Veteran Jack Coleman relayed a great sales story that is a fantastic technique for all Maintenance Engineering reps to use. Jack keeps track of all lamps his customers use. By doing so he can review his customer’s needs and keep abreast of lamps he is not selling them yet. This pays off in added sales.
His latest sale of new product to an old customer resulted in an order of 10 metal halides. A beautiful order Jack would not have had if he hadn’t kept these good records. By remind the customer that he also carried the world’s best metal halides, Jack is opening the door to more sales for all his customers.