Professional Distributor - 37

Photo courtesy of iStock

your job a little easier. I think you'll
agree that's a nice feature, isn't it?"
The next couple presentation insertions could answer various objections
you might hear concerning ratchet
teeth. Just choose the one that fits.
You: "On the subject of ratchet
teeth everyone has their own opinion
about which is best: lots of teeth for less
handle throw or fewer teeth for more
strength. This ratchet has fewer teeth,
so each tooth will have more bulk to
it, making each tooth much stronger.
I'm sure a strong ratchet is what you
are looking for, right?"
You: "On the subject of ratchet
teeth everyone has their own opinion about which is best. We know
that you will often be working in very

tight spaces, and a wrench with many
teeth means you can advance the nut
or bolt with a very small movement of
the handle. I'm thinking that you will
like this feature, won't you?"
No matter how hard you try you
will never come up with all the possible
questions or objections your prospects
may have. But as you present to more
customers you should hear most of
them, and you can build these into
your deal-making presentation.

SOME SIDE THOUGHTS
FOR SUCCESSFUL SELLING
Honor their objections
What do you do when someone
comes up with a really odd objection?
I know that inside your head you may

be screaming "That is the dumbest
question I ever heard!" But outwardly
you must answer with a smile and a
calm, logical explanation. Honor their
objection with "That's a great question,"
or "I never thought of that," and then
politely give them an answer. No one
wants to feel their question is stupid,
even if it really is.
Answer their objection... later
If a prospect has a question or
objection that you are going to cover
later in your presentation, simply say
"That is a good question, which I will
cover later in my presentation." This
way you honor their question but you
keep your presentation on track, so you
do a great job.
Now... go sell something!

