How To Make Your Sales Sizzle in 17 Days
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About this ebook
Then this is the course for you! Read on!
If you abhor “long courses” that take months and months.....If the idea of learning how to sell in 17 weeks if you prefer, or 17 days, if you are up to it, appeals to you.....If you have a sales manual that needs modernizing with “Tested Selling Sentences,” or if you want to build one from scratch.....
Then read on!
This is YOUR QUICKIE COURSE, by America’s foremost authority on selling and manual building.
Elmer Wheeler is not just a “teacher,” but a doer, a man with a list of clients that reads like a Who’s Who of American business.
You can practice a chapter a day—or a chapter a week—and learn this amazing new Sizzle Way of selling and manual building that has been used by 247 sales corporations for 19 successful years!
Read on!
Time is valuable. Few salesmen have much time these days to study. Beginners are busy, too, perhaps on other jobs; yet they want to enter the field of selling.
What is their solution?
It is this—a short course in selling that is concise, to the point, minus frills and “kindergarten” stuff.
Yet a course that embodies everything a salesman needs to know before he makes a call—or before the beginner applies for his first selling job.
It is for the salesman with little time, yet a desire to improve himself in 17 ways in 17 days. It is for the beginner who wants to get his first job and hold it. It’s for any person, or firm, large or small, who wants to build an up-to-date Sales Manual—and test it out!
It’s for everybody or anybody who wants to sit at the feet of the Master Salesman, Elmer Wheeler, for 17 days and learn the highlight skills of salesmanship in 17 ways.
Elmer Wheeler
Elmer Wheeler (1903-1968): Autor, orador y experto en ventas. Nacido en Rochester, Nueva York, Elmer Wheeler residió en Dallas, Texas, durante más de 30 años y residió allí hasta el momento de su muerte en octubre del año 1968. Su frase "No venda la tajada; venda su sabor" se transformó en una filosofía empresarial que condujo a la creación de un laboratorio de palabras conocido como "Sizzle Labs", para pesar y medir la capacidad relativa de las palabras para motivar a las personas. Más de 125 universidades, escuelas de negocios e individuos enseñan los métodos de Sizzle Lab. Hombres y mujeres de la Fuerza Aérea reciben capacitación mensual en los métodos de Sizzle Lab. Marine Corps también usan sus métodos para reclutar. Incluso los presos federales toman su curso en los centros de rehabilitación. Como conferencista, Wheeler ganó el primer y único Oscar que alguna vez se otorgó a un orador público. En el Dallas Cotton Bowl atrajo a 20,000 vendedores, tenedores de libros, secretarias y otros para aprender cómo hacer más amigos y conseguir más ventas. Dio conferencias para más de 50 Clubes de Ventas Americanos, los Jaycees y las cámaras de comercio.
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Reviews for How To Make Your Sales Sizzle in 17 Days
1 rating1 review
- Rating: 5 out of 5 stars5/5Pretty nice artical.
It help a lot while selling custom beyond label print and stickers for my customers.
Book preview
How To Make Your Sales Sizzle in 17 Days - Elmer Wheeler
This edition is published by PICKLE PARTNERS PUBLISHING—www.pp-publishing.com
To join our mailing list for new titles or for issues with our books—picklepublishing@gmail.com
Or on Facebook
Text originally published in 1953 under the same title.
© Pickle Partners Publishing 2016, all rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted by any means, electrical, mechanical or otherwise without the written permission of the copyright holder.
Publisher’s Note
Although in most cases we have retained the Author’s original spelling and grammar to authentically reproduce the work of the Author and the original intent of such material, some additional notes and clarifications have been added for the modern reader’s benefit.
We have also made every effort to include all maps and illustrations of the original edition the limitations of formatting do not allow of including larger maps, we will upload as many of these maps as possible.
HOW TO MAKE YOUR SALES SIZZLE IN 17 DAYS
BY
ELMER WHEELER
"Author of How to Sell Yourself to Other; Sizzlemanship; Tested Public Speaking; Tested Sentences That See; How to Make Your Daydreams Come True"
LET ELMER WHEELER—MR. SALESMAN—SHOW YOU HOW TO BUILD A SIZZLING SALES TALK, AS HE HAS DONE FOR 1,000,000 OTHERS IN THE PAST 19 YEARS.
