SlideShare a Scribd company logo
www.profitsplus.org
Presented by Tom Shay of
Profits Plus Solutions
727-464-2182
tomshay@profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
Human traits remain consistent
When we shop/buy we have certain
patterns we follow
Even for church/temple/synagogue
Restaurant tips increase when:
Server gives name
Server is at eye
level with customer
Server signs check
www.profitsplus.org
 5 levels of selling
 Commodity
Gallon of gas
Tires
Computer
www.profitsplus.org
 Serving the want
What color?
What size?
www.profitsplus.org
 Enhancing the need
Going just a step or two further
than their wants
Needs are not wants
Who should be better qualified –
seller or buyer?
www.profitsplus.org
 The experience with your
business
Was it just a haircut?
Did the customer smile,
giggle, relax, enjoy?
www.profitsplus.org
 The transformation of the
customer’s life style
Has this purchase created a
hobby?
My friend C.B.
www.profitsplus.org
www.profitsplus.org
150 500
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
Words
8%
Tone
37%
Body Language
55%
www.profitsplus.org
www.profitsplus.org


www.profitsplus.org

www.profitsplus.org

www.profitsplus.org

www.profitsplus.org

www.profitsplus.org

www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
www.profitsplus.org
Repeat/referral business
123 Easy Street
This town, 31361
You
Small business experts
Down the street
Your town, 31361
www.profitsplus.org
 The key remains in the follow up
www.profitsplus.org
31361
31361
31361
www.profitsplus.org
www.profitsplus.org
31361
31361
www.profitsplus.org
www.profitsplus.org
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



www.profitsplus.org
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39
www.profitsplus.org

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