Sales Tip: Reading customers

Independent distributor Nathen Arnold says he understands how to read his customers. He knows which shops he’ll have success with when he totes and promotes. His rapport with them goes beyond a business transaction, but he keeps a balance of being friendly and helpful, while remaining efficient.

“I think time management is a big factor in this business – so I can tell by body language if these guys really want something, or if they’re just hanging out doing nothing.”

He says a big challenge for any distributor is time management.

“If you don’t manage your time, all of a sudden you wake up and you just talked 30 minutes about a guy’s boat, and it really didn’t get you anywhere. You have to find a balance.”