TABLE OF CONTENTS
Contents
TABLE OF CONTENTS 3
A WORD FROM THE PUBLISHER 4
First Day — HOW TO USE THIS BOOK TO BUILD YOUR OWN SALES MANUAL 5
Second Day — WHY DO PEOPLE BUY—WHAT ARE THE BASIC BUYING MOTIVES? 9
Third Day — HOW TO FIND YOUR MAIN SALES APPEALS THE SELLING SIZZLES AND WHIZZLES 17
Fourth Day — PUTTING YOUR SIZZLES INTO 10-SECOND SELLING WALLOPS!—Your Approach 25
Fifth Day — HOW TO USE TESTED SELLING SENTENCES
TO WARM UP PROSPECTS 35
Sixth Day — HOW TO SPRINKLE SIZZLE SHOWMANSHIP THROUGHOUT THE SALE 44
Seventh Day — OBJECTIONS—AND THE BEST WAYS TO OVERCOME THEM EFFECTIVELY 52
Eighth Day — BUYING SIGNS AND SIGNALS—HOW TO SPOT THEM IN A HURRY 59
Ninth Day — THE ART OF THE WHEELER METHOD OF EFFECTIVE CLOSING 66
Tenth Day — IT’S THE BIG SECRET OF ALL—WITHOUT WHICH NO FORMULA IN THE WORLD WILL WORK! 75
Eleventh Day — AFTER ONE SALE—HOW TO MAKE TWO 83
Twelfth Day — WHERE TO FIND YOUR PROSPECTS 90
Thirteenth Day — YOUR SELLING APPEARANCE—FIRST CUSTOMER REACTION TO YOU AS A PERSON! 93
Fourteenth Day — THE PART YOUR VOICE PLAYS IN MAKING PEOPLE SAY YES
INSTEAD OF NO
99
Fifteenth Day — HOW TO HANDLE YOURSELF SOCIALLY TO MAKE MORE FRIENDS AND THEREFORE MORE SALES 107
Sixteenth Day — HANDLING YOURSELF AT SALES MEETINGS—TALKING BEFORE THE LOCAL SERVICE CLUBS 113
Seventeenth Day — TESTED WAYS TO GET YOURSELF A JOB, A PROMOTION, OR A RAISE THE MODERN NEW SIZZLE WAY 120
MASTER SIZZLE CATALOGUE 128
Sizzle Sheet 128
Telegraph Approach Sheer 129
Warming-up Sentence Sheet 130
Sizzle Showmanship Stunt Sheet 132
Objection Answers Sheet 132
Which
Closing Sheet 133
REQUEST FROM THE PUBLISHER 136
A WORD FROM THE PUBLISHER
If you want to improve your present selling ability.....If you need a brushing up job,
after the past few non-selling years.....Or if you are in another business and feel you want to enter selling.....
Then this is the course for you! Read on!
If you abhor long courses
that take months and months.....If the idea of learning how to sell in 17 weeks if you prefer, or 17 days, if you are up to it, appeals to you.....If you have a sales manual that needs modernizing with "Tested Selling Sentences," or if you want to build one from scratch.....
Then read on!
This is YOUR QUICKIE COURSE, by America’s foremost authority on selling and manual building.
Elmer Wheeler is not just a teacher,
but a doer, a man with a list of clients that reads like a Who’s Who of American business.
You can practice a chapter a day—or a chapter a week—and learn this amazing new Sizzle Way of selling and manual building that has been used by 247 sales corporations for 19 successful years!
If you want more happiness in the home, more social success, or greater business gains—and quick—this is your course.
Read on!
Time is valuable. Few salesmen have much time these days to study. Beginners are busy, too, perhaps on other jobs; yet they want to enter the field of selling.
What is their solution?
It is this—a short course in selling that is concise, to the point, minus frills and kindergarten
stuff.
Yet a course that embodies everything a salesman needs to know before he makes a call—or before the beginner applies for his first selling job.
This is not to replace any personal course of study, such as given by your firm, taught by a local group or college, or by a business school where the famous 84 Day Elmer Wheeler Career Course is taught.
It is for the salesman with little time, yet a desire to improve himself in 17 ways in 17 days. It is for the beginner who wants to get his first job and hold it. It’s for any person, or firm, large or small, who wants to build an up-to-date Sales Manual—and test it out!
It’s for everybody or anybody who wants to sit at the feet of the Master Salesman, Elmer Wheeler, for 17 days and learn the highlight skills of salesmanship in 17 ways.
It’s The Sizzler’s new short course
in sales improvement and manual building.
THE PUBLISHER
HOW TO MAKE YOUR SALES SIZZLE IN 17 DAYS
First Day — HOW TO USE THIS BOOK TO BUILD YOUR OWN SALES MANUAL
(—and test it out!)
YOU CAN’T LEARN how to hammer nails by reading a book.
Nor can you master how to play golf or cook a pie by watching someone else do it.
Watching others and reading instructions are things that are needed to give you the required background.
But only practice makes perfect!
So in this book, the first of some 10 I have written on tested selling in which you practice as well as read, you will find a blank sales manual. And with this manual you can make your practice perfect.
How Your Sales Manual Works
Step One
On the blank pages that are provided in the back of the manual included with this book, or on separate cards or sheets of paper, list all the ideas, words, and sentences, all the selling tools that you want to test in order to find out their value in your selling technique.
I’ll tell you ways to find these selling tools in the following days of this book, but right now, list the ones you use now. When you finish this book, list the ones you think of then.
List anything that comes to your mind that you believe is worth testing.
Step Two
Then test them. Test all the tools you have listed. Test them on your customers, friends, family—anybody.
When you find that a certain sentence clicks and makes a sale, when you find a selling technique that opens up a purse, then record that fact.
When your records show that a sentence or technique has worked enough times to be called a tested selling sentence
or a tested selling technique,
then you are ready for Step Three.
