Yamaha PSR?S650 Dealer Manual
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Also See for PSR?S650:
- Owner's manual (77 pages) ,
- Service manual (70 pages) ,
- Reference manual (53 pages)
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Summary of Contents for Yamaha PSR?S650
- Page 1 PSR “DEALER INCREASE The Yamaha PSR‐S650 SALES HANDBOOK” “D.I.S.H” By Phil Clendeninn ...
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Page 2: Table Of Contents
PSR‐S650 “D.I.S.H” by Phil Clendeninn CONTENTS Positioning Statement ................................ 3 Who is the Customer? ................................ 3 Top Features .................................. 3 What’s in the Box? ................................ 4 What’s for FREE? .................................. 4 Add‐on Sales .................................. 4 INTRODUCTION .................................. 5 SOUND .................................... 5 TIP ..................................... 5 EASE OF USE .................................. 5 RELIABILITY ................................... 6 VERSATILITY .................................. 6 SUPPORT .................................... 6 What can you do on the retail floor to become a TOP SALES ASSOCIATE ................ 6 NOSY ..................................... 6 LAZY ...................................... 6 GREEDY .................................... 7 Skill Level One (Everyone should know) ........................... 8 BASIC SCRIPT .................................... 8 MAIN VOICE .................................. 8 DUAL VOICE ... - Page 3 PSR‐S650 “D.I.S.H” by Phil Clendeninn OTS ..................................... 12 Customize a STYLE ................................ 12 Show SCORE and LYRIC ............................... 13 LYRIC DEMO.................................. 13 Summary .................................... 13 Level Three (Advanced S650 CONCEPT selling) ........................ 14 REGISTRATIONS .................................. 14 Fun ...................................... 14 BOLDLY GO WHERE NO SALES ASSOCIATE HAS GONE BEFORE… .................. 15 DID YOU KNOW? ................................ 15 2 ...
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Page 4: Positioning Statement
PSR‐S650 “D.I.S.H” by Phil Clendeninn YAMAHA PSR‐S650 ARRANGER KEYBOARD POSITIONING STATEMENT The PSR‐S650 entry‐level Arranger Keyboard features an internal FlashROM Expansion capable of storing up to 16MB of sample data. There are 181 built‐in Styles ready to perform with you while writing songs or just jamming. Record your songs or jam sessions using the built‐in 16‐track sequencer. Use the PSR‐S650's USB TO DEVICE port to store to and recall data from a USB flash drive. Create custom Styles by mixing and matching parts and sections from the internal Styles. Use the USB TO HOST port to connect to your computer and use the S650 as a 64‐note, multi‐timbral tone generator. WHO IS THE CUSTOMER? “Live” performance player A customer that wants the best sounds in the industry Customers who want a workstation light enough to take to the gig TOP FEATURES Yamaha’s renowned Sound Quality 864 high‐quality instrument Voices, Drum Kits and Sound Effects Guitar‐Enhanced Styles with MegaVoices Dual and Split keyboard modes XG/XG‐lite/GM compatibility Ensures compatibility with thousands of outstanding MIDI files from yamahamusicsoft.com 9 preset and 1 user scale for playing alternate tunings AI Fingered chord voicing mode 3 ... -
Page 5: What's In The Box
Style Creator 16‐track song recorder Score and Lyric display Connectivity and Storage USB TO HOST and USB TO DEVICE ports Expansion 16MB FlashROM for adding additional Voices, Drum Kits and Styles Lightweight body (weighs just 16 pounds!) Sound system built‐in WHAT’S IN THE BOX? Power Adapter (PA301) Owner’s manual / Data List My YAMAHA Product User Registration Music rest WHAT’S FOR FREE? Sample Voice and Style Expansion packs: http://4wrd.it/vse Free full Voice and Style Expansion pack code on box! ADD‐ON SALES Optional Yamaha Accessories FC4/FC5: Sustain pedal PKBB1: Bench RH3C: Headphones YBA611: Gig Bag ... -
Page 6: Introduction
