Advanced Professional Selling Skills
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The document appears to be from a presentation by Tom Shay of Profits Plus Solutions about improving profits. Some key points discussed include that human shopping patterns remain consistent, there are 5 levels of selling from commodity to transforming a customer's lifestyle, nonverbal communication such as body language accounts for 55% of communication, and the importance of follow up and referrals for small businesses. The presentation provides tips and strategies for enhancing customer needs, experiences, and relationships to increase profits.
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Advanced Professional Selling Skills
- 1. www.profitsplus.org Presented by Tom Shay of Profits Plus Solutions 727-464-2182 tomshay@profitsplus.org
- 5. www.profitsplus.org Human traits remain consistent When we shop/buy we have certain patterns we follow Even for church/temple/synagogue Restaurant tips increase when: Server gives name Server is at eye level with customer Server signs check
- 7. 5 levels of selling Commodity Gallon of gas Tires Computer www.profitsplus.org
- 8. Serving the want What color? What size? www.profitsplus.org
- 9. Enhancing the need Going just a step or two further than their wants Needs are not wants Who should be better qualified – seller or buyer? www.profitsplus.org
- 10. The experience with your business Was it just a haircut? Did the customer smile, giggle, relax, enjoy? www.profitsplus.org
- 11. The transformation of the customer’s life style Has this purchase created a hobby? My friend C.B. www.profitsplus.org
- 33. www.profitsplus.org Repeat/referral business 123 Easy Street This town, 31361 You Small business experts Down the street Your town, 31361 www.profitsplus.org The key remains in the follow up
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