Contents Twenty Reporters Get the Facts.......................................................................................6 Wheeler Word Laboratory is Formed .......................................................................6 Sales Gains Recorded Everywhere ....................................................................7 The Five Wheelerpoints.................................................................................................12 Chapter 1 ...................................................................................................................13 Then Learn to Have “You - Ability” ..........................................................................14 Summary of Wheelerpoint 1 ..................................................................................14 How to Approach Prospects .................................................................................16 Summary of Wheeler Point 2 ..............................................................................17 Chapter 3 ...................................................................................................................18 Synchronize Your “Sizzles” with Showmanship .....................................18 How to Sell With “Flowers” ..........................................................................18 Unprofessional Mannerisms That Kill Sales ............................................19 Do Your Sentences Begin Like This? ......................................................... 20 Summary of Wheelerpoint 3 ........................................................................21 Chapter 4....................................................................................................................... 22 The Value of The Word “Which” .....................................................................22 These Questions Won’t Get The Replies You Want ..................................22 But These Questions Get The Answers You Want ....................................23 Summary of Wheelerpoint 4 ........................................................................24 Chapter 5 ...................................................................................................................25 Don’t Be a “Johnny -One- Note” .......................................................................25 Three Other Wheeler Principles..................................................................................... 27 Chapter 6....................................................................................................................... 28 Many Reasons For Being Square ...................................................................28 The Idea “Clicks” With Women .......................................................................29 Story of Indian Moccasins ................................................................................29 Selling White Shoe Polish .................................................................................30 The Story of Barbasol ........................................................................................ 30 Chapter 7....................................................................................................................... 32 Chapter 8....................................................................................................................... 38 A Rule to Remember in Word Formation ..................................................... 38 “I Wear ‘Em Myself” Proves Nothing Today ............................................39 “Feel” – “See” – “Hold” .................................................................................39 “The Buttons Are Anchored On The Shirts” ............................................40 Chapter 9....................................................................................................................... 43 The Right Combination ...................................................................................... 43 Why You Must Get Ten-Second Attention ...................................................44 When You Get Ten-Second Attention – Then What? ............................... 44 Our Psychogalvanometer Tests ......................................................................45 A Good Sales Example Of These Facts ..................................................... 45 Make Every Sale Within Saturation Point ................................................46 Chapter 10..................................................................................................................... 48
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