PSR
‐
S650
“D.I.S.H”
by
Phil
Clendeninn
6
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.
