Contents Twenty Reporters Get the Facts.......................................................................................6 Wheeler Word Laboratory is Formed .......................................................................6 Sales Gains Recorded Everywhere .................................................................... 7 The Five Wheelerpoints................................................................................................. 12 Chapter 1 ................................................................................................................... 13 Then Learn to Have “You - Ability” .......................................................................... 14 Summary of Wheelerpoint 1 .................................................................................. 14 How to Approach Prospects ................................................................................. 16 Summary of Wheeler Point 2 .............................................................................. 17 Chapter 3 ................................................................................................................... 18 Synchronize Your “Sizzles