Rob Pochos notes that much of his success as an independent seller is about having the right attitude, something he’s noticed many dealers lack.
"You've gotta have fun doing this," says Pochos. “You gotta be happy. This is the [techinician’s] happy time. Your visit is a bit of a getaway for the customer. They get to go out into your air-conditioned truck, hear and tell a few jokes, and look at tools. You have to reach out and connect with your customer. You have to be the one to do that. Once you do that, [selling tools] just becomes incredibly easy.”
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