The document appears to be from a presentation by Tom Shay of Profits Plus Solutions about improving profits. Some key points discussed include that human shopping patterns remain consistent, there are 5 levels of selling from commodity to transforming a customer's lifestyle, nonverbal communication such as body language accounts for 55% of communication, and the importance of follow up and referrals for small businesses. The presentation provides tips and strategies for enhancing customer needs, experiences, and relationships to increase profits.

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Presented by Tom Shay of
Profits Plus Solutions
727-464-2182
tomshay@profitsplus.org

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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

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7.  5 levels of selling
 Commodity
Gallon of gas
Tires
Computer
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8.  Serving the want
What color?
What size?
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9.  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?
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10.  The experience with your
business
Was it just a haircut?
Did the customer smile,
giggle, relax, enjoy?
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11.  The transformation of the
customer’s life style
Has this purchase created a
hobby?
My friend C.B.
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22. Words
8%
Tone
37%
Body Language
55%
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Repeat/referral business
123 Easy Street
This town, 31361
You
Small business experts
Down the street
Your town, 31361
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 The key remains in the follow up

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