Step Three
Take the tested selling sentence
or tested selling technique,
and put it into the section of your sales manual where it properly fits. For example, if it is a tested telegraph approach, it goes on page 4 of the sales manual; if it is a tested selling sizzle, write it on page 2. And so on.
It has won its laurels. It has been tested by you and is worthy of becoming a permanent part of your Library of Tested Selling Sentences and Techniques.
Keep it in your sales manual just as long as it will click for you.
Some approaches, follow-ups, and closing statements, once created, will last you all of your lifetime.
But, in Step Three, do not insert into the permanent section of your manual any sizzle, word, phrase, or method that has not been tested by you, yourself.
You might have to search for an approach for a month before you find one that really Opens the door, Richard
for you.
You might have to search for a close for another month before you find one that really, Passes the lemons, Linkwurst.
Open the door, Richard
and Pass the lemons, Linkwurst
are phrases used in Sizzle Labs around the country, during our practice sessions.
Getting Down to More Detail
Finding sizzles
On your Third Day you will read what a sizzle is and how to find one.
List them as they come to your mind, but list them on the blank pages of your manual or on a pad. When you find they are unlocking people’s mental pocketbooks, then list them in the permanent section of your sales manual.
List them in order of their importance. That is, list your biggest sizzle first—and end with your weakest one.
As you’ll learn, a sizzle is the emotional side of the sale, not the factual side.
The sizzle of the steak appeals to the heart—the steak itself appeals to the brain.
It flatters eyes
is the sizzle, let’s say, of a lady’s hat; whereas, the appeal of the hat itself is in fine ribbons
or inexpensive price.
Sizzles are not full sentences, but just one, two, or three words at most that give you a quickie selling point.
Circus brand
is the sizzle in peanut butter, not, It tastes like the peanuts you get at a circus.
This is a full sentence and comes next.
Finding approaches
Now once you have found and developed your sizzles you must learn how to express them into 10-second approaches. This you will learn to do on your Fourth Day.
Now is when you take the sizzle and lengthen it from circus brand
into, Sonny, this is the kind of peanut butter that tastes like circus peanuts.
List approaches that fit your personality; that fit your area of sales; that fit your own product, service, or selling plan.
Warming-up sentences
Once you have the sizzles expressed in 10-second approaches, on your Fifth Day you will list some warming-up sentences—sentences that warm up desire to buy, once the approach has attracted attention.
For example, after the peanut butter
approach, warm up the boy with a sentence such as, Wow—and does this circus-brand peanut butter really taste good on school sandwiches.
Once you have these warming-up sentences, test them out and when you are convinced they sell, then into your tested sales manual they go!
Finding showmanship stunts
Next, in your manual, comes a page to list stunts to dramatize your sentences, for remember, never say anything without doing something to prove the point.
When you tell the boy the peanut butter is good on school sandwiches, open a jar, for example, and let him whiff the peanut aroma.
Or smack your lips; do something dramatic to prove the point, to back it up.
Test out some showmanship stunts, as will be explained on your Sixth Day. Then you are ready to put them into your tested sales manual.
Finding ways to overcome objections
You will learn quickly, as a salesman, that objections are often needed before you can close a sale.
As I will show you on your Seventh Day, few people buy without questioning the salesman, or otherwise putting up objections.
Every business has its standard objections, ones it meets day-in and day-out.
List these objections and list your probable answers to them; then go out and try these answers on your customers.
If your answers overcome objections, insert them into your tested sales manual as worthy of being made permanent.
It’s that easy.
Finding closing statements
Develop your closes. Put them into the testing stage. Test them out on your customers, and once you have found good closers, ones that work with a fair degree of accuracy, put them into your sales manual.
No closer should ever go permanently into your tested sales manual until you are convinced it works.
And the only way you should ever be convinced it is a real sizzling close, is when it gets the order.
That’s the only test of any showmanship stunt. Did it sell?
Finding extra sale sentences
On your Eleventh Day you will learn how to find sentences that make extra sales, multiple sales.
List these sentences on a spare pad, or in the back of your manual, and go out and try them on your customers.
Once you find your order book going upward and that you are making two sales where you only had one before, then you are ready to insert these sentences into your tested sales manual.
Finding the prospects
If you have no prospects, of course you can’t use any of these fine selling methods you are developing.
So study up on where to find prospects and how to find them, as I will show you on your Twelfth Day.
Make a list. Then test the list. Then take the prospects that have withstood your most rigid tests, and insert their names into your manual.
Today Is Only the Beginning
In this first day you have learned how you can get a sales manual that will be custom-tailored to fit not only you personally but also your product, service or whatever you are selling to others.
Why guess and gamble with unknown phraseology—with untested sales techniques?
You can, with a little effort, in 17 days—or weeks if you want to take that long—have a lifetime sales manual, tested to make your sales more accurate and faster.
The day of guess-work in selling is over with!
There are products tested for fading, shrinkage, for wear and tear!
Therefore, why shouldn’t you have tested selling sentences
and tested techniques
to make selling easier for you?
Second Day — WHY DO PEOPLE BUY—WHAT ARE THE BASIC BUYING MOTIVES?
"There are many buying motives, but three are basic: Self-preservation, Money, and Romance.