Yamaha PSR-S650 User manual

PSR



TheYamahaPSR‐S650
“D.I.S.H”

ByPhilClendeninn
“DEALERINCREASE
SALESHANDBOOK”

PSR‐S650“D.I.S.H”byPhilClendeninn
1
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CONTENTS
PositioningStatement..............................................................................................................................................................3
WhoistheCustomer?..........................................................................................................................................................3
TopFeatures.........................................................................................................................................................................3
What’sintheBox?...............................................................................................................................................................4
What’sforFREE?..................................................................................................................................................................4
Add‐onSales.........................................................................................................................................................................4
INTRODUCTION........................................................................................................................................................................5
SOUND..................................................................................................................................................................................5
TIP.....................................................................................................................................................................................5
EASEOFUSE.........................................................................................................................................................................5
RELIABILITY...........................................................................................................................................................................6
VERSATILITY..........................................................................................................................................................................6
SUPPORT..............................................................................................................................................................................6
WhatcanyoudoontheretailfloortobecomeaTOPSALESASSOCIATE...............................................................................6
NOSY.....................................................................................................................................................................................6
LAZY......................................................................................................................................................................................6
GREEDY.................................................................................................................................................................................7
SkillLevelOne(Everyoneshouldknow)...................................................................................................................................8
BASICSCRIPT............................................................................................................................................................................8
MAINVOICE
..........................................................................................................................................................................8
DUALVOICE..........................................................................................................................................................................9
LEFTVOICE...........................................................................................................................................................................9
GIVETHEDRUMMERSOME.................................................................................................................................................9
USINGTHEFACTORYDEMO...............................................................................................................................................10
LevelTwo(Intermediate).......................................................................................................................................................11
SimpleAccompaniment“CONCEPT”Chop:........................................................................................................................11
DELUXESTYLEPRESENTATION...........................................................................................................................................12

PSR‐S650“D.I.S.H”byPhilClendeninn
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OTS.....................................................................................................................................................................................12
CustomizeaSTYLE..............................................................................................................................................................12
ShowSCOREandLYRIC.......................................................................................................................................................13
LYRICDEMO........................................................................................................................................................................13
Summary............................................................................................................................................................................13
LevelThree(AdvancedS650CONCEPTselling)......................................................................................................................14
REGISTRATIONS..................................................................................................................................................................14
Fun......................................................................................................................................................................................14
BOLDLYGOWHERENOSALESASSOCIATEHASGONEBEFORE….......................................................................................15
DIDYOUKNOW?................................................................................................................................................................15
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PSR‐S650“D.I.S.H”byPhilClendeninn
3
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YAMAHAPSR‐S650ARRANGERKEYBOARD
POSITIONINGSTATEMENT
ThePSR‐S650entry‐levelArrangerKeyboardfeaturesaninternalFlashROMExpansioncapableofstoringupto16MBof
sampledata.Thereare181built‐inStylesreadytoperformwithyouwhilewritingsongsorjustjamming.Recordyour
songsorjamsessionsusingthebuilt‐in16‐tracksequencer.UsethePSR‐S650'sUSBTODEVICEporttostoretoandrecall
datafromaUSBflashdrive.CreatecustomStylesbymixingandmatchingpartsandsectionsfromtheinternalStyles.Use
theUSBTOHOSTporttoconnecttoyourcomputerandusetheS650asa64‐note,multi‐timbraltonegenerator.
WHOISTHECUSTOMER?
“Live”performanceplayer
Acustomerthatwantsthebestsoundsintheindustry
Customerswhowantaworkstationlightenoughtotaketothegig
TOPFEATURES
Yamaha’srenownedSoundQuality
o864high‐qualityinstrumentVoices,DrumKitsandSoundEffects
oGuitar‐EnhancedStyleswithMegaVoices
oDualandSplitkeyboardmodes
oXG/XG‐lite/GMcompatibility
EnsurescompatibilitywiththousandsofoutstandingMIDIfilesfromyamahamusicsoft.com
o9presetand1userscaleforplayingalternatetunings
oAIFingeredchordvoicingmode

PSR‐S650“D.I.S.H”byPhilClendeninn
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o64‐notepolyphony
SongCreationandRecreation
oStyleCreator
o16‐tracksongrecorder
oScoreandLyricdisplay
ConnectivityandStorage
oUSBTOHOSTandUSBTODEVICEports
Expansion
o16MBFlashROMforaddingadditionalVoices,DrumKitsandStyles
Lightweightbody(weighsjust16pounds!)
Soundsystembuilt‐in

WHAT’SINTHEBOX?
PowerAdapter(PA301)
Owner’smanual/DataList
MyYAMAHAProductUserRegistration
Musicrest
WHAT’SFORFREE?
SampleVoiceandStyleExpansionpacks:http://4wrd.it/vse
FreefullVoiceandStyleExpansionpackcodeonbox!
ADD‐ONSALES
OptionalYamahaAccessories
FC4/FC5:Sustainpedal
PKBB1:Bench
RH3C:Headphones
YBA611:GigBag
YKA7500:Stand
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PSR‐S650“D.I.S.H”byPhilClendeninn
5
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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.

