For instance, when a small boy finished purchasing a new suit with his mother, the clerk would say to the boy, “Would you like to wear this suit tonight?” The boy would usually reply, “Sure.” Mother would say, “Then you’ll have to carry the package yourself, Son, as Mother’s arms are full.” “Are you in the open much?” proved an attention -getter in three New York department stores during our recent tests for Pro-Phy-Lac-Tic Brush Company to find best sentences and techniques to use in selling their Stranzit hair brush. “Does your brush have these wave - like bristles?” proved another sales -getter, and the sentence, “Do you strand your hair while brushing?” doubled sales of this brush in L ord & Taylor’s and Gimbel’s of New York in three days’ time! The Moving Van Business Mr. Buell Miller, vice president of the Mayflower Warehousemen’s Association, made up of leading moving companies of the nation, employed our services to help his estimators say and do the right thing when quoting prices for moving. This research is new to us as this book goes to press, and our findings for this industry are not all catalogued, but one “sizzle” that seems to be going over very well is to have the estimator show his appreciation of fine things by picking out a piece of furniture he believes is cherished by the woman and saying: “That is a very fine piece, isn’t it?” The woman sees the estimator knows good furniture, and she has the peace of mind necessary before she gives the order. This one selling principle is helping to remove the nightmare from moving by giving the customer confidence. When the drivers arrive to begin moving, they are instructed to wash their hands in the kitchen sink or basement, saying: “We are instructed to wash our hands before touching your furniture.” Again one sentence goes a long way toward building confidence for this moving association, and is securing business through giving customers peace of mind. “Stop, Look, Listen” Did you ever realize that the following three commonly seen statements are “Tested Selling Sentences,” sentences that were created to make people respond?
“No down payment.” “Send no money.” “Free sample.”
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