Each Wheelerpoint is based on this philosophy, which underlies all successful “Tested Selling Sentences.” First you get the “sizzles,” and then you express them “telegraphically,” “saying it with flowers” to dramatize and prove your points; and by asking WHICH, not if, you bring your close within the fatigue point. The tone of your voice as you are performing these simple points is important, for the best message will fall flat if the telegraph operator fails to click his keys properly! Make your prospects’ mouths water for MORE by never saturating or fatiguing them, for anyone becomes bored when he cannot take part in the game, and every actor knows that the time to stop is WHEN THEY WANT MORE! Even the circus parade soon wearies the eye when we watch too long, and the third chocolate soda begins to taste bitter! Therefore, RIGHT NOW, go back over the five Wheelerpoints. Memorize them! Interpret them in to your OWN business! Find the “sizzles” in what you are selling, and practice putting these “sizzles” into ten - second “telegrams.” Ask yourself how you can say your “sizzles” with “flowers.” Can you bring about swifter closes, using the technique of the g ood lawyer, with his “Which,” Where,” “When,” and “How”? Then study your voice delivery. Does it sound convincing, honest, sincere? If you can answer these questions with a “Yes,” then you are doing about all that any salesman can to create interest, desire, and eventual purchase of whatever you are selling! The principle is simple: Parade your selling “sizzles” in telegraphic language with “flowers” so that no sales sequence is longer than three minutes at a stretch!
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