PSR‐S650“D.I.S.H”byPhilClendeninn
6
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Practiceyourpresentations–tomakeitlookeasytakeshavingdoneitonceortwicebefore.Addnewskillsoverthelifeof
theproduct.YoudonothavetoknowEVERYfeature.FindtheonesthattransfertheCONCEPToftheproducttothe
customerinaclearfashion.Ifyouhavespent10minuteswithaproductyouareoften10minutesdeeperintoitthanthe
customer–andsometimesthatisallittakestomakethesale.If,forexample,youareoftenaskedaboutrecordinga
song,thenyoushouldsetouttolearnthestepstodothisbeforeyouuseitasapresentationskill.Havingdoneitbefore,
evenifonlyafewtimes,putsyoufaroutinfrontofsomeonewhohasneverdoneit.
RELIABILITY
SelltheBrandName:YAMAHA.Thiswillserveyouwell.Fromacustomerstandpoint,thenamemeansqualityandalong
historywithmusicalinstruments(125years,thanksforasking).Sellyourstore'sreputation.Ifyourstorehasbeenthe
“local”musicstorefordecadesinyourcommunity,thisspeaksvolumestothecustomerintermsofintegrity.The“What
ifIhaveaproblem?”questionisalwaysinthebackoftheirminds.Thevalueofyourstoreasatrustedlocal(withthe
abilitytogotobatforthem)shouldnotbeunder‐estimated.
VERSATILITY
Paycloseattentiontowhattheyrequirefromthepurchase,andkey‐inonjustthosethings.Computerconnectivity–even
ifyoucannotshowthispowerful(andoftenaskedabout)feature,makesureyouarefamiliarwithwhatispossiblewith
theinstrumentsyouaretaskedwithselling.Ofcourse,beingabletopresentthisfeatureisbest,butifyoucannot,itwill
beyourdescriptionofwhatispossiblethatwillbeKEY.
SUPPORT
KnowwhatcomeswithitandwhattheycanandNEEDtopurchasewithit.Guidethemtowardfuturepurchases.
WHATCANYOUDOONTHERETAILFLOORTOBECOMEATOPSALESASSOCIATE
ChannelyourinnerdwarventrioofNosy,LazyandGreedy!
NOSY
Qualifythecustomer.Determinethatthisisthebestpurchasetheycanmakebasedonwhattheytellyoutheywantto
accomplish.Thenosieryouarethebetterpreparedyouwillbetomaketheappropriateproductrecommendation.Ina
retailsituationNOSYisagoodthing.Youarebeinghelpful–becauseeverythingtheytellyouisinformationthatwillhelp
YOUmaketherightrecommendationforTHIScustomer.Andtheywillquicklypickuponthis–becauseyouwillbepaying
attentionand“QUOTINGTHEM”
Dopickupthisskill:
Quotewhatyourcustomersaysistheirgoalandshowhowwhatyouarepresentinghelpsthemreachit.
LAZY
Thegoodsalespersononlyshowstheminimumamounttomakethesale.Avoidshowingtoomanyproducts.(Inaword:
thiscanbeconfusing,avoidconfusion).Narrowthesearchbeforeyoudemoanything.
Themaximumnumberofkeyboardsshowntoacustomershouldbetwo.