PSR‐S650 “D.I.S.H” by Phil Clendeninn PSR‐S650 DEALER INCREASE SALES HANDBOOK: QUICK START “CONCEPT SELLING” RETAIL READY: POWER PRESENTER'S GUIDE TO PSR‐S650 INTRODUCTION Understand that there is more to selling these keyboards than price point. In general, as with all sales, you will need to address the five major concerns of a technology purchase before the customer agrees to a price. Learn to view your presentation from “the customer” perspective and address these key points: SOUND This is easy as the sound system in this product is built‐in, but check it every day. You will not be able to impress the customer if a speaker is blown or faulty. Stay alert – the wrong power supply can adversely affect this product. It is worth checking that the proper (Yamaha) power supply is being used. TIP To avoid inheriting weird settings: HOLD the highest “C” while powering up to RESET the unit to Factory condition. EASE OF USE This will be a perception of the customer based on how knowledgeable and confident you are in showing and telling them about the product. Show what you can show well! As you gain confidence showing a feature you will notice its impact on the customer. Struggle with a feature and see how quickly you lose them. Remember the rule: Tell them what you are going to show them Show them Tell them what you showed them again. This works on many levels in a product presentation – it adds credibility to what you are doing and when they agree with you, you know that they grasp the concept. As you get to know the product better, add new presentation routines to your tool kit. Just “how many” routines you need will depend on the product and your customer base. In general, the more you know the better prepared you are to make sales. 5 ... -
Page 7: Reliability
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. 6 ... -
Page 8: Greedy
PSR‐S650 “D.I.S.H” by Phil Clendeninn Never show the entire room. Go back to NOSY, until you 'know' which one they are going to buy. LAZY on the retail “selling” floor can only be accomplished if you are PREPARED. Being prepared on a product means is it READY TO PLAY and SOUNDS GOOD, immediately. GREEDY Greed is good. It reminds you to sell them absolutely everything they are going to need to have a joyous experience. Remember selling TICKLE ME ELMO without his batteries is not doing the customer a favor. This is why greed is good… you are not going to forget to mention to them absolutely everything they need to make this purchase work for them in their LIFESTYLE. And you will know what that is because you are NOSY and LAZY. "No one leaves with just one box" The art of the add‐on is never letting them leave without everything they need as if they were a family‐member. They will thank you for it. Stand, case, cover, pedals, headphones, speakers, additional content, cables, music books, storage device... Even if they do not buy it all, you are planting seeds for future sales. 7 ... -
Page 9: Skill Level One (Everyone Should Know)
PSR‐S650 “D.I.S.H” by Phil Clendeninn PSR‐S650: LEVEL 1 DEALER INCREASE SALES HANDBOOK: QUICK START TO “CONCEPT SELLING” SKILL LEVEL ONE (EVERYONE SHOULD KNOW) VOICE ‐ Find the sounds (Category Search) BASICS: Layer /Split = DUAL and SPLIT script Play with a Drum Groove BASIC SCRIPT The majority of decisions to purchase a music instrument can be traced to the sound of the instrument. This is the most important portion of your presentation. Focus customer attention on the screen. Be sure they are looking at what you are talking about at the moment. Customer: "Wow, that's a lot of buttons" This is an 'ease of use' objection. Do not overlook it. Address it directly. Divide the front panel so they have a way to approach it: "The screen makes it easy to work. In general, things to the left of the screen are about CONTROL, things to the right of the screen are about SELECTION". You can return to the MAIN screen by pressing the [EXIT] button. MAIN VOICE Explain and use the terminology as indicated on the front panel. Nothing is more disconcerting to a customer than the sales associate calling it a "Patch" when that word appears nowhere on the instrument. Call it a VOICE... Because that is what it is called on the product you are selling. Remember, the customer is trying to understand what you are talking about. Everything you show them that makes sense goes into the column “Helping to make the sale”, while everything you discuss that they do not understand goes into the column “Sales prevention.” Tell them: “Let's find a Voice” Show them: Point to where on the screen the information is shown: [VOICE] Main Tell them: “Recalling any sound is easy” Press a VOICE Category button on the right front panel. Show in the screen: “The PIPELINE” – The current VOICE Category is shown in the center, and how the previous and next VOICE Categories are shown to the left and right, respectively. In the screen below “FLUTE & WOODWINDS” is the current Category. To the LEFT is “Saxophone” and the next to the RIGHT is the “Organ” Category. 8 ... -
Page 10: Dual Voice
