P. 10 Grandpop Strobel Knows His Stuff ....................................................................82 They Were Turned Upside Down .......................................................................83 Selling The Somersault ......................................................................................... 84 Selling Imitation Vanilla ........................................................................................ 84 Three Sentences That Saved A Life ..................................................................86 Self-Preservation – Religious Sentences ......................................................... 86 Personal Comfort Appeals ................................................................................86 Vanity Appeals .....................................................................................................87 Chapter 18..................................................................................................................... 88 Recent Experiments For Texas Oil .................................................................88 “How About Some Oil?” ....................................................................................89 “Your Right Front Tire, Sir” ..............................................................................90 Your Worn-out Windshield Wiper ...................................................................90 Chapter 19..................................................................................................................... 93 Handling The Dog In The Yard ....................................................................93 Your Ten-Second Appearance .....................................................................94 Put A Press Into Your Sales Language ..................................................... 94 Watch Your Closing Words ...........................................................................95 A Tailor-Made Insurance Story ...................................................................95 Avoid Worn-Out Words With Whiskers ....................................................96 “Let Me Make Myself Clearer” ..............................................................................97 Words That Kill The Sale ...............................................................................98 Chapter 20................................................................................................................... 100 Use “Invisible” Sales Words ........................................................................... 101 A President Uses Tested Selling ................................................................... 101 Roosevelt Used Word Magic .......................................................................... 102 A Ready-Made Rule .......................................................................................... 103 He Puts Her At Ease ......................................................................................... 103 Five Effective Ways To Make The Other Person ...................................... 104 The Home Is The Foundation Of The Family ............................................ 104 How To Handle It Properly ............................................................................. 105 Get Action With Action ................................................................................ 106 “Tested Selling On Door Steps” ....................................................................... 107 Skit 1 ..................................................................................................................... 108 Selling With A “Canned” Sales Talk ................................................................ 108 Skit 2 ..................................................................................................................... 110 Selling With A “Planned” Sales Talk ................................................................ 110 A Story From England ......................................................................................... 112 The Wrong Way To Make A Sales Presentation .......................................... 115 The Right Way To Make A Sales Presentation ......................................... 116 Selling Demonstration 1 .............................................................................................. 122 The Right Way to Sell Powder and Perfume to a Man .......................... 123 Shopping for His Wife .................................................................................. 123 Selling Demonstration 2 ..................................................................................... 124
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