Back to: Elmer Wheeler Career Course in Tested Salesmanship

ELMER WHEELER'S

AWARD WINNING TALK

Now you can have ELMER WHEELER the World's Greatest Salesman, working with you everyday to help you become a better salesman!

Introduction

What Makes People Buy

Don't Sell The Steak - Sell The Sizzle

Don't Write - Telegraph

Say It With Flowers

Don't Ask If - Ask Which

Watch Your Bark

Proper Timing

COURSE CONTENTS

WHEELERSESSION 1
- “SELLING THE SIZZLE”
- Getting the Most From this Manual
- The New “Basic” Training for all Careers
- How to “BUY” Your Selling Appearance
- THE STORY OF TESTED SALESMANSHIP
- AMERICA-LAND OF OPPORTUNITY
- SALESMANSHIP – THE “BASIC” OF ALL PROFESSIONS
- THE WORLDS OLDEST ART
- WHAT IS SALESMANSHIP?
- IS SALESMANSHIP AN ART, SCIENCE, OR TRADE?
- THE MODERN SALESMAN–HIS MAKEUP
- THE SCOPE OF SALESMANSHIP–ITS FUTURE FOR YOU
- SELLING AS YOUR PROFESSION
- EMPLOYMENT POSSIBILITIES IN SELLING
- YOUR SELLING APPEARANCE
- YOUR PERSONAL QUALITIES THAT PUT YOU ACROSS WITH OTHERS
- WHAT MAKES PEOPLE BUY?
- KNOW PEOPLE AND HOW THEY LIVE
- YOU’VE GOT SOMETHING TO “SELL” THE WORLD–WE ARE ALL SALESMEN
- DON’T MAKE ‘EM DRINK MAKE ‘EM THIRSTY
WHEELERSESSION 2
- Finding Out “What Makes People Buy”
- How to Keep Yourself Well-Groomed
- IT’S AS MUCH H-O-W YOU SAY WHAT YOU SAY
- THE ELMER WHEELER HANDSHAKE
- YOU’LL SELL MORE IF YOU KNOW YOUR MERCHANDISE
- DON’T SELL AN EMPTY BOX
- GET IN STEP WITH PEOPLE
WHEELERSESSION 3
- How to “Know Your Merchandise”
- How to Improve Your Personal Mannerisms
- KNOW WHAT TO SAY AND WHEN TO SAY IT
- DON’T SELL THE STEAK – SELL THE SIZZLE
- THREE LITTLE WORDS THAT SOLD MILLIONS OF SQUARE CLOTHESPINS
- DON’T SELL THE WINE – SELL THE BUBBLES IN THE GLASS
- DON’T SELL THE SARDINES — SELL THE SOMERSAULT
- MAKE ‘EM PART OF THE ACT
- WHAT’S THE OTHER FELLOWS ANGLE?
- MARCO POLO HAD A DIFFICULT TASK–BUT WON THIS WAY
WHEELERSESSION 4
- How to Find Your Selling Sizzles
- Gaining Ease and Banishing Stage Fright
- HOW TO PLAN THE APPROACH THE NEW WHEELER WAY
- HOW TO MAKE THE APPROACH
- DON’T WRITE TELEGRAPH
- TWO LITTLE WORDS THAT TURNED NICKLES INTO DIMES
- YOUR FIRST TEN WORDS ARE MORE IMPORTANT THAN YOUR NEXT TEN THOUSAND
- PICK THE SIZZLE
- THE X, Y, Z FORMULA FOR MAKING WORD MAGIC
- DON’T BE A “HASH THINKER”–STICK TO ONE POINT
- DON’T HIDE UNDER A BUSHEL BASKET–EXPOSE YOURSELF!
- WILL ROGERS’ SECRET
- THE SECRET OF THE HYPNOTIST’S MYSTERIOUS “POWER”
WHEELERSESSION 5
- The Art of Making a Good “Approach”
- Picking the SIZZLE that Sells
- HOW TO BUILD THE PRESENTATION
- HOW TO SELL OVER THE TELEPHONE
- HOW TO MAKE COMPLETE PRESENTATIONS OUT OF TESTED SENTENCES
- LET THE AUDIENCE SNIFF THE SIZZLE–IN THE FIRST TEN SECONDS
- EXCITE ‘EM, ANNOY ‘EM, OR STARTLE ‘EM
- YOU CAN’T LEARN WHILE YOUR MOUTH IS OPEN
- TRY THIS MAGIC FORMULA
- HOW TO KEEP FROM LOSING FRIENDS
- PEOPLE LIKE TO HEAR “WEDDING BELLS” AND NOT “FUNERAL CHIMES”
WHEELERSESSION 6
- How to Make a Sales Presentation Click
- Let Customers Sniff the SIZZLE
- HOW TO USE SHOWMANSHIP – THE NEW ART OF SIZZLEMANSHIP
- SAY IT WITH FLOWERS
- THEY SOLD THE BROOKLYN BRIDGE AGAIN LAST WEEK
