PSR
‐
S650
“D.I.S.H”
by
Phil
Clendeninn
8
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.