PSR‐S650“D.I.S.H”byPhilClendeninn
7
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Nevershowtheentireroom.GobacktoNOSY,untilyou'know'whichonetheyaregoingtobuy.LAZYontheretail
“selling”floorcanonlybeaccomplishedifyouarePREPARED.BeingpreparedonaproductmeansisitREADYTOPLAY
andSOUNDSGOOD,immediately.
GREEDY
Greedisgood.Itremindsyoutosellthemabsolutelyeverythingtheyaregoingtoneedtohaveajoyousexperience.
RemembersellingTICKLEMEELMOwithouthisbatteriesisnotdoingthecustomerafavor.Thisiswhygreedisgood…
youarenotgoingtoforgettomentiontothemabsolutelyeverythingtheyneedtomakethispurchaseworkforthemin
theirLIFESTYLE.AndyouwillknowwhatthatisbecauseyouareNOSYandLAZY.
"Nooneleaveswithjustonebox"
Theartoftheadd‐onisneverlettingthemleavewithouteverythingtheyneedasiftheywereafamily‐member.Theywill
thankyouforit.Stand,case,cover,pedals,headphones,speakers,additionalcontent,cables,musicbooks,storage
device...Eveniftheydonotbuyitall,youareplantingseedsforfuturesales.



PSR‐S650“D.I.S.H”byPhilClendeninn
8
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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"
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.
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
9


TheCursorArrowstotheLEFTandRIGHToftheDATAWHEELare
labeled“CATEGORY”.YoucanalwaysseewhatCategoryiscoming
upnextandwhichoneyoujustpassed.
TheDATAWHEELorthe[‐1/NO]and[+1/YES]buttonsselect
individualVOICESwithintheCategory.
Quicklyshow–navigationtotwootherselections.
Aftershowingthreeselections,usuallyeveryperson“getsit”.The
reallybrightgetitthefirsttime.Mosteveryonegetsitonthe
secondtry,andeventhosenotpayingtoomuchattentiongetitby
thetimeyoushowitthethirdtime.Getinthehabitofworkingin
THREEs–asastrategy.
DUALVOICE
“DUAL”isthewordonthefrontpanelandissimplyLAYERINGtwoVOICES.
Tellthem:“CreatingaDUAL(orlayer)iseasy”
Showthem:PresstheDUALbuttonandmentionthattheLEDlightsuptoindicateitisactive.
Tellthem:“LayeringviatheDUALfeatureiseasy”
Anticipatethequestionsyouwillgetaboutchoosinganalternatelayer...Whatyouneedtoknow:
PressandHOLDtheDualbuttontotaketheshortcuttotheDUALSELECTSCREEN.
Howeasyisthis?
ChangetheDUALVoice.ThenPress[EXIT]toreturntothemainscreen.
LEFTVOICE
“LEFT”isthe“split”functionwhereyouhavedifferentsoundsintheleftandrighthand.
RINSEandREPEATthe“Tellthem‐showthem–tellthem”scenario.
GIVETHEDRUMMERSOME
Rememberthatnoteveryoneneedstoseeafullaccompanimentdemonstration.Particularly,ifyouarenotskilledinthat
typeofpresentation,donotfeelobligatedtogowhereyouarenot(yet)comfortable.Howwillyouknowwhich
customersneedtoseetheaccompaniment?Youcanfindawaytoask–rememberyouare“nosy”andthisisagoodthing
inasalessituation.Buteveryoneneedstosee/hearthe"hipmetronome",andhereiswhy:
Ingeneral,itismorefuntoplayalongwithatimingdeviceandevenbetterthantheclickofametronomeisthedrum
Stylesbuilt‐intothekeyboard.Don'tgolookingforaspecificdrumpattern;simplypresstheSTART/STOPbuttontoget
somedrumsgoing.Thenselectadifferentpatternwhileexplaininghowcompellingitisforgettingthefeelhappening.
Script:

PSR‐S650“D.I.S.H”byPhilClendeninn
10

“TheS650featuresametronome.”
{PresstheMetronomebutton,thenafterafewmoments…}
“Butitismorefunplayingalongwithadrummer
{PresstheSTART/STOPbutton;thenturnoffthemetronome}
UsingthesameCategory“Pipeline”,showhowtonavigatetheDrumSTYLESbycategory.
USINGTHEFACTORYDEMO
EverysalesassociateshouldcheckouttheFactoryDemo.Youcaneasilystartitbypressingthe[DEMO]button.Manya
presentationcanstartrighthere.Whileyouarebuildingyourskillsofpresentation–itcanserveasausefultool,giving
youanoverviewoftheproduct.Also,ifandwhenyouareaskedaboutafeaturethatyouarenotyetversedin,theDEMO
canservethecustomer,aswell.Viewitfromthepoint‐of‐viewthatit“pitches”itselftotheviewer.Ifyouhavenot
watchedit–doso,anddosobeforeyouengagecustomerssothatyouknowwhenandifitisappropriatetouseitina
salessituation.
You’vedeterminedthattheS650presentationisrightforTHIScustomer.WhenyouwalkuptotheS650,makesurethat
thecustomercanbecomfortableinfrontofitwhenyouinvitethemtotakeupthatposition.Initially,youwanttostand
inthe“sweetspot”–(theplayingposition).Whileyouareinthisspotyouhavecontrol,relinquishingitisanimportant
momentinthesalesprocess.
FirstthingyouwanttodoasyouinvitethemintothesweetspotisreachoverthetopoftheS650(justtotherightof
wherethescreenis)andfindtheSCREENCONTRASTknob.Adjustthescreenradicallyandaskthemwhenitisright.Why?
BecausewhatisgoingtoappearinthescreenISIMPORTANT.Andjustasyouwouldnothandanoutoftuneguitartoa
customer,youwouldnotinviteacustomerintothesweetspotifthescreenisnotvisibletothem.Ifyouaretalleror
shorterthanthecustomeryoucannotbesuretheyareseeingwhatyouareseeing.
Doavoiceover–Importantinformation:Allofthesoundstheyarehearingareactuallymadebythetoneengineofthe
S650.Donotassumethattheyknowthis…

