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So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
So You Want To Be A Master Salesperson By Tom Shay
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So You Want To Be A Master Salesperson By Tom Shay

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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

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

Published in: Business, Economy & Finance
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Transcript

  • 1. Tom Shay, CSP Certified Speaking Professional
  • 2. Identifying others and yourself: www.profitsplus.org
    • Who is your competition?
    • What do they sell?
    • What do you sell?
  • 3. The five levels of selling www.profitsplus.org
    • Commodity
      • Gallon of gas
      • Tires
      • Gallon of milk
      • Computer
      • Hair cut
  • 4. The five levels of selling www.profitsplus.org
    • Serving the want
      • What color?
      • What size?
  • 5. The five levels of selling www.profitsplus.org
    • Enhancing the need
      • Going just a step or two further than their wants
  • 6. The five levels of selling www.profitsplus.org
    • The experience with your business
      • Was it just a haircut?
      • Did you smile, giggle, relax, enjoy?
  • 7. The five levels of selling www.profitsplus.org
    • The transformation of the customer’s life style
      • Has this purchase created a hobby?
  • 8. How do you calculate the value of a customer? www.profitsplus.org
    • Average ticket $____
    • Average annual visits ____
    • Annual spending $____
    • # Years shopped ____
    • Lifetime spending $____
    • Your margin ____%
    • Lifetime value to you $____
  • 9. www.profitsplus.org
  • 10. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Nothing is as important as the arriving customer
    • Establish your credibility early
  • 11. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Be the one asking the most questions
    • Let the customer select the merchandise and define value
    You ? ? Customer ?
  • 12. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Do not assume the customer knows their true needs
    • Do not assume this is a single sale
    +
  • 13. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Know when to stop and ask for the sale
    • Do not over sell
  • 14. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Do ask the customer what they think about the product
  • 15. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Do utilize others in your business that have more knowledge
    • Do not start with the bottom price point
  • 16. Tom’s top 14 master salesperson tips www.profitsplus.org
    • Do not focus on the product – focus on the end result
    • Tell them “thank you” and shake their hand
    • Call or write them
  • 17. Who is your competition? www.profitsplus.org
    • If you are unique…
    • ...you have no competition!
  • 18. What do they sell? www.profitsplus.org
    • A product and/or service
  • 19. Three things a master sells www.profitsplus.org
    • Self
    • The business where they work
    • A product or service
  • 20. If you are unique, you have no competition! www.profitsplus.org
  • 21. Final Note www.profitsplus.org
    • This presentation will be specialized to your industry and your attendees’ specific needs.
    • For more information about having Tom present for you, contact us at (727)464-2182 or visit our website: www.profitsplus.org

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