Professional Distributor I May 2019 I VehicleServicePros.com 37



http://www.VehicleServicePros.com

Professional Distributor

Table of Contents for the Digital Edition of Professional Distributor

Editor's Note
Special Report: Customer Service Superstars
Sneak Peek
Most Wanted
2019 PTEN Innovation Awards Nominees, Part 1
Show Me Your Truck
Product Training
Go Sell Something
In Focus Products
Diagnostic Discourse
Driving Sales
Tales From the Road
Professional Distributor - 1
Professional Distributor - 2
Professional Distributor - 3
Professional Distributor - Editor's Note
Professional Distributor - 5
Professional Distributor - Special Report: Customer Service Superstars
Professional Distributor - 7
Professional Distributor - 8
Professional Distributor - 9
Professional Distributor - 10
Professional Distributor - I1
Professional Distributor - I2
Professional Distributor - 11
Professional Distributor - 12
Professional Distributor - 13
Professional Distributor - Sneak Peek
Professional Distributor - 15
Professional Distributor - 16
Professional Distributor - 17
Professional Distributor - 18
Professional Distributor - 19
Professional Distributor - Most Wanted
Professional Distributor - 21
Professional Distributor - 2019 PTEN Innovation Awards Nominees, Part 1
Professional Distributor - 23
Professional Distributor - 24
Professional Distributor - 25
Professional Distributor - 26
Professional Distributor - 27
Professional Distributor - 28
Professional Distributor - 29
Professional Distributor - 30
Professional Distributor - 31
Professional Distributor - Show Me Your Truck
Professional Distributor - 33
Professional Distributor - Product Training
Professional Distributor - 35
Professional Distributor - Go Sell Something
Professional Distributor - 37
Professional Distributor - In Focus Products
Professional Distributor - 39
Professional Distributor - 40
Professional Distributor - 41
Professional Distributor - Diagnostic Discourse
Professional Distributor - 43
Professional Distributor - 44
Professional Distributor - 45
Professional Distributor - Driving Sales
Professional Distributor - 47
Professional Distributor - 48
Professional Distributor - 49
Professional Distributor - Tales From the Road
Professional Distributor - 51
Professional Distributor - 52
https://www.nxtbook.com/endeavor/professionaldistributor/diagnosticsupplement-1223
https://www.nxtbook.com/endeavor/professionaldistributor/december2023
https://www.nxtbook.com/endeavor/professionaldistributor/october2023
https://www.nxtbook.com/endeavor/professionaldistributor/september2023
https://www.nxtbook.com/endeavor/professionaldistributor/august2023
https://www.nxtbook.com/endeavor/professionaldistributor/july2023
https://www.nxtbook.com/endeavor/professionaldistributor/2023scantoolspecguide
https://www.nxtbook.com/endeavor/professionaldistributor/june2023
https://www.nxtbook.com/endeavor/professionaldistributor/may2023
https://www.nxtbook.com/endeavor/professionaldistributor/april2023
https://www.nxtbook.com/endeavor/professionaldistributor/march2023
https://www.nxtbook.com/endeavor/professionaldistributor/february2023
https://www.nxtbook.com/endeavor/professionaldistributor/december2022
https://www.nxtbook.com/endeavor/professionaldistributor/october2022
https://www.nxtbook.com/endeavor/professionaldistributor/september2022
https://www.nxtbook.com/endeavor/professionaldistributor/august2022
https://www.nxtbook.com/endeavor/professionaldistributor/july2022
https://www.nxtbook.com/endeavor/professionaldistributor/june2022
https://www.nxtbook.com/endeavor/professionaldistributor/may2022
https://www.nxtbook.com/endeavor/professionaldistributor/april2022
https://www.nxtbook.com/endeavor/professionaldistributor/march2022
https://www.nxtbook.com/endeavor/professionaldistributor/february2022
https://www.nxtbook.com/endeavor/professionaldistributor/december2021
https://www.nxtbook.com/endeavor/professionaldistributor/october2021
https://www.nxtbook.com/endeavor/professionaldistributor/september2021
https://www.nxtbook.com/endeavor/professionaldistributor/august2021
https://www.nxtbook.com/endeavor/professionaldistributor/professional-distributor-july-2021
https://www.nxtbook.com/endeavor/professionaldistributor/june2021
https://www.nxtbook.com/endeavor/professionaldistributor/may2021
https://www.nxtbook.com/endeavor/professionaldistributor/professional_distributor_april_2021
https://www.nxtbook.com/endeavor/professionaldistributor/march2021
https://www.nxtbook.com/endeavor/professionaldistributor/february2021
https://www.nxtbook.com/endeavor/professionaldistributor/Diagnostic_Process_December_2020
https://www.nxtbook.com/endeavor/professionaldistributor/Professional_Distributor_December_2020
https://www.nxtbook.com/endeavor/professionaldistributor/october2020
https://www.nxtbook.com/endeavor/professionaldistributor/september2020
https://www.nxtbook.com/endeavor/professionaldistributor/collisionrepairsupplement-0820
https://www.nxtbook.com/endeavor/professionaldistributor/august2020
https://www.nxtbook.com/endeavor/professionaldistributor/july2020
https://www.nxtbook.com/endeavor/professionaldistributor/scantoolsupplement
https://www.nxtbook.com/endeavor/professionaldistributor/june2020
https://www.nxtbook.com/endeavor/professionaldistributor/may2020
https://www.nxtbook.com/endeavor/professionaldistributor/april2020
https://www.nxtbook.com/endeavor/professionaldistributor/march2020
https://www.nxtbook.com/endeavor/professionaldistributor/Hand_Tool_Supplement_0220
https://www.nxtbook.com/endeavor/professionaldistributor/february2020
https://www.nxtbook.com/endeavor/professionaldistributor/december2019
https://www.nxtbook.com/endeavor/professionaldistributor/heavydutydiagnosticsstudy2019
https://www.nxtbook.com/endeavor/professionaldistributor/october2019
https://www.nxtbook.com/endeavor/professionaldistributor/september2019
https://www.nxtbook.com/endeavor/professionaldistributor/august2019
https://www.nxtbook.com/endeavor/professionaldistributor/july2019
https://www.nxtbook.com/endeavor/professionaldistributor/june2019
https://www.nxtbook.com/endeavor/professionaldistributor/scantoolspecguide-june2019
https://www.nxtbook.com/endeavor/professionaldistributor/may2019
https://www.nxtbook.com/endeavor/professionaldistributor/april2019
https://www.nxtbook.com/endeavor/professionaldistributor/march2019
https://www.nxtbook.com/endeavor/professionaldistributor/february2019
https://www.nxtbookmedia.com