PSR‐S650“D.I.S.H”byPhilClendeninn
11

PSR‐S650:LEVEL2
DEALERINCREASESALESHANDBOOK:QUICKSTARTTO“CONCEPTSELLING”
LEVELTWO(INTERMEDIATE)
ACCOMPANIMENTBasics
CustomizeaSTYLE
FeatureTour:Chordrecognition,MusicalSections,OTS
Whenyouarereadyandcomfortable,youcanusethetremendousamountofcontentinthekeyboardthatisalready
setupforyou.Becarefultostatethateverythingyouareshowingthemisfullycustomizable.Donotassumethatthey
understandwhatanaccompanimentengineisallabout.Infact,STATETHEOBVIOUS,eventhoughyouthinkitisobvious,
itmaynotbetoeveryone.
Remember,somepeoplethinktheaccompanimentisfixed.Theymaythinkthatyouareplayingalongwithafixed
recording‐sothefirstthingyouwanttoshowisthatYOUarecontrollingthebacking"band"(refertothemasthe
“band",talkaboutthedrummer,thebassplayer,etc.)inaninteractivemanner.Remembertoidentifyeachinstrument
thatisbeingheard.
Donotassumetheyareabletoidentifyalloftheinstruments.Takeyourtime–rememberitisSHOWandTELL.
SIMPLEACCOMPANIMENT“CONCEPT”CHOP:
YouwillhaveselectedaSTYLEthatworksforyou.Example:“BrazilianSamba”
AsimplestartistoactivatetheACCOMPANIMENTanditsfeatures,thenplayaleft‐handchordandshowhowitis
identifiedinthescreen.ThenCHANGEthechord.
Pressthe[ACMP]buttontoactivatetheACCOMPANIMENT(lights)
Pressthe[OTS]button(lights)
Pressthe[AUTOFILL]button(lights)
Pressthe[INTROIII]button–forthemostelaborateintroduction
Pressthe[SYNCSTART]button–lightsannouncethetempo
Whatyouknowisthatthissplitsthekeyboardsothelefthand(belowF#2)willgiveinstructionstothebackingband’s
chordalinstrumentswhatchordqualitiestoplay,andgivesthedrummerinstructionstostartplaying.
AsimpleCONCEPTTRANSFERisthatitis“CHORDINTELLIGENT”.
Tellthem:“Icancontrolthebackingbandwithmylefthand”
Showthem:PlayaCMajor7chordandshowthemitisrecognizedinthelowerleftcornerofscreen–Change
thechord(CMinor7)andshowhowitdetectedinthescreenandaskthemtolistenastheaccompaniment
adjuststothenewchordquality.
Tellthem:…exactlywhatyoushowedthem.

