Sales Tip: Crunch time decisions

Nov. 1, 2019

One good call is always better than two worthless ones.

When you get that late start on the day or are held up along your route, you must carefully decide: is it better to skip that location with one or two technicians and hit the big dealer on-time? Or should you do a halfhearted job on both calls, since you are trying to make up time? One good call is always better than two worthless ones. Would a phone call or text to the small location suffice? How about a text with the latest promotion attached?

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.