This sales talk, which I developed with William Grier, president of the company, was designed to be used on dentists, who have only a very few minutes to give to any dental salesman. They are professional men, and their time is valuable. Realizing this, we took the Five Wheelerpoints, and built this three-minute talk: SALESMAN (Daze crasher): “How would you like to INSURE your restorations for one cent per filling, doctor?” DENTIST (looks up from work, curious): “How?” SALESMAN: “The Chinaman charges you one cent for insuring your shirts, and by using Twentieth Century Alloy you can insure your reputation for one per cent per filling. (Dentist becomes interested.) “Run -of-the-mill alloy, you see, doctor, costs you about three cents per filling, and our T. C. alloy costs only four cents – but this is what you get for that extra cent: (Dentist now keenly interested.) “First, you get scientifically graded alloy that is easy to carve , and that will adapt itself to the sides of the patient’s tooth and prevent seepage and thermal shocks . “Second, our T. C. alloy has particles with ‘silver overcoats,’ and because each particle contains more silver , the biting edge of the patient’s filling will be stronger. “Third, these ‘silver overcoats’ keep the filling silver -bright forever in the patient’s mouth! “Those three important things are worth one cent more per filling, aren’t they, doctor?” Make Every Sale Within Saturation Point Summed up, if you want to make your sales more accurate, more fool-proof, and faster, you must, for biological as well as for psychological reasons, follow the five Wheelerpoints, which teach: You have only ten short seconds to penetrate the “day - dreaming” of the other person, and you must concentrate yo ur best “sizzles” into three minutes, so the prospect will not YAWN, physically or mentally!
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