PSR‐S650 “D.I.S.H” by Phil Clendeninn The Cursor Arrows to the LEFT and RIGHT of the DATA WHEEL are labeled “CATEGORY”. You can always see what Category is coming up next and which one you just passed. The DATA WHEEL or the [‐1/NO] and [+1/YES] buttons select individual VOICES within the Category. Quickly show – navigation to two other selections. After showing three selections, usually every person “gets it”. The really bright get it the first time. Most everyone gets it on the second try, and even those not paying too much attention get it by the time you show it the third time. Get in the habit of working in THREEs – as a strategy. DUAL VOICE “DUAL” is the word on the front panel and is simply LAYERING two VOICES. Tell them: “Creating a DUAL (or layer) is easy” Show them: Press the DUAL button and mention that the LED lights up to indicate it is active. Tell them: “Layering via the DUAL feature is easy” Anticipate the questions you will get about choosing an alternate layer... What you need to know: Press and HOLD the Dual button to take the shortcut to the DUAL SELECT SCREEN. How easy is this? Change the DUAL Voice. Then Press [EXIT] to return to the main screen. LEFT VOICE “LEFT” is the “split” function where you have different sounds in the left and right hand. RINSE and REPEAT the “Tell them ‐ show them – tell them” scenario. GIVE THE DRUMMER SOME Remember that not everyone needs to see a full accompaniment demonstration. Particularly, if you are not skilled in that type of presentation, do not feel obligated to go where you are not (yet) comfortable. How will you know which customers need to see the accompaniment? You can find a way to ask – remember you are “nosy” and this is a good thing in a sales situation. But everyone needs to see/hear the "hip metronome", and here is why: In general, it is more fun to play along with a timing device and even better than the click of a metronome is the drum Styles built‐into the keyboard. Don't go looking for a specific drum pattern; simply press the START/STOP button to get some drums going. Then select a different pattern while explaining how compelling it is for getting the feel happening. Script: 9 ... -
Page 11: Using The Factory Demo
PSR‐S650 “D.I.S.H” by Phil Clendeninn “The S650 features a metronome.” {Press the Metronome button, then after a few moments…} “But it is more fun playing along with a drummer {Press the START/STOP button; then turn off the metronome} Using the same Category “Pipeline”, show how to navigate the Drum STYLES by category. USING THE FACTORY DEMO Every sales associate should check out the Factory Demo. You can easily start it by pressing the [DEMO] button. Many a presentation can start right here. While you are building your skills of presentation – it can serve as a useful tool, giving you an overview of the product. Also, if and when you are asked about a feature that you are not yet versed in, the DEMO can serve the customer, as well. View it from the point‐of‐view that it “pitches” itself to the viewer. If you have not watched it – do so, and do so before you engage customers so that you know when and if it is appropriate to use it in a sales situation. You’ve determined that the S650 presentation is right for THIS customer. When you walk up to the S650, make sure that the customer can be comfortable in front of it when you invite them to take up that position. Initially, you want to stand in the “sweet spot” – (the playing position). While you are in this spot you have control, relinquishing it is an important moment in the sales process. First thing you want to do as you invite them into the sweet spot is reach over the top of the S650 (just to the right of where the screen is) and find the SCREEN CONTRAST knob. Adjust the screen radically and ask them when it is right. Why? Because what is going to appear in the screen IS IMPORTANT. And just as you would not hand an out of tune guitar to a customer, you would not invite a customer into the sweet spot if the screen is not visible to them. If you are taller or shorter than the customer you cannot be sure they are seeing what you are seeing. Do a voice over – Important information: All of the sounds they are hearing are actually made by the tone engine of the S650. Do not assume that they know this… 10 ... -
Page 12: Level Two (Intermediate)
PSR‐S650 “D.I.S.H” by Phil Clendeninn PSR‐S650: LEVEL 2 DEALER INCREASE SALES HANDBOOK: QUICK START TO “CONCEPT SELLING” LEVEL TWO (INTERMEDIATE) ACCOMPANIMENT Basics Customize a STYLE Feature Tour: Chord recognition, Musical Sections, OTS When you are ready and comfortable, you can use the tremendous amount of content in the keyboard that is already setup for you. Be careful to state that everything you are showing them is fully customizable. Do not assume that they understand what an accompaniment engine is all about. In fact, STATE THE OBVIOUS, even though you think it is obvious, it may not be to everyone. Remember, some people think the accompaniment is fixed. They may think that you are playing along with a fixed recording ‐ so the first thing you want to show is that YOU are controlling the backing "band" (refer to them as the “band", talk about the drummer, the bass player, etc.) in an interactive manner. Remember to identify each instrument that is being heard. Do not assume they are able to identify all of the instruments. Take your time – remember it is SHOW and TELL. SIMPLE ACCOMPANIMENT “CONCEPT” CHOP: You will have selected a STYLE that works for you. Example: “Brazilian Samba” A simple start is to activate the ACCOMPANIMENT and its features, then play a left‐hand chord and show how it is identified in the screen. Then CHANGE the chord. Press the [ACMP] button to activate the ACCOMPANIMENT (lights) Press the [OTS] button (lights) Press the [AUTO FILL] button (lights) Press the [INTRO III] button – for the most elaborate introduction Press the [SYNC START] button – lights announce the tempo What you know is that this splits the keyboard so the left hand (below F#2) will give instructions to the backing band’s chordal instruments what chord qualities to play, and gives the drummer instructions to start playing. A simple CONCEPT TRANSFER is that it is “CHORD INTELLIGENT”. Tell them: “I can control the backing band with my left hand” Show them: Play a C Major 7 chord and show them it is recognized in the lower left corner of screen – Change the chord (C Minor 7) and show how it detected in the screen and ask them to listen as the accompaniment ... -
Page 13: Deluxe Style Presentation
PSR‐S650 “D.I.S.H” by Phil Clendeninn It is more important to transfer the basic concept than to amaze them with a tune in this early stage. If you have the skills – use a simple progression to outline an appropriate song for the current STYLE. DELUXE STYLE PRESENTATION Included are the following concepts: STYLE selection OTS (One Touch Settings): As you change SECTIONS A‐B‐C‐D, point out that the right hand sound has changed. What initially was an Electric Piano for SECTION A is now a Classical Guitar in SECTION B… etc. AUTO FILL‐IN: As you press the button you can invoke a fill‐in. The earlier in the measure you press the button, the more of the fill‐in that plays. It always arrives at the top of the next measure. SYNC START > INTRO (Tempo Flashes) INTRO I/ENDING I = Simple INTRO III/ENDING III = Complex Walk them through a few Sections pointing out how the FILL‐INs work, etc. Finally, put it all together in a brief composition using an INTRO, OTS, AUTO FILL‐IN, and ENDING. OTS OTS (One Touch Setting) makes appropriate VOICE selection settings for each SECTION. This is done automatically, but what is important to TELL is that THEY get to select what Voice or combination of Voices are recalled. It is not necessary to teach them HOW (at this point) ‐ they will be doing this type of thing in no time when they get home. Remember it is natural for them to ask you HOW to do these types of things and you could (and should) know the answer. But in reality, they are going to forget all the specifics you show them – it is only natural. Stick to broader concepts. What they will remember is that they understood it was not difficult because the salesperson made it look easy! CUSTOMIZE A STYLE At the bottom of the screen in the lower right corner, you can select the “ACMP. TR” (Accompaniment Track) function – you do so with the button labeled: [REGIST/PART(MIXER)]. When you press this button, the lower right corner will change – toggle between REGISTRATIONS and the PART MIXER. Select “ACMP. TR” This activates the 8 buttons under the screen to select the PART MIXER – now the 8 buttons act to MUTE and UNMUTE the backing band. PART 9 is the percussionist PART 10 is the drummer ... -
Page 14: Show Score And Lyric
PSR‐S650 “D.I.S.H” by Phil Clendeninn Use these buttons to isolate the PARTS. Remember it is always difficult for listeners to hear everything – by MUTING all the PARTS and then bringing them back in one at a time can give the listener a chance to hear and understand what is going on. SHOW SCORE AND LYRIC Press the [SONG MODE] button (it lights up to indicate you are in SONG mode) Press [PRESET] to view a list of the PRESET SONG data. Recall the SCORE DEMO Press [SCORE] When you press the [START/STOP] button you will see the score animate on the screen. You can toggle the [SCORE] button three times to see three different views of the Score ‐ Dual Staff, Single staff and with or without chords and lyrics. LYRIC DEMO Rinse and repeat! SUMMARY Continue to explore and add new sales chops to your arsenal. The best learning is SELF LEARNING. This means spending time with the instrument is going to be valuable and allow you to add new TELL‐SHOW‐TELL routines to your tool kit. You should practice showing these routines to your fellow sales associates so you can develop a certain comfort level with your presentation. Remember, it is the concept, not the specifics that are important. Make it SOUND good, make it look EASY, it is a YAMAHA (reliable), show its versatility based on the customers desires and show it is SUPPORTED with new content! 13 ... -
