Sales Tip: Relationships with customers

“I take a little more time in the shops that I should,” says Independent distributor Jim Klug. “But at the same time, it’s because we’re relaxed about it, and it lets me get the maximum out of them – for payments and sales.”

Klug uses an everyday example, of when he himself might do the same thing. “You want to get them out (on the truck) because a lot of it is impulse.”

“If I go to the hardware store, and I don’t have a list? I come back from the hardware store with $300 worth of (items) I didn’t go there for, and I don’t have the thing I did go there for,” Klug says, laughing. “That’s what happens with guys, a lot, on the truck too.”