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Advanced Professional Selling Skills

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Tom Shay
Tom Shay

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.

BusinessWirtschaft & FinanzenTechnologie
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www.profitsplus.org Presented by Tom Shay of Profits Plus Solutions 727-464-2182 tomshay@profitsplus.org
www.profitsplus.org
www.profitsplus.org
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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
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www.profitsplus.org
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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
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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
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     www.profitsplus.org
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www.profitsplus.org

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