Page 15: Level Three (Advanced S650 Concept Selling)
PSR‐S650 “D.I.S.H” by Phil Clendeninn PSR‐S650: LEVEL 3 DEALER INCREASE SALES HANDBOOK: QUICK START TO “CONCEPT SELLING” LEVEL THREE (ADVANCED S650 CONCEPT SELLING) For the qualified ARRANGER SALES ASSOCIATE Level 1 and 2 should be the goal of all sales associates. Remember, it is not necessary to play keyboards to sell keyboards. However, if you are an experienced keyboard player and want to move to advanced selling concepts please challenge yourself with the following “sales chops”: Create your own Registrations and presentation setups. Store them to your “YAMAHA KEYBOARD” USB drive. Develop your own custom data for your presentations. You can store your own customized setups (REGISTRATIONS) and recall them. Be sure you include the customer in what you are doing. Keep it simple and remember, it is the CONCEPT that you want them to get. Not “HOW” you do something, but that YOU CAN do something. The HOW you do something is covered in the documentation that comes with the instrument. The general CONCEPTS will help you sell the product. REGISTRATIONS REGISTRATIONS is an organ term that was an early “PRESET” – it recalls the front panel settings. It recalls several different things by pressing one button. On the S650 a REGISTRATION can memorize the following things: Style Settings (including fingering modes, Split point, Effects, Volume, etc) Tempo VOICE Settings (Main, Dual, Left, Harmony) Scale Transpose How to make a Registration: HOLD [MEMORY] + [REGIST. NUMBER] How to recall a Registration: Touch the [REGIST. NUMBER] If you have a favorite STYLE you enjoy using in your presentation, go ahead and customize the OTS settings, Split Point, etc. to your liking. FUN One of the most important CONCEPTS you want to transfer is that this is FUN. If you find yourself not having FUN with this type of product, you miss one of its bestselling points. How you present things like SCORE and LYRIC can cause pain or smiles. Consider this: Never ask the closed‐ended questions: Do you read music? Why? 14 ... -
Page 16: Boldly Go Where No Sales Associate Has Gone Before
PSR‐S650 “D.I.S.H” by Phil Clendeninn Because the answer could be, “No.” At which point they think they do not want nor need a SCORE function. (“Oh, I’ll never use that” they grumble to themselves) A better way to handle this is not to ask, assume that by showing the SCORE feature you can position it positively for all… because if they READ music, the advantage of this is obvious. You are going to present so that if they do not read music, yet, the PSR‐S650 will help them learn. Not only does it show the note on the lined score, it can tell you the NAME of the NOTE. It is really about how you choose to present the feature. If they play “by ear”, they may never have seen something that they themselves have played on a SCORE – you can show them. BOLDLY GO WHERE NO SALES ASSOCIATE HAS GONE BEFORE… Get a microphone and explore using the natural inclination of your customer to be a “ham” and get them to sing. There are many reasons for this strategy. If you find the customer who has the ego to sing aloud in the store, use that positive energy and build on it. It is true (don’t take our word for it) but having fun is contagious. If you have someone singing along with a popular song, through a microphone in the store, you will have other people coming around to give it a try. A “What’s that?” question means you have got their attention – and is the question you want to be asked as a retail sale associate. Once you get this level of engagement going, you will naturally find an increase in the interest in this type of keyboard. One of the strengths of the ARRANGER KEYBOARD is that it contains a band that ”knows”, literally, thousands of songs.Iit is not a static box, meaning you can load new SONG titles all the time. Once you are involved in talking about the SONG feature – you are talking about the product’s SUPPORT. Because it is XG/GM compatible this means there is an unlimited library of FILES that can be purchased, downloaded and played by the S650. The fact that a customer can buy additional content is a very, very powerful feature. They are worried about the keyboard becoming OBSOLETE. This is why you sell music, not the bells and whistles… yes, next year’s model may have a new bell or whistle, but MUSIC and enjoyment is forever. Knowing they can buy songs that are not even out yet is comforting. DID YOU KNOW? By the time a song is available in Sheet Music it is very likely available as a loadable file. Keep a few popular tunes on your YAMAHA KEYBOARD USB drive. 15 ...