So You Want To Be A Master Salesperson
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This Tom Shay presentation is introductory to sales techniques, resolving customer issues and understanding how to be a team player. www.profitsplus.org
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So You Want To Be A Master Salesperson
- 1. www.profitsplus.org Presented by Tom Shay of Profits Plus Solutions 727-464-2182 tomshay@profitsplus.org
- 2. Who is your competition? What do they sell? What do you sell? www.profitsplus.org
- 3. There are five levels of selling Commodity Gallon of gas Tires Gallon of milk Computer Hair cut www.profitsplus.org
- 4. Serving the want What color? What size? www.profitsplus.org
- 5. Enhancing the need Going just a step or two further than their wants www.profitsplus.org
- 6. The experience with your business Was it just a haircut? Did you smile, giggle, relax, enjoy? www.profitsplus.org
- 7. The transformation of the customer’s life style Has this purchase created a hobby? www.profitsplus.org
- 8. What is a customer worth to your business? Average ticket $____ Average annual visits ____ Annual spending $____ # Years shopped ____ Lifetime spending $____ Your margin ____% Lifetime value to you $____ www.profitsplus.org
- 9. • Tom’s top 14 master salesperson tips • Nothing is as important as the arriving customer • Establish your credibility early www.profitsplus.org
- 10. Be the one asking the most questions Let the customer select the merchandise and define value You ?? Customer ? www.profitsplus.org
- 11. Do not assume the customer knows their true needs Do not assume this is a single sale www.profitsplus.org
- 12. Know when to stop and ask for the sale Do not over sell www.profitsplus.org
- 13. • Do ask the customer what they think about the product www.profitsplus.org
- 14. Do utilize others in your business that have more knowledge Do not start with the bottom price point www.profitsplus.org
- 15. Do not focus on the product – focus on the end result Tell them “thank you” and shake their hand Call or write them www.profitsplus.org
- 16. What does your competition sell? A product and/or service www.profitsplus.org
- 17. Three things a master sells Self The business where they work A product or service www.profitsplus.org
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