If you get in to speak with the corporate decision-maker at one of your stops, be ready to let them know that you are their source when they need to make a major equipment purchase. Remind them every single time you’re there. I know this constant reminding may sound lame, but remember that this person has a lot more than you on their mind. Just keep reminding them that you’re there for their needs.
The objective is to get your name and your face in front of the decision-makers so that when the shop foreman goes to them with the next major need, the boss says, “Let’s give YOU a call”. You’ve got to get in the game before you can score a touchdown.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.
