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Increase Sales By Jazzing Up, Energizing and Limiting the Words You Speak and Write

Guest post by: Leanne Hoagland-Smith

Article Overview: Do you know who Elmer Wheeler was? And why is he important to you increasing sales? Read on to learn more.

Increase Sales By Jazzing Up, Energizing and Limiting the Words You Speak and Write

Do you want to increase sales? Of course you do! Have you tried everything from direct mail, paid media to even promotional items? And, yet your sales are still less than spectacular? It may even seem that your marketing mix is dying on the vine.

Then maybe it is time to do a little reading about a gentlemen from the mid-20th century by the name of Elmer Wheeler. In the immediate years from WWII, Elmer Wheeler was recognized as one of the best salesmen because of his "Wheeler Institute of Words."

Mr. Wheeler believed in measuring marketing actions to increasing sales results. In one experiment he tested 5,000 sales interactions where the waitress would only say "Large one" when asked about the drink size instead of offering a choice between Large and small drinks. What is interesting to note that in 70% of the responses, the answer was Yes.

Just imagine if your could increase your sales 70% by offering just one option instead of two? What Mr. Wheeler understood is that increasing sales is all about asking while limiting the options.

His approach makes perfect sense given that the brain needs more time to process when two options are presented. When compound questions are asked, this delays the response time and confuses the person responding.

Mr. Wheeler was also noted for some famous quotes that many in sales use, but far fewer can attribute to the selling genius of this individual. One of my favorites is “Your first ten words are more important than your next 10,000.”

So you must energy those first 10 words for the greatest impact to turn your potential toward you and away from your competitor. Look for words that jazz or add spice to your introduction, yours info-mercials or as Mr. Wheeler was quoted as saying: “Don’t sell the steak, sell the sizzle.”

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Article Tags: 20th century, brain, competitor, direct mail, drinks, dying on the vine, elmer wheeler, famous quotes, genius, gentlemen, increasing sales, marketing mix, mr wheeler, one of my favorites, perfect sense, promotional items, response time, salesmen, spice, waitress



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Ad words - And I forgot... you could give Google Ad Words a try. I've used that in the past and was never able to get my click rate below 20 cents, but perhaps you'll have better luck. With Google Ad Words, your ad (which you must make sure you write properly) will send people to your website, so it's a must have.
Re: Quote of the Day - "Have the courage to follow your heart an - [quote="GT Bulmer":102twzd2]Hi, Evan: I haven't yet managed to capitalize on the longings of my heart as successfully as Jobs did[/quote:102twzd2] Hi GT - I woke up thinking about this post and I have a challenge for you for May if you're up to it. Here it is: Write the blog post / article you were born to write. Write something that you can pour your heart and all your passion into. Write something where you can change the life of the person reading it. Write something where if you look back in 10 years you'll be really proud of what you created. Can you do that? I'd love to read it (and I bet a lot of others will too!)
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: The 3 Factors That are Limiting Your Productivity - Hi Evan, Thanks for a great article and video on 'The 3 Factors That are Limiting Your Productivity'. I think that no matter whether you are self employed like myself or a CEO with staff, it is so important to manage your time so as to maximize the benefit to your business. Your expression Eliminate; Automate; Delegate is easy to remember and will certainly stick in my mind. There are many good business ideas out there but they will ultimately run into difficulty without proper planning and execution so these tips will certainly help. I have also left this comment on the article and will place a link to it on my blog. regards, Mal.


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