To at least 97.73% of Business Owners and Entrepreneurs (my estimate anyway and it’s probably higher actually! . . . this topic is as welcome as a festering boil on the inside of their left butt cheek and therefore they ignore the true value of it.
Sure, most of you have heard about the Lifetime Value Of YOUR Customers, many even rattle it off in conversation or in print as though they know something about it. The truth is . . . it’s the ONE aspect in business where ignorance is high and costing people way too many sales. Continue reading
Watch Your Bark!
This is the last of the 5 Wheelerpoints, and upon its proper execution hinges the test of how much your sales words will succeed or fail – for your VOICE is the ‘carrier’ of your message!
The finest ‘sizzle’ you can telegraph in ten words in ten seconds, with a huge bouquet of ‘flowers’ and lots of ‘Which’, ‘When’, ‘Where’, and ‘How’, FLOPS if the your voice FLAT.
It is not necessary or advisable to be an actor and elocute – however a PROPER TONE of VOICE carries the message swifter and TRUER to the other person with least ‘static’.
‘His Master’s Voice’
Consider how much the little dog can express with just one word and one tail to wag! What he can do with the tone of his “woof” and the wag of his tail in conveying his many messages is well worth emulating!
Watch the ‘bark’ which can creep into your voice! Watch the ‘wag’ behind your words! Continue reading
Don’t Ask If – Ask Which!
You can catch more fish with hooks than with crow bars.
The main problem is business though is this . . . at least 96.7% of people use crowbars to try and catch their fish (new customers) instead of using the correct hook combined with the right bait.
By “DON’T ASK IF – ASK WHICH” I mean you should always frame your words (especially at the close) so you can give your prospect a choice between something and something, never between SOMETHING and NOTHING. Continue reading
“SAY IT WITH FLOWERS” simply means PROVE your words, either verbal or written!
“Happy returns of the day,” when accompanied by flowers, proves you MEAN it!
The flowers in his right hand as he proposes tell her MORE than the mere words from his lips.
Below Are 31 Tested Tips to Help YOU Increase YOUR Sales: Continue reading
Your First 10 Words Are More IMPORTANT Than YOUR Next 10,000 Words!
If you are old enough to remember ever sending a telegram, where you paid for every single letter/character and you had to telegraph your message in a such a succinct way to not only get your message understood, you also wanted to keep your costs down.
You had no room for waffle or fluff. You had to get to the point – fast! Continue reading
Sell Your Sizzle Not Your Cow!
The best-looking product won’t sell itself;
The prettiest dotted line won’t sign itself, a check won’t sign itself and a credit card won’t give you it’s details . . . without the intelligent persuasion of somebody’s words – either verbal or written compelling the owner to do so, giving you a sale.
You have no doubt heard of the phrase ‘Don’t Sell the Steak – Sell the Sizzle’ however do you know this came about from a 10 year word study?
Back in 1937 Corporations throughout the country commissioned Elmer Wheeler to set up his “Word Laboratories” and find out winning sentences to sell their goods. Wheeler realized that it was the sales people in the stores who weren’t asking the right questions to their customers.
So he tried and tested 105,000 sentences on over 19,000,000 customers (such a feat would not be viable nowadays – even Donald Trump couldn’t afford it). Continue reading