This Tom Shay presentation is introductory to sales techniques, resolving customer issues and understanding how to be a team player. www.profitsplus.org

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?
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3.  There are five levels of selling
 Commodity
Gallon of gas
Tires
Gallon of milk
Computer
Hair cut
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4.  Serving the want
What color?
What size?
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5.  Enhancing the need
Going just a step or two further
than their wants
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6.  The experience with your business
Was it just a haircut?
Did you smile, giggle,
relax, enjoy?
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7.  The transformation of the
customer’s life style
Has this purchase created a
hobby?
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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 $____
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9. • Tom’s top 14 master salesperson
tips
• Nothing is as important as the
arriving customer
• Establish your credibility early
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10.  Be the one asking the most
questions
 Let the customer select the
merchandise and define value
You
??
Customer
?
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11.  Do not assume the customer
knows their true needs
 Do not assume this is a single
sale
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12.  Know when to stop and ask for the
sale
 Do not over sell
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13. • Do ask the customer what they
think about the product
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14.  Do utilize others in your business
that have more knowledge
 Do not start with the bottom price
point
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15.  Do not focus on the product – focus
on the end result
 Tell them “thank you” and shake
their hand
 Call or write them
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16.  What does your competition sell?
 A product and/or service
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17.  Three things a master sells
 Self
 The business where they work
 A product or service
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