PSR‐S650“D.I.S.H”byPhilClendeninn
12

Itismoreimportanttotransferthebasicconceptthantoamazethemwithatuneinthisearlystage.Ifyouhavetheskills
–useasimpleprogressiontooutlineanappropriatesongforthecurrentSTYLE.
DELUXESTYLEPRESENTATION
Includedarethefollowingconcepts:
STYLEselection
OTS(OneTouchSettings):AsyouchangeSECTIONSA‐B‐C‐D,pointoutthattherighthandsoundhaschanged.
WhatinitiallywasanElectricPianoforSECTIONAisnowaClassicalGuitarinSECTIONB…etc.
AUTOFILL‐IN:Asyoupressthebuttonyoucaninvokeafill‐in.Theearlierinthemeasureyoupressthebutton,
themoreofthefill‐inthatplays.Italwaysarrivesatthetopofthenextmeasure.
SYNCSTART>INTRO(TempoFlashes)
INTROI/ENDINGI=Simple
INTROIII/ENDINGIII=Complex
WalkthemthroughafewSectionspointingouthowtheFILL‐INswork,etc.
Finally,putitalltogetherinabriefcompositionusinganINTRO,OTS,AUTOFILL‐IN,andENDING.
OTS
OTS(OneTouchSetting)makesappropriateVOICEselectionsettingsforeachSECTION.Thisisdoneautomatically,but
whatisimportanttoTELListhatTHEYgettoselectwhatVoiceorcombinationofVoicesarerecalled.Itisnotnecessaryto
teachthemHOW(atthispoint)‐theywillbedoingthistypeofthinginnotimewhentheygethome.Rememberitis
naturalforthemtoaskyouHOWtodothesetypesofthingsandyoucould(andshould)knowtheanswer.Butinreality,
theyaregoingtoforgetallthespecificsyoushowthem–itisonlynatural.Sticktobroaderconcepts.Whattheywill
rememberisthattheyunderstooditwasnotdifficultbecausethesalespersonmadeitlookeasy!
CUSTOMIZEASTYLE
Atthebottomofthescreeninthelowerrightcorner,you
canselectthe“ACMP.TR”(AccompanimentTrack)function
–youdosowiththebuttonlabeled:
[REGIST/PART(MIXER)].Whenyoupressthisbutton,the
lowerrightcornerwillchange–togglebetween
REGISTRATIONSandthePARTMIXER.Select“ACMP.TR”
Thisactivatesthe8buttonsunderthescreentoselectthePARTMIXER–nowthe8buttonsacttoMUTEandUNMUTE
thebackingband.
PART9isthepercussionist
PART10isthedrummer
PART11isthebassplayer
PART12and13arechordparts
PART14isforPAD
PARTS15and16areRiffsorPhrases

PSR‐S650“D.I.S.H”byPhilClendeninn
13

UsethesebuttonstoisolatethePARTS.Rememberitisalwaysdifficultforlistenerstoheareverything–byMUTINGall
thePARTSandthenbringingthembackinoneatatimecangivethelistenerachancetohearandunderstandwhatis
goingon.
SHOWSCOREANDLYRIC
Pressthe[SONGMODE]button(itlightsuptoindicateyouareinSONGmode)
Press[PRESET]toviewalistofthePRESETSONGdata.
RecalltheSCOREDEMO
Press[SCORE]
Whenyoupressthe[START/STOP]buttonyouwillseethescoreanimateonthescreen.
Youcantogglethe[SCORE]buttonthreetimestoseethreedifferentviewsoftheScore‐DualStaff,Singlestaffandwith
orwithoutchordsandlyrics.
LYRICDEMO
Rinseandrepeat!
SUMMARY
Continuetoexploreandaddnewsaleschopstoyourarsenal.ThebestlearningisSELFLEARNING.Thismeansspending
timewiththeinstrumentisgoingtobevaluableandallowyoutoaddnewTELL‐SHOW‐TELLroutinestoyourtoolkit.You
shouldpracticeshowingtheseroutinestoyourfellowsalesassociatessoyoucandevelopacertaincomfortlevelwith
yourpresentation.Remember,itistheconcept,notthespecificsthatareimportant.
MakeitSOUNDgood,makeitlookEASY,itisaYAMAHA(reliable),showitsversatilitybasedonthecustomersdesiresand
showitisSUPPORTEDwithnewcontent!

