Table Of ContentManshif
MoreThan
2,000
Successful Selling
Command
Pitches to
Instant Attention
and Buying
Action
ElmerWheeler
From the man who sold the sizzle
instead of the steak—whose best-selling
books have made histor>' both in selling
and in publishing—here are the many
new practical applications of his magic
formula that make people buy.
No matterwhat product or service you
sell—regardless ofwhether you sell over
the counter, through salespeople on the
road, direct, or through dealers—you
will find Elmer Wheeler's "Sizzle Sell-
ing" methods readily adaptable for your
specific needs.
This completely updated book is
packed from cover to cover with scores
ofbrilliant ideas that will show you how
to discover the hidden "sizzle" in what-
everyou have to sell. Here you will find
the actual "sizzles" that have produced
phenomenal sales for scores oflarge and
small organizations, including:
. . . B. Airman 's. Fifth Avenue
One—yes, a single sentence-
increased the sales of hand lotion
from 60 per week to 927. They sold
out!
.The Hecht Co. Washington, D.C.
. . .
Just four magic words, and their
sales ofa shoe polish soared to a 300
percent increase!
. . . Benson, Smith Sc Co., Honohdu
A single "Tested Question" for a
sales opener, and they sold shaving
cream to 51 out of78 people—^/// the
product on hand!
Tlie May Company, Baltimore
. . .
The clerks uttered one simple
phrase, gave a three-second demon-
stration, and the sales of shirts tri-
pled!
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I
SIZZLEMANSHIP
NEW
TESTED
SELLING SENTENCES
by
ELMER WHEELER
Author of "Tested Sentences That Sell**;
•Timer Wheeler's Tested Public Speaking";
"Word Magic";
•Tested Telegrams"
PRENTICE-HALL, INC
Englewood N.
Cliffs, /.
07632
LibraryofCongressCataloginginPublicationData
Wheeler,Elmer,date.
Sizzlemanship : newtestedsellingsentences.
Reprint. Originallypublished: NewYork : Prentice-Hall, 1940.
I. Selling. 2. Selling—Psychologicalaspects.
I. Title.
HF5438.25.W296 1983 658.8'5 82-15052
Copyright, 1940, by
ELMER WHEELER
To Senor G. Guajardo Davis
One Fine Man of All Fine Mexicxj
Milgracias, amigo
Tinhfiosrmbaotoiokn,iscoanvtaailcatblPereantticae-sHpaelcli,alIndci.,scoGuennterwahlenPubolridsehriendg Dinivibsuilokn,quSapnetciitailesSalFe^osr.
EnglewoodCliffs,N.J.07632.
ALLRIGHTS RESERVED.NO PARTOFTHISBOOK
MAY BE REPRODUCED IN ANY FORM OR BY ANY MEANS
WITHOUT PERMISSION IN WRITING FROM THE PUBLISHER.
ISBN Q-13-ailSDS-2 -CA REUARD BOOK : PBK.>
ISBN Q-13-fillS13-3
98765432
10
Prentice-Han International, Inc., London
Prentice-HallofAustraliaPty. Limited, Sydney
Prentice-HallCanada Inc., Toronto
Prentice-Hallof India Private Limited,NewDelhi
Prentice-HallofJapan, Inc., Tokyo
Prentice-Hall ofSoutheastAsia Pte. Ltd.,Singapore
WhitehallBooks Limited, Wellington, NewZealand
EditoraPrentice-HalldoBrasilLtda, RiodeJaneiro
PRINTED IN THE UNITED STATES OF AMERICA
MO
81227—
CONTENTS
CHAPTEl ^A0«
1. Learning a Trick or Two from the Cubans 3
2. Old Mexico Teaches You Sales Methods Hundreds of
Years Old 11
3. You Never Hear the Sales Talk That Sells You ... 22
4. Why You Give Dimes to Beggars 29
....
5. It's the Lov7 Score That Sells the Golf Club 32
6. Western Union Now Says It Telegraphically as Well as
Sends It Telegraphically 39
7. The "Monkey See, Monkey Do" Instinct in Selling . . 47
A
8. Single Emotion Is Worth a Dozen Facts 51
9. TheFear Appeal Sold a Watchdog totheFirstCaveman 57
^
10. Don't Be an Irishman Running Down a Track . . .
11. Even Joe the Barber Is Using"Tested Sentences" Now . 71
12. Running Restaurants with "Tested Selling" . • • • 76
13. It's the Puff in the Pipe That Sells It 82
14. Sell the Dream in Your Product-—Not the Nightmare 89
15. The "Flowcrs-in-the-Yard Method" of Closing a Sale . lOi
CONTENTS
CHAPTER PAGE
i6. How to Chart the Mind of a Prospect io6
17. Taking the Guess and Gamble Out of Rebuttals . • . 112
18. Turn Your "Lemons" into "Lemonade" 116
19. Whenthe Lady Says, "See My Husband" 121
20. Putting the Sizzle into Call-Backs 128
21. Quoting Prices Is an Art You Can Easily Acquire . . 132
22. The "Fifth-Avenue-Bus Method" of Quoting Prices . 137
23. Sizzlemanship Proceeds from the Known to the
Unknown
• • • • 143
24. Bury the Dead—Words Have Their Day 149
25. Santa Claus Always Wears a Red Suit 157
26. The Old Man Plays a Fiddle, and the Auctioneer Sells
It for $100 164
27. The "How Am I Doin'" Closing Technique .... 166
28. Selling the Sizzle in Electric Shavers 172
29. Six "Passwords" That Will Sell Hairbrushes for You . 186
30. Putting the Sizzle into Police Departments 194
31. "Tested SeUing" for Doctors and Dentists 200
32. Commander Witherspoon Gives a Pointer for Selling
"Gobs" on Religion , . . 207
33. Putting the "Sure" into Insurance 211
34. Sell the Illusion—Not the "Bicarb" . 215
Elmer Wheeler's Sales Album
How to Sell New Homes, Insulation, and Remodeled
Kitchens 225
How to Sell Butter and Eggs 234
CONTENTS
PAGE
How to Sell Meat Products 242
How
to Sell Grocery Items 254
How
to Sell Shirts 259
How to Sell Curtains and Bedspreads 261
How
to Sell Brake Linings 263
Miscellaneous Selling Sentences 269
WHAT SIZZLEMANSHIP
IS
OlZZLEMANSHIP IS THE NAME THAT ElMER WhEELER GAVE
to his unique method of "Sizzle SeUing," first introduced
to the American pubUc in his now famous book, Tested
Sentences That Sell,
In this new book Elmer Wheeler dips again into the vast
fund of experience that he acquired in applying the "siz-
zle" formula to selling different types of products.
Here are actual stories of work done behind the counter
and outinthe field,thethingsthatthegenial Sizzle Philoso-
pher discovered about selling for his many clients and on
tours to Cuba and Mexico.
The Sizzle formula remains unchanged in this new book,
—
but there are new applications of it ^new ideas that you can
use in your work as an individual salesman, or as a director
of the selling activities of others.
Thousandsofcopies ofMr.Wheeler's first book were sold.
We believe that this new book, Sizzlemanship, will better
even this remarkable sales record.
The Publishers
