may2023 - 25

COVER STORY
PRODUCTS
TO STOCK
behind you, and a few sales tips for
added guidance, you should be on
track for making the sale.
ONE Edge Pro
FLIR
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e-inquiry " at VehicleServicePros.com
1. Utilize your support team
Maria is a firm believer that as long
as you have the right support behind
you in your diagnostic team, you don't
have to be able to answer every question
your customer asks you.
" I can answer questions on how
HD Mobile II
CanDo
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e-inquiry " at VehicleServicePros.com
my scan tool works and where to go
because I played with the scan tool
and used it to do certain features,
but I can't tell you about a specific
question for that make and model of
a car, " Maria explains. " That's where
our diagnostic team and support team
come into play. I can show you a scan
tool without a problem, but I'm not
worried about being able to answer
all the technical questions for the car. "
TopScan
TOPDON
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e-inquiry " at VehicleServicePros.com
2. Demo mode
Many scan tool manufacturers now
include a " demo mode " on their
devices so technicians can get a feel
for how the scan tool works before
making a purchase.
Gobin explains that on Launch
EV Battery Pack Leak Tester
Flo-Dynamics
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e-inquiry " at VehicleServicePros.com
Tech's X-431 platform, the demo
features " simulates the OBD connection
to a vehicle and allows the
potential customer or user of the scan
tool to view the interface [and] ease of
navigation while allowing the user to
explore the features of the diagnostic
software platform. "
Users can explore features like
vehicle coverage and check out the
tool's ability to diagnose and repair
a variety of vehicles.
Platinum S12
Thinkcar
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e-inquiry " at VehicleServicePros.com
3. Address your customers' needs
When speaking to a customer about
buying a scan tool, Ed likes to start
out by asking them where they're at
in their career and where they'd like
to go. He wants to get a feel for the
customer and whether they're going
to be staying in the auto industry or
are just making a pit stop.
" From there I talk to the technicians
about what they're doing dayin,
day-out and asking them if they
are at a good point in their career or
if they're wanting to further their
knowledge, " Ed says. " That kind of
directs me to which scan to put them
in to make them happiest. "
4. Have the tools available
Forro recommends having an inventory
of the tools you're selling.
" No one likes to wait for shipping, "
he says.
Having that inventory available
also enables you to have a few loaner
or demo tools at the ready, so customers
can try out the device for a while
before making their final decision on
purchasing.
5. Play to your strengths
Ed and Maria both run the truck
together full-time, and they use this
to their advantage.
" You don't come across that very
often in the tool industry, " Maria
notes. " Having both of us present on
the truck allows us to cater to our
customers' needs. If somebody is
asking about a scan tool, one of us
can provide that customer with oneon-one
time while the other one deals
with the rest of the shop. If there are
multiple people with questions, [we
can] field those questions a lot easier
between the two of us. "
The duo also plays off of each
other's strengths.
" Ed has that knowledge of the
technical side of using the scan tool,
whereas I have the knowledge of
setup and functionality of the scan
tool, " Maria explains, " and between
the two of us, it works to our benefit
pretty much every time we start talking
seriously to a customer about a
scan tool. "
Professional Distributor I May 2023 I VehicleServicePros.com 25

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may2023

Table of Contents for the Digital Edition of may2023