The world of mobile tool selling is much different than many other sales careers. To start, you go to your customers instead of the other way around. You go to their place of work, and you have face-to-face conversations with many of them. Because you’re entering their space, you also have to be cognizant of causing as little distraction to them as possible. Your customers have work they need to do just like you, so make sure you’re presenting yourself as a sales professional.
1. Stay on topic
As Alan Sipe mentions in this month’s Go Sell Something article, if you stop by a shop and start talking about the weather, the score from last night’s game, this funny thing your cat did, etc., etc. … none of these conversations will help you sell any tools.
Your customers' time to visit your truck or chat with you is limited, so be sure to make the most of it. Ask them if there’s anything they need, tell them about the newest tool/s on your truck, and follow up on any questions they may have had on your last visit.
2. Stock relevant inventory
This month’s featured Tales from the Road distributor, Troy MacRae, makes sure he stocks the tools and equipment his variety of customers need, and that allows him to best take care of them.
“I shop and buy the inventory that allows me to be consistent with inventory levels on the truck with those items,” MacRae says, “but more importantly, the ones that offer warranties. You gotta figure they're gonna break the tool at one time or another.”
He also makes sure to stock the popular or “trendy” products for his customers. On MacRae’s truck the Milwaukee Tool products are a favorite among his customers.
“Milwaukee is hotter than ever,” MacRae explains. “I have enough inventory to fill the pipeline to keep the customers so they don't go to the box stores or buy online.”
3. Demo the technical products
Not every tool is as simple to understand as a hammer, screwdriver, wrench, etc ... Some require a bit more of an explanation. In our cover story this month, we talk about J2534. Independent distributor, Jared Charlesworth, always has a diagnostic tool turned on for his customers to interact with. By allowing them to play with the tool before purchasing it, they’re able to decide if it’s a good fit for them and their shop.
These are just a few ways you can show up as a professional for your customers. What does being a professional distributor look like for you?
