Chapter 3 “Say It With Flowers” *
(Wheelerpoint 3) “SAY IT WITH FLOWERS” simply means PROVE your statements! “Happy returns of the day,” when accompanied by flowers, proves you MEAN it! The flowers in his right hand as he proposes tell her MORE than the mere words from his lips. You have just ten short seconds and two able hands to sell the prospect – and so you must FORTIFY your words with performance! You must back up your selling “sizzles” with showmanship! I do not mean you should be an insincere actor, but I do mean that your words deserve the support of your gestures and facial expressions. Your words will get much better results if SUPPORTED than if left hanging mid-air to themselves, no matter how good the words may be. You know how little the per functory “Thank you” of some clerks means to you. It lacks the reinforcement of sincerity. Synchronize Your “Sizzles” with Showmanship Fitting action to your words is the third “earmark” in making a sale “stick” with the prospect. Talk with your hands? Yes – why not? – if you can use them in a dignified manner. Gesture with them – keep them busy. Pat them – rub them – move them – start them – stop them! Show them action and you will get action. Make “Elmer” ** and “Nellie” SEE – FEEL – TOUCH – HANDLE – almost SMELL and TASTE your sales package and the things they will be heirs to upon placing their approval on the dotted line or their money into your palm! Make your hands earn a living for you! How to Sell With “Flowers” To keep unity in our examples of these five Wheelerpoints, let me stay with the vacuum cleaner, in illustrating this point. How to apply these same five points to other products will be illustrated in later chapters.
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