Here are a few examples to illustrate this point: Smile When You Say These – And Reach For The “Dotted Line”
“This will shorten your cleaning time by hours.” “You have only one back – one life to live.” “If men did the cleaning, we couldn’t make these cleaners fast enough.”
When Nellie Says, “I’ll Think It Over,” Wag These Words At Her
“Think also of the DIRT that is ruining your rugs.” “Think also of the MANY BACKACHES still in store for you.”
When Nellie Says, “I’ll Buy Later,” Telegraph These Messages
“Would you continue to use a toaster that didn’t work?” “Would you use a washing machine that left clothing dirty?” “What will you SAVE yourself by buying later – not your rugs or back – just two dimes a day!” Summary Of Wheelerpoint 5
Have the “voice with the smile” – but the smile that hasn’t the insincerity of being automatically “turned on” for the immediate benefit of the prospect.
Don’t ever smile insincerely, like the wolf at Red Riding Hood’s door!
If you fail to smile, if you stick your chin out, or if you look grim, down and out, tired, bewildered, scared, or overly confident, you are SIGNALING the prospect to BEWARE! The last prin ciple, therefore, to make your sales talk “stick” is to watch HOW you say it. So apply Wheelerpoint 5, “Watch Your Bark,” and then watch your sale go merrily down the road to SUCCESS!
The wooden Indian never made a sale.
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