Sales Tip: Focus on the process

Cornwell Tools dealer John Patterson learned a saying during his days as a diagnostic technician that he feels perfectly sums up his approach toward his job as a tool dealer: “Don’t trip over dollar bills to get to nickels.”

This phrase is a helpful reminder for him not to focus too much attention and energy on the inevitable and ultimately inconsequential day-to-day frustrations that come along with trying to sell tools for a living and, instead, remain focused on what truly affects his business’s bottom line.

“I just stay on track and look at the picture, and the little stuff falls in place,” says Patterson.

“Success is all about repetitiveness and being quick on your feet to the point that it is natural,” he continues. “And I think customers pick up on that.”