Reliability; Versatility; Support; What Can You Do On The Retail Floor To Become A Top Sales Associate - Yamaha PSR?S650 Dealer Manual

PSR‐S650 "D.I.S.H" by Phil Clendeninn
Practice your presentations – to make it look easy takes having done it once or twice before. Add new skills over the life of
the product. You do not have to know EVERY feature. Find the ones that transfer the CONCEPT of the product to the
customer in a clear fashion. If you have spent 10 minutes with a product you are often 10 minutes deeper into it than the
customer – and sometimes that is all it takes to make the sale. If, for example, you are often asked about recording a
song, then you should set out to learn the steps to do this before you use it as a presentation skill. Having done it before,
even if only a few times, puts you far out in front of someone who has never done it.
RELIABILITY
Sell the Brand Name: YAMAHA. This will serve you well. From a customer standpoint, the name means quality and a long
history with musical instruments (125 years, thanks for asking). Sell your store's reputation. If your store has been the
"local" music store for decades in your community, this speaks volumes to the customer in terms of integrity. The "What
if I have a problem?" question is always in the back of their minds. The value of your store as a trusted local (with the
ability to go to bat for them) should not be under‐estimated.
VERSATILITY
Pay close attention to what they require from the purchase, and key‐in on just those things. Computer connectivity – even
if you cannot show this powerful (and often asked about) feature, make sure you are familiar with what is possible with
the instruments you are tasked with selling. Of course, being able to present this feature is best, but if you cannot, it will
be your description of what is possible that will be KEY.
SUPPORT
Know what comes with it and what they can and NEED to purchase with it. Guide them toward future purchases.
WHAT CAN YOU DO ON THE RETAIL FLOOR TO BECOME A TOP SALES ASSOCIATE
Channel your inner dwarven trio of Nosy, Lazy and Greedy!
NOSY
Qualify the customer. Determine that this is the best purchase they can make based on what they tell you they want to
accomplish. The nosier you are the better prepared you will be to make the appropriate product recommendation. In a
retail situation NOSY is a good thing. You are being helpful – because everything they tell you is information that will help
YOU make the right recommendation for THIS customer. And they will quickly pick up on this – because you will be paying
attention and "QUOTING THEM"
Do pick up this skill:
Quote what your customer says is their goal and show how what you are presenting helps them reach it.
LAZY
The good salesperson only shows the minimum amount to make the sale. Avoid showing too many products. (In a word:
this can be confusing, avoid confusion). Narrow the search before you demo anything.
The maximum number of keyboards shown to a customer should be two.
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