Sales Tip: Treat others how you want to be treated

July 30, 2021
Try putting yourself in the shoes of the technicians you’re selling to in order to understand what they need.

“I talk to my customers like I would like to be talked to,” says Cornwell Tools dealer Tim Barker. “I don't try to candy-coat it. I'm not trying to sell something to everybody. I'm brutally honest with them.”

To Barker, honesty is what makes a successful tool distributor. Putting yourself in the shoes of the technicians you’re selling to in order to understand what they need, doing the research to find the right products, and helping the technicians get the best deals on their tools is how Barker runs his truck.

“When you're in sales, there [are] a lot of times that someone will just sell you something regardless [of] if you need it or not,” Barker notes. “I'm not that guy. I want to make sure that [the technicians are] getting exactly what they want.”

Sponsored Recommendations

How to Properly Lubricate your Air Tools

Learn how to properly lubricate your AIRCAT air tools to keep them running at peak performance. Discover essential daily maintenance and storage techniques, along with the right...

Save Time with Standard's Kits & Multipacks

Stock up on essential repair kits! Discover how Standard's multipacks simplify repairs and reduce downtime.

Fuel Injection Training – Pro Tips for Techs

Choosing the right fuel injector matters. Learn best practices for selection and related component recommendations.

ABS Sensor Insights – Get the Right Fit Every Time

ABS sensors are critical to vehicle safety. Learn how they interact with electronic systems and how to choose the best replacement.

Voice Your Opinion!

To join the conversation, and become an exclusive member of Vehicle Service Pros, create an account today!