march2023 - 21
COVER STORY
" That's going to be the biggest thing
because technicians can get their tools
anywhere, so they are actually buying you
and not the tool, " Stinson says. " They are
buying you and what you do for them. "
Especially when it comes to hand
tools. These tools can sell themselves
in most cases, Stinson notes. " If you
don't provide a good service for your
technician as far as after the sale, such
as how the warranty goes, then the tools
are just tools. "
A key piece of advice passed down
Stinson works with his son and plans to pass down his knowledge of the tool selling business.
Photo credit: James Stinson
Whether that's showing them in
person or taking your own video in a
shop or at home, Kenny suggests. If selling
tubing cutters, for example, take a
piece of brake tubing into a shop and
show the technicians how it works and
why it makes jobs easier.
For tool dealer Stinson, when
making the sale, you must also
" sell yourself. "
from his father and what Stinson is hoping
to drill into his son, who has recently
joined him and is running his own route,
is that " if you don't service what you sell
then what you sell is no good. "
His motto is, " You have to be able to
backup what you sell. "
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2/7/23 3:42 PM
Professional Distributor I March 2023 I VehicleServicePros.com 21
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march2023
Table of Contents for the Digital Edition of march2023
Editor's Note: Attitude of Gratitude
Sneak Peek
Most Wanted
Cover Story: Getting a grip on hand and specialty tools sales
In Focus
Diagnostic Tech: Tesla service and repair
Show Me Your Truck: A new lease on life
Go Sell Something: Selling Against Number One
Driving Sales - Power and Air Tools
Tales from the Road: Taking care of business
march2023 - 1
march2023 - 2
march2023 - 3
march2023 - Editor's Note: Attitude of Gratitude
march2023 - 5
march2023 - Sneak Peek
march2023 - 7
march2023 - 8
march2023 - 9
march2023 - 10
march2023 - 11
march2023 - 12
march2023 - 13
march2023 - Most Wanted
march2023 - 15
march2023 - Cover Story: Getting a grip on hand and specialty tools sales
march2023 - 17
march2023 - 18
march2023 - 19
march2023 - 20
march2023 - 21
march2023 - In Focus
march2023 - 23
march2023 - 24
march2023 - 25
march2023 - Diagnostic Tech: Tesla service and repair
march2023 - 27
march2023 - 28
march2023 - 29
march2023 - 30
march2023 - 31
march2023 - Show Me Your Truck: A new lease on life
march2023 - 33
march2023 - Go Sell Something: Selling Against Number One
march2023 - 35
march2023 - Driving Sales - Power and Air Tools
march2023 - 37
march2023 - 38
march2023 - 39
march2023 - 40
march2023 - 41
march2023 - Tales from the Road: Taking care of business
march2023 - 43
march2023 - 44
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