Playback - Winter 2009 Supplement - (Page 20)

Idea CenTer sessIOns NAMM Idea Center, Booth #5501 in Hall B Sessions Start Every 30 Minutes 1 p.m. Participative selling for Music retailers, Part 1: Why Have a sales Training Program? Presented by George Hines, George’s Music “Participative Selling for Music Retailers” is an effective process designed to maximize your relationship with your customers. When you increase the quality of your customer interactions, you greatly improve your competitiveness. Using a selling system gives you an enormous advantage over your competitors who do not employ a system. During this first session, we will cover the Three P’s of Selling, Physical Needs vs. Emotional Needs, and the Art of Participative Selling. 10:30 a.m. This Old Web site: Why your site needs a Makeover! Presented by Amy Stewart, Stewart Design, Inc. When was the last time you updated your Web site? Last year? Last century? Unfortunately, Web sites get stale—fast! And worse, outdated sites drive potential and present customers away from your business. Is this happening to you? Want to make some changes? Come to this session to see Amy Stewart of Stewart Design, Inc. point out what’s wrong with a model Web site. What turns visitors off? What prevents them from clicking through on the site? Amy will give you specific suggestions for improving your old Web site—today! 11 a.m. you Can Profit from Home-school Programs— Here’s How… Presented by Gayle Beacock, Vice President, Beacock Music Home-schooling is a cultural phenomenon—and a market with lots of potential for the music retailer. But most have had limited success at best. Want to learn how one music dealer went from 32 to 225 home-schooled students in just one year? You won’t want to miss this session as Gayle Beacock shares her store’s success story. Learn how you can capture a profitable slice of the home-school market. 1:30 p.m. Participative selling for Music retailers, Part 2: Greeting the Customer and Building rapport Presented by Kevin Cranley, Willis Music Customers will buy when they feel a sense of trust and connection. In order to establish trust with your customer, you begin by building rapport. This starts with the first interaction between your customers and your staff. In this session, Kevin will cover the 10-Second Rule and the 2-Minute Rule, Greetings That Work and Greetings That Don’t, Your Customer is Your “Best Friend,” and the Power of Rapport. 11:30 a.m. Hot Tips (from Purchasing affordable Health Care to using store signage to Boost sales) Moderated by Danny Rocks Confused by the plethora of difficult-to-understand and even more difficult-to-afford health insurance products? A Mercer Health & Benefits representative will explain options to fit your budget—from major and limited medical plans to health savings accounts and discount cards. And what about consumer financing in this bear market? A representative from GE Money will explain how dealers can effectively use financing to boost sales, as well as how tools such as POP materials and signage will help consumers know they have payment options available. 2 p.m. Participative selling for Music retailers, Part 3: establishing Purpose and Qualifying needs Presented by Kevin Cranley, President, Willis Music It’s easy to make assumptions about customers. Sometimes we fail to address the real reason why a customer visits our store. Establishing the customer’s purpose is an integral step in the “Participative Sales Process.” Likewise, qualifying the customer’s needs is one of the most valuable skills for a salesperson to understand and practice. When you are able to properly qualify your customer’s needs, you can correctly meet that person’s needs and make the sale. Kevin will cover these topics during this session: Why is My Customer Here?, General Questions First and Then Specific Ones, and the Budget Question. noon – special Double session Panel discussion: “ask the experts” Moderated by Zach Phillips, Editor, Music Inc. You, the music products retailer, asked the hard-hitting questions. Now, you’ll get answers. Join this panel of Music Inc. magazine’s esteemed columnists to hear solutions to your finance, sales, marketing, merchandising and staffing issues. These specialists will respond to questions submitted beforehand and will also take audience questions during the second half of this one-hour session. 2:30 p.m. Participative selling for Music retailers, Part 4: Presenting Products and Creating an Irresistible Choice Presented by Greg Billings, Steinway Piano Gallery of Naples Now that you have built rapport with your customer and have properly qualified their needs, it’s time to present options—your products and services—offer an irresistible choice and gently guide the customer to a decision. In this session, Greg Billings will show you how to make your presentations dynamic, relevant and effective. Topics include Getting Permission to Make a Presentation, Refining Your Pitch, Using the Emotional Power of Music in Your Demo, and Structuring Your Presentation to Establish Yourself as a “Caring Expert.” 1 p.m. – 4 p.m. Participative selling for Music retailers: a Complete sales Course in six Parts The following six sessions explore key components of the sales process and together provide a comprehensive overview of the skills needed for effective selling in a retail music store. 20 PLAYback SUPPLEMENT Information in this document is subject to change without notice.

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Playback - Winter 2009 Supplement

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