september2022 - 35

dog. It's the same with tools. If at all
possible, allow a squeamish buyer the
opportunity to keep and use that new
tool for a week, and it's a sale.
* A high percentage of the readers of
Professional Distributor magazine
carry one of the major brand's logos
on their trucks. All the major brands
are deep into using a broad-based
social media program. What I mean
is that the weekly email I receive from
the major brands is the same email
thousands of others receive at the same
time. This is good marketing, but you
individually, have the opportunity
to take it one financial step farther.
Start your own simple weekly email
to your customers. Show pictures of
your customers standing by their new
tool storage unit or using their new
grinder. Mention something about
you or your family to help bond your
personal relationship, and adding
something about a customer like a
birth or wedding also adds a personal
touch. End with a picture of something
you are promoting or maybe even a
used tool you have for sale. An hour
a week invested will reap significant
long-term results.
* Learn the " now or never " close. Normally,
the promotional periods for the
major mobile jobbers last four to six
weeks. If it is getting near the end of
a promotional period, and you have a
buyer on the fence, a simple sentence
like, " I know you're still deciding on
this new tool, and I'm not here to push
you, but the promotion is over, and I
don't want you to be upset when the
price goes back up. Should we go ahead
a get this deal done? "
* Finally, set a personal goal to read at
least one sales skills book every two
months to keep up with the latest selling
skills and increase your income.
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 information, click on " PD e-inquiry " at VehicleServicePros.com
2209PTED_BetaTools.indd 1
7/1/22 11:28 AM
Professional Distributor I September 2022 I VehicleServicePros.com 35

http://betatoolsusa.com http://prodistributor.hotims.com/r5/search.asp?action=search&return_by_category=y http://www.VehicleServicePros.com

september2022

Table of Contents for the Digital Edition of september2022

Editor's Note: Is safety top of mind for you?
Sneak Peek
Most Wanted
In Focus
Cover Story: A safe bet
Diagnostic Tech: Putting the 'A' in ADAS
Show Me Your Truck: A new truck without the shine
Go Sell Something: Be the Best
Driving Sales: Diagnostic Test Equipment
Tales From the Road: All in the family
september2022 - 1
september2022 - 2
september2022 - 3
september2022 - Editor's Note: Is safety top of mind for you?
september2022 - 5
september2022 - Sneak Peek
september2022 - 7
september2022 - 8
september2022 - 9
september2022 - 10
september2022 - 11
september2022 - 12
september2022 - 13
september2022 - Most Wanted
september2022 - 15
september2022 - In Focus
september2022 - 17
september2022 - 18
september2022 - 19
september2022 - Cover Story: A safe bet
september2022 - 21
september2022 - 22
september2022 - 23
september2022 - 24
september2022 - 25
september2022 - Diagnostic Tech: Putting the 'A' in ADAS
september2022 - 27
september2022 - 28
september2022 - 29
september2022 - 30
september2022 - 31
september2022 - Show Me Your Truck: A new truck without the shine
september2022 - 33
september2022 - Go Sell Something: Be the Best
september2022 - 35
september2022 - Driving Sales: Diagnostic Test Equipment
september2022 - 37
september2022 - 38
september2022 - 39
september2022 - 40
september2022 - 41
september2022 - Tales From the Road: All in the family
september2022 - 43
september2022 - 44
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