-to-buy prospects so that
you can work the bugs of your presentation
out. Small prospects will
probably have most of the same questions
and objections as big prospects,
and you will now have the opportunity
to smooth out your presentation before
you hit the big-one.
At this point, you have a decision to
make. If this new gizmo is really complex,
you may or may not want to make
yourself a cheat-sheet of the features to
have with you for your presentations.
I know you're thinking this will look
unprofessional. What is unprofessional
is forgetting a few of the major features
and blowing the sales opportunity.
If I were still working for a tool
manufacturer, I'm sure my marketing
people would be providing you with a
valuable sales tool like this. Unfortunately,
most don't, so you're on your
own to put this together. Additionally,
I'm sure your district manager would
be happy to distribute your feature/
benefit sheet
to the others in the
district or region.
It's simple: The more you know, the
better you'll do.
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
FOR MORE CONTENT AND RESOURCES!
INCLUDING...
* VIDEOS
* LATEST INDUSTRY NEWS
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2209PTED_VSPHouseAd.indd 1
8/12/22 4:19 PM
34 Professional Distributor I December 2022 I VehicleServicePros.com
https://www.vehicleservicepros.com/
http://www.VehicleServicePros.com
december2022
Table of Contents for the Digital Edition of december2022
Editor's Note: The technician shortage is getting real
Sneak Peek
Most Wanted
Electric vehicles - coming to a shop near you
In Focus
Diagnostic Tech: Using digital tools to reduce the friction of running a shop
Show Me Your Truck: 'Look at that Bad Larry!'
Go Sell Something: Writing a sales pitch
Driving Sales
Tales From the Road: An entrepreneurial spirit
SEMA/AAPEX Wrap-up
Diagnosing Progress
Common diagnostics and trends in hybrid and electric vehicles
Diagnosing faults on modern vehicles
The real cause of P0420/P0430 DTCs
How diagnostic tools cut through the ADAS confusion
When the tools become the tutor
Diagnostic products
december2022 - 1
december2022 - 2
december2022 - 3
december2022 - Editor's Note: The technician shortage is getting real
december2022 - 5
december2022 - Sneak Peek
december2022 - 7
december2022 - 8
december2022 - 9
december2022 - 10
december2022 - 11
december2022 - Most Wanted
december2022 - 13
december2022 - Electric vehicles - coming to a shop near you
december2022 - 15
december2022 - 16
december2022 - 17
december2022 - 18
december2022 - 19
december2022 - 20
december2022 - 21
december2022 - In Focus
december2022 - 23
december2022 - 24
december2022 - 25
december2022 - Diagnostic Tech: Using digital tools to reduce the friction of running a shop
december2022 - 27
december2022 - 28
december2022 - 29
december2022 - Show Me Your Truck: 'Look at that Bad Larry!'
december2022 - 31
december2022 - Go Sell Something: Writing a sales pitch
december2022 - 33
december2022 - 34
december2022 - Driving Sales
december2022 - 36
december2022 - 37
december2022 - Tales From the Road: An entrepreneurial spirit
december2022 - 39
december2022 - SEMA/AAPEX Wrap-up
december2022 - 41
december2022 - 42
december2022 - 43
december2022 - 44
december2022 - A1
december2022 - A2
december2022 - A3
december2022 - Diagnosing Progress
december2022 - A5
december2022 - Common diagnostics and trends in hybrid and electric vehicles
december2022 - A7
december2022 - Diagnosing faults on modern vehicles
december2022 - A9
december2022 - The real cause of P0420/P0430 DTCs
december2022 - A11
december2022 - How diagnostic tools cut through the ADAS confusion
december2022 - A13
december2022 - A14
december2022 - A15
december2022 - When the tools become the tutor
december2022 - A17
december2022 - A18
december2022 - A19
december2022 - A20
december2022 - Diagnostic products
december2022 - A22
december2022 - A23
december2022 - A24
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