PSR‐S650“D.I.S.H”byPhilClendeninn
14

PSR‐S650:LEVEL3
DEALERINCREASESALESHANDBOOK:QUICKSTARTTO“CONCEPTSELLING”
LEVELTHREE(ADVANCEDS650CONCEPTSELLING)
ForthequalifiedARRANGERSALESASSOCIATE
Level1and2shouldbethegoalofallsalesassociates.Remember,itisnotnecessarytoplaykeyboardstosellkeyboards.
However,ifyouareanexperiencedkeyboardplayerandwanttomovetoadvancedsellingconceptspleasechallenge
yourselfwiththefollowing“saleschops”:
CreateyourownRegistrationsandpresentationsetups.Storethemtoyour“YAMAHAKEYBOARD”USBdrive.Develop
yourowncustomdataforyourpresentations.Youcanstoreyourowncustomizedsetups(REGISTRATIONS)andrecall
them.Besureyouincludethecustomerinwhatyouaredoing.Keepitsimpleandremember,itistheCONCEPTthatyou
wantthemtoget.Not“HOW”youdosomething,butthatYOUCANdosomething.TheHOWyoudosomethingiscovered
inthedocumentationthatcomeswiththeinstrument.ThegeneralCONCEPTSwillhelpyouselltheproduct.
REGISTRATIONS
REGISTRATIONSisanorgantermthatwasanearly“PRESET”–itrecallsthefrontpanelsettings.Itrecallsseveraldifferent
thingsbypressingonebutton.OntheS650aREGISTRATIONcanmemorizethefollowingthings:
StyleSettings(includingfingeringmodes,Splitpoint,Effects,Volume,etc)
Tempo
VOICESettings(Main,Dual,Left,Harmony)
Scale
Transpose
HowtomakeaRegistration:HOLD[MEMORY]+[REGIST.NUMBER]
HowtorecallaRegistration:Touchthe[REGIST.NUMBER]
IfyouhaveafavoriteSTYLEyouenjoyusinginyourpresentation,goaheadandcustomizetheOTSsettings,SplitPoint,
etc.toyourliking.
FUN
OneofthemostimportantCONCEPTSyouwanttotransferisthatthisisFUN.IfyoufindyourselfnothavingFUNwiththis
typeofproduct,youmissoneofitsbestsellingpoints.HowyoupresentthingslikeSCOREandLYRICcancausepainor
smiles.Considerthis:
Neverasktheclosed‐endedquestions:Doyoureadmusic?
Why?

PSR‐S650“D.I.S.H”byPhilClendeninn
15

Becausetheanswercouldbe,“No.”
AtwhichpointtheythinktheydonotwantnorneedaSCOREfunction.(“Oh,I’llneverusethat”theygrumbleto
themselves)
Abetterwaytohandlethisisnottoask,assumethatbyshowingtheSCOREfeatureyoucanpositionitpositivelyforall…
becauseiftheyREADmusic,theadvantageofthisisobvious.Youaregoingtopresentsothatiftheydonotreadmusic,
yet,thePSR‐S650willhelpthemlearn.Notonlydoesitshowthenoteonthelinedscore,itcantellyoutheNAMEofthe
NOTE.Itisreallyabouthowyouchoosetopresentthefeature.
Iftheyplay“byear”,theymayneverhaveseensomethingthattheythemselveshaveplayedonaSCORE–youcanshow
them.
BOLDLYGOWHERENOSALESASSOCIATEHASGONEBEFORE…
Getamicrophoneandexploreusingthenaturalinclinationofyourcustomertobea“ham”andgetthemtosing.There
aremanyreasonsforthisstrategy.Ifyoufindthecustomerwhohastheegotosingaloudinthestore,usethatpositive
energyandbuildonit.
Itistrue(don’ttakeourwordforit)buthavingfuniscontagious.Ifyouhavesomeonesingingalongwithapopularsong,
throughamicrophoneinthestore,youwillhaveotherpeoplecomingaroundtogiveitatry.A“What’sthat?”question
meansyouhavegottheirattention–andisthequestionyouwanttobeaskedasaretailsaleassociate.Onceyougetthis
levelofengagementgoing,youwillnaturallyfindanincreaseintheinterestinthistypeofkeyboard.
OneofthestrengthsoftheARRANGERKEYBOARDisthatitcontainsabandthat”knows”,literally,thousandsofsongs.Iit
isnotastaticbox,meaningyoucanloadnewSONGtitlesallthetime.OnceyouareinvolvedintalkingabouttheSONG
feature–youaretalkingabouttheproduct’sSUPPORT.BecauseitisXG/GMcompatiblethismeansthereisanunlimited
libraryofFILESthatcanbepurchased,downloadedandplayedbytheS650.
Thefactthatacustomercanbuyadditionalcontentisavery,verypowerfulfeature.Theyareworriedaboutthekeyboard
becomingOBSOLETE.Thisiswhyyousellmusic,notthebellsandwhistles…yes,nextyear’smodelmayhaveanewbellor
whistle,butMUSICandenjoymentisforever.Knowingtheycanbuysongsthatarenotevenoutyetiscomforting.
DIDYOUKNOW?
BythetimeasongisavailableinSheetMusicitisverylikelyavailableasaloadablefile.
KeepafewpopulartunesonyourYAMAHAKEYBOARDUSBdrive.
