Safety in Numbers
Four tips to help sell safety items to customers old and new
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4. Understand the client’s needs.
Governmental regulations and standards aside, distributors must be aware of how the product will function before ordering safety items. “Distributors do sell to construction companies, for example, where the product is being used every day versus more of the groundbreaking, ceremonial-type items,” Barker said. Obviously, each hat has a different purpose. And though it might seem self-evident, she gets asked “Is it a real hard hat?” quite often. Since there are price differences as well as occupational risks associated with each, asking the right questions can be the difference between getting the sale and not (not to mention keeping end-users
well protected).
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Christen Gruebel
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