- SERVE THE STEAK THE WAY THEY WANT IT
- IT’S DONE WITH MIRRORS
- SYNCHRONIZE YOUR SIZZLES WITH SHOWMANSHIP
- DON’T USE SIX-BIT WORDS
- THE TRUTH IS GOOD ENOUGH
- HOW ONE MAN BECAME THE PERSONAL ADVISOR TO TWO PRESIDENTS
- HOW TO BECOME “POPULAR” WITH A BASIC RULE
- TRY THIS SIMPLE FORMULA TO OVERCOME SHYNESS, TIMIDITY, SELF-CONSCIOUSNESS
WHEELERSESSION 7
- How to Develop Showmanship that Sells
- Serving the Steak the Customer Way
- HOW TO SELL QUALITY–NOT PRICE
- AVOID WORDS THAT WRINKLE THE OTHER PERSON’S BROW
- HOW TO MAKE TESTED SENTENCES SELL IN DOOR-TO-DOOR SELLING
- THE CIGAR-STORE INDIAN NEVER MADE A SALE
- REMEMBER THE DESSERT
- GIVE YOUR AUDIENCE A CHOICE–BETWEEN SOMETHING AND SOMETHING!
- GET AUDIENCE ACTION WITH QUESTION MARKS
- MAKE YOUR RADIO SPEECH SIZZLE
- DON’T LET “IN CONCLUSION” BE SWEET WORDS TO YOUR AUDIENCE
- YOU CAN’T ERASE THE SPOKEN WORD
- HOW TO LICK THAT “TIRED FEELING”
- TAKE A MINUTE TO SAY “THANK YOU”
WHEELERSESSION 8
- Putting “BOX OFFICE” Into Your Showmanship
- Remember the Dessert
- HOW TO CLOSE THE SALE THE WHEELER WAY
- LOW PRESSURE “OUTSELLS” HIGH PRESSURE
- HOW TO USE THE FAMOUS “WHICH TECHNIQUE”
- DON’T ASK IF – ASK WHICH!
- THE BEST-LOOKING DOTTED LINE WON’T SIGN ITSELF
- TESTED SENTENCES THAT MAKE THE OTHER PERSON SAY “YES”
- YOUR SPEECH BEGINS THE MOMENT YOU REACH THE PLATFORM
- KEEP YOUR SPEECH OUT OF THE LAND OF NOD
- BELLS, BARKS, WHISTLES, AND DRUMS
- YOU CAN’T GET ALONG WITHOUT THIS SHORT CHAPTER WITH A “LONG” LESSON
- AN EASY WAY TO WIN MANY FRIENDS AND GET MUCH CO-OPERATION
WHEELERSESSION 9
- Tested Methods for Closing Sales
- The Famous “SNORE SESSION”
- HOW TO RECOGNIZE BUYING SIGNS AND SIGNALS
- TESTED “CLOSING SECRETS” OF MASTER SALESMEN
- HOW TO TAKE THE “TEMPERATURE” OF THE PROSPECT
- SENTENCES THAT TELL YOU THE OTHER PERSON IS SOLD
- TELL IT ON YOURSELF
- THE POWER IN WORDS
- WHEN YOU WANT TO TALK–LISTEN
- HOW TO TELL JOKES TO INFLUENCE PEOPLE
WHEELERSESSION 10
- Sure-Fire Ways to Detect BUYING SIGNS AND SIGNALS
- The Art of Telling a Funny Story
- HOW TO OVERCOME STANDARDIZED OBJECTIONS
- HOW TO OVERCOME “LAST MINUTE” BUYING FEARS
- WATCH YOUR BARK!
- A LESSON IN SALESMANSHIP AT THE SEASHORE
- MAKE YOUR RADIO SPEECH SIZZLE
- DON’T LET “IN CONCLUSION” BE SWEET WORDS TO YOUR AUDIENCE
- CHANGE “WHAT HAVE I GOT COMING?” TO “WHAT CAN I OFFER?”
- LET THE OTHER FELLOW ARGUE “YOUR” CASE
- HOW TO BE A SMART “CASTING DIRECTOR”
WHEELERSESSION 11
- TESTED METHODS To Avoid and Overcome Objections
- Tricks in Handling Radio and Microphones
- HOW TO TURN YOUR “LEMONS” INTO LEMONADE
- THE WORD “MISS” VERSUS THE WORD “MRS.”
- “OLD MAN JOHNSTON” FINDS SIX WORDS THAT SELL PIPE TOBACCO
- YOU CAN’T MAKE A SPEECH THROUGH FALSE WHISKERS
- THE SCARECROW ISN’T SUPPOSED TO MAKE A SPEECH
- A SECRET FOR DOUBLING THE POWER OF YOUR WORDS
- HE MADE THEM PART OF THE ACT–AND MADE A MILLION DOLLARS
- THE TECHNIQUE OF TRAVELING TOGETHER TO MAKE FRIENDS–AND TO KEEP THEM
WHEELERSESSION 12
- How to Turn Your “LEMONS” into “LEMONADE” *
- Don’t Be a “VOICE FIZZLER”
- HOW TO “TRADE-UP” SALES OF MERCHANDISE
