www.profitsplus.org
Presented by Tom Shay of
Profits Plus Solutions
727-464-2182
tomshay@profitsplus.org
 Who is your competition?
 What do they sell?
 What do you sell?
www.profitsplus.org
 There are five levels of selling
 Commodity
Gallon of gas
Tires
Gallon of milk
Computer
Hair cut
www.profitsplus.o...
 Serving the want
What color?
What size?
www.profitsplus.org
 Enhancing the need
Going just a step or two further
than their wants
www.profitsplus.org
 The experience with your business
Was it just a haircut?
Did you smile, giggle,
relax, enjoy?
www.profitsplus.org
 The transformation of the
customer’s life style
Has this purchase created a
hobby?
www.profitsplus.org
 What is a customer worth to your
business?
 Average ticket $____
 Average annual visits ____
 Annual spending $____
...
• Tom’s top 14 master salesperson
tips
• Nothing is as important as the
arriving customer
• Establish your credibility ear...
 Be the one asking the most
questions
 Let the customer select the
merchandise and define value
You
??
Customer
?
www.pr...
 Do not assume the customer
knows their true needs
 Do not assume this is a single
sale
www.profitsplus.org
 Know when to stop and ask for the
sale
 Do not over sell
www.profitsplus.org
• Do ask the customer what they
think about the product
www.profitsplus.org
 Do utilize others in your business
that have more knowledge
 Do not start with the bottom price
point
www.profitsplus.o...
 Do not focus on the product – focus
on the end result
 Tell them “thank you” and shake
their hand
 Call or write them
...
 What does your competition sell?
 A product and/or service
www.profitsplus.org
 Three things a master sells
 Self
 The business where they work
 A product or service
www.profitsplus.org
www.profitsplus.org
19
www.profitsplus.org
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So You Want To Be A Master Salesperson

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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

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So You Want To Be A Master Salesperson

  1. 1. www.profitsplus.org Presented by Tom Shay of Profits Plus Solutions 727-464-2182 tomshay@profitsplus.org
  2. 2.  Who is your competition?  What do they sell?  What do you sell? www.profitsplus.org
  3. 3.  There are five levels of selling  Commodity Gallon of gas Tires Gallon of milk Computer Hair cut www.profitsplus.org
  4. 4.  Serving the want What color? What size? www.profitsplus.org
  5. 5.  Enhancing the need Going just a step or two further than their wants www.profitsplus.org
  6. 6.  The experience with your business Was it just a haircut? Did you smile, giggle, relax, enjoy? www.profitsplus.org
  7. 7.  The transformation of the customer’s life style Has this purchase created a hobby? www.profitsplus.org
  8. 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 $____ www.profitsplus.org
  9. 9. • Tom’s top 14 master salesperson tips • Nothing is as important as the arriving customer • Establish your credibility early www.profitsplus.org
  10. 10.  Be the one asking the most questions  Let the customer select the merchandise and define value You ?? Customer ? www.profitsplus.org
  11. 11.  Do not assume the customer knows their true needs  Do not assume this is a single sale www.profitsplus.org
  12. 12.  Know when to stop and ask for the sale  Do not over sell www.profitsplus.org
  13. 13. • Do ask the customer what they think about the product www.profitsplus.org
  14. 14.  Do utilize others in your business that have more knowledge  Do not start with the bottom price point www.profitsplus.org
  15. 15.  Do not focus on the product – focus on the end result  Tell them “thank you” and shake their hand  Call or write them www.profitsplus.org
  16. 16.  What does your competition sell?  A product and/or service www.profitsplus.org
  17. 17.  Three things a master sells  Self  The business where they work  A product or service www.profitsplus.org
  18. 18. www.profitsplus.org
  19. 19. 19
  20. 20. www.profitsplus.org

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