Yamaha PSR-S650 Manuel du concessionnaire - Page 6
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PSR‐S650 "D.I.S.H" by Phil Clendeninn
PSR‐S650 DEALER INCREASE SALES
HANDBOOK: QUICK START "CONCEPT
SELLING"
RETAIL READY: POWER PRESENTER'S GUIDE TO PSR‐S650
INTRODUCTION
Understand that there is more to selling these keyboards than price point. In general, as with all sales, you will need to
address the five major concerns of a technology purchase before the customer agrees to a price. Learn to view your
presentation from "the customer" perspective and address these key points:
SOUND
This is easy as the sound system in this product is built‐in, but check it every day. You will not be able to impress the
customer if a speaker is blown or faulty. Stay alert – the wrong power supply can adversely affect this product. It is worth
checking that the proper (Yamaha) power supply is being used.
TIP
To avoid inheriting weird settings: HOLD the highest "C" while powering up to RESET the unit to Factory condition.
EASE OF USE
This will be a perception of the customer based on how knowledgeable and confident you are in showing and telling them
about the product. Show what you can show well! As you gain confidence showing a feature you will notice its impact on
the customer. Struggle with a feature and see how quickly you lose them.
Remember the rule:
Tell them what you are going to show them
Show them
Tell them what you showed them again.
This works on many levels in a product presentation – it adds credibility to what you are doing and when they agree with
you, you know that they grasp the concept. As you get to know the product better, add new presentation routines to your
tool kit. Just "how many" routines you need will depend on the product and your customer base. In general, the more you
know the better prepared you are to make sales.
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