- HOW TO “TRADE-UP” SALES OF SERVICES
- HOW TO SELL “RELATED ITEMS”
- HOW TO SELL “RELATED SERVICES”
- A CIGARETTE GIRL CHANGES AN EXPRESSION AND INCREASES HER BUSINESS
- WHAT TO DO WHEN DISTRACTIONS OCCUR
- “WISE WAYS” TO GET ALONG WITH PEOPLE YOU LOVE
- WHY DO MOST INVENTORS DIE POOR?
- HUSBANDS–TRY A LITTLE TENDERNESS
WHEELERSESSION 13
- How to “TRADE-UP” and Make “EXTRA” and “REPEAT” Sales
- How to Overcome NORMAL Distractions
- BUILDING UP THE “LONG-PULL” CUSTOMER
- METHODS OF MAKING CUSTOMERS COME BACK
- HOW TO CONDUCT A SALES MEETING
- THE FARMER’S DAUGHTER MOVES TO TOWN
- TELL IT ON YOURSELF
- MAKE YOUR “BOOK OF THE DAY” A “BEST SELLER” THIS WAY
- A VICE-PRESIDENT “IN CHARGE OF WINNING FRIENDS” TELLS SOME OF HIS “TRADE SECRETS”
WHEELERSESSION 14
- How to Rescue “LOST” Sales
- How to Handle a “SALES MEETING”
- TESTED WAYS TO GET AN INTERVIEW
- MAKING ‘EM HIT THE SAWDUST TRAIL FOR YOU
- THE CHAIRMAN WHO “FLOPS” CAN FLOP YOU
- A FEW HINTS TO THE TOASTMASTER
- “PLEASURE PAIN”–THE GOLDEN KEY TO INFLUENCING HUMAN BEHAVIOR
- HOW A SIZZLE SAVED A LIFE
- THE GENTLE ART OF PASSING THE BUCK
WHEELERSESSION 15
- Tested Methods For GETTING THE INTERVIEW
- How to Handle a Luncheon or Banquet Meeting
- HOW TO GO “FISHING” FOR PROSPECTS
- TESTED WAYS TO FIND AND DEVELOP PROFITABLE LEADS
- THE INTANGIBLE SALESMAN FINDS HIS PROSPECTS
- FINDING THE “ACRES OF DIAMONDS” IN YOUR OWN BACKYARD
- FIVE LITTLE WORDS THAT SOLD A MILLION GALLONS OF GASOLINE
- TO GET AHEAD FASTER PUT SOMETHING EXTRA IN YOUR BOX–BE UNDERPAID
- TWO LITTLE WORDS THAT PAID OFF IN BIG DIVIDENDS
WHEELERSESSION 16
- Wheeler “Top-Drawer” Secrets of FINDING PROSPECTS
- Don’t Make ‘Em Drink…Make “Em Thirsty
- CHARTING THE MIND OF THE PROSPECT
- DON’T USE WORDS THAT ARE “SHINY IN THE SEAT”
- HOW TO HELP THE OTHER FELLOW BE RIGHT
- DREAMS, NEEDS, AND NIGHTMARES THAT MAKE UP YOUR DAILY LIFE
- TO GET AHEAD FASTER–TAKE OFF THE BRAKES
WHEELERSESSION 17
- Famous Tested Systems to “SIZE-UP” Customers
- “Don’t Sell an EMPTY Box”
- HOW TO USE SELLING TOOLS TO BACK UP YOUR SALES TALK
- SELLING-SENTENCE ODDITIES THAT HAVE MADE PEOPLE RESPOND
- WHY YOU SHOULD LEARN THE ART OF REMEMBERING NAMES
- HOW TO REMEMBER NAMES
WHEELERSESSION 18
- Modern SALES AIDS and SELLING TOOLS – How to Use Them
- “Get in STEP with People”
- THE IMPORTANCE OF KEEPING RECORDS
- HOW TO “SIZZLE MANAGE” YOUR TIME
- TESTED METHODS TO GET THE “SIZZLE JOB” YOU WANT
- TESTED WAYS TO HIRE — OR BE HIRED
- HOW TO “DRESS UP” YOUR PERSONALITY
WHEELERSESSION 19
- Tested Ways to PLAN YOUR SELLING for More Profit
- “Make ‘Em PART of the Act”
- WHAT YOU SHOULD KNOW ABOUT ADVERTISING
- WHAT YOU SHOULD KNOW ABOUT PUBLIC RELATIONS
- WHAT YOU SHOULD KNOW ABOUT CREDIT
- THE ART OF WRITING “SALESMEN’S LETTERS” THAT SELL YOU
- HOW TO “MERCHANDISE” YOUR SALES
- EIGHT LITTLE WORDS THAT FOILED SOUVENIR HUNTERS
- WHEN TO THROW THIS BOOK OUT THE WINDOW
- THE SECRET INGREDIENT
WHEELERSESSION 20
- The Graduation Exercises and Banquet
DIRECTOR’S MANUAL
- TESTED TIPS in Handling Course
- IS SALESMANSHIP AN ART, SCIENCE, OR TRADE?
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