The Most Common Attachment Questions Customers Ask (And How You Can Answer Them)

Selling an attachment usually starts with a question.

“Will this work on my machine?”

That sounds simple enough. But anyone who has spent time behind an equipment counter knows the answer isn't always yes or no. Machine size, hydraulic flow, operating capacity, application and even the material being handled can change the recommendation.

That's why some of the best attachment sales conversations begin with the dealer asking a few questions of their own.

“Will it fit my machine?”

Fit involves more than whether the attachment will connect to the coupler. Dealers should know the customer's machine make and model, hydraulic capabilities and operating capacity before making a recommendation.

A 72-inch attachment might physically connect to a machine, for example, but that doesn't necessarily mean it's the right match.

“Do I have enough hydraulic flow?”

This comes up frequently with attachments such as mulchers, brush cutters, breakers and other hydraulically powered tools.

Don't guess.

Start with the carrier's auxiliary hydraulic flow and pressure, then compare those numbers with the attachment's requirements. Matching the attachment to the machine helps the customer get the performance they expect while avoiding a combination that isn't suited for the carrier.

“How big of a tree can it cut?”

It's one of the first questions customers ask about brush cutters and mulchers.

Cutting capacity is important, but so is the application. What kind of vegetation are they dealing with? Is it occasional larger material or acres of dense growth? Are they maintaining property or clearing it?

Understanding the actual job often points to a better answer than simply quoting maximum cutting capacity.

“Which attachment do I actually need?”

This may be the most important question of all.

A customer may walk in asking for a bucket when a grapple would make the work easier. Someone looking at a brush cutter may actually have an application better suited to a mulcher.

Ask what they're trying to accomplish before discussing products.

“How much maintenance does it require?”

Customers want to know what ownership looks like after the purchase. Dealers should be ready to discuss routine inspection, lubrication, wear components, hydraulic connections and recommended maintenance.

That's part of selling the right attachment, too.

At Blue Diamond Attachments, we believe attachment expertise can be one of a dealer's biggest advantages.

Customers don't necessarily need someone who can recite a catalog. They need someone who understands their machine, asks about the work and helps them choose an attachment that makes sense.

Sometimes the most valuable answer a dealer can give starts with:  “Tell me more about the job.”