The Wrong Way to Sell a Man Hose for His Wife .................................... 124 The Right Way to Sell a Man Hose for His Wife ...................................... 126 Hooking The Fluke ................................................................................................ 128 The Gregarious Instinct ...................................................................................... 129 Joseph P. Day Makes A Sale ............................................................................. 130 Chapter 25................................................................................................................... 132 Six Simple Sales Words ...................................................................................... 136 This Tested Sentence Gets 1600 Customers ............................................... 137 Chapter 27................................................................................................................... 138 “No Canvassers Allowed” ................................................................................ 139 The Moving Van Business ............................................................................... 140 “Stop, Look, Listen” ......................................................................................... 140 The Redheaded Boy ......................................................................................... 141 Chapter 28................................................................................................................... 143 Hot Chestnuts For Sale ................................................................................... 144 A Perambulating Sandwich ............................................................................ 144 The Story Of The Comb .................................................................................. 145 Find The “Sizzles” ............................................................................................. 145 Chapter 29................................................................................................................... 147 Chapter 30................................................................................................................... 148 Four Rules Laid Out ...................................................................................... 148 Definition of “You - Ability” ........................................................................... 148 “Professional” Job -Hunters ......................................................................... 149 A Good Leading Question ................................................................................... 155 The Hollywood Casting Office ........................................................................... 156 The Beggar Uses Tested Selling ....................................................................... 157 WHEELERPOINT 3. ............................................................................................... 159 “Say It With Flowers” .......................................................................................... 159 “Word Magic” – Not “Magic Words” ................................................................ 162
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