Yamaha PSR-S650 Bayi El Kitabı - Sayfa 9
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PSR‐S650: LEVEL 1
DEALER INCREASE SALES HANDBOOK: QUICK START TO "CONCEPT SELLING"
SKILL LEVEL ONE (EVERYONE SHOULD KNOW)
VOICE ‐ Find the sounds (Category Search)
BASICS: Layer /Split = DUAL and SPLIT script
Play with a Drum Groove
BASIC SCRIPT
The majority of decisions to purchase a music instrument can be traced to the sound of the instrument. This is the most
important portion of your presentation. Focus customer attention on the screen. Be sure they are looking at what you are
talking about at the moment.
Customer: "Wow, that's a lot of buttons"
MAIN VOICE
Explain and use the terminology as indicated on the front panel. Nothing is more disconcerting to a customer than the
sales associate calling it a "Patch" when that word appears nowhere on the instrument. Call it a VOICE... Because that is
what it is called on the product you are selling. Remember, the customer is trying to understand what you are talking
about. Everything you show them that makes sense goes into the column "Helping to make the sale", while everything
you discuss that they do not understand goes into the column "Sales prevention."
Tell them: "Let's find a Voice"
Show them: Point to where on the screen the information is shown: [VOICE] Main
Tell them: "Recalling any sound is easy"
Press a VOICE Category button on the right front panel.
Show in the screen: "The PIPELINE" – The current VOICE Category is shown in the center, and how the previous and next
VOICE Categories are shown to the left and right, respectively. In the screen below "FLUTE & WOODWINDS" is the current
Category. To the LEFT is "Saxophone" and the next to the RIGHT is the "Organ" Category.
PSR‐S650 "D.I.S.H" by Phil Clendeninn
This is an 'ease of use' objection. Do not overlook it. Address it
directly.
Divide the front panel so they have a way to approach it:
"The screen makes it easy to work. In general, things to the left of
the screen are about CONTROL, things to the right of the screen are
about SELECTION".
You can return to the MAIN screen by pressing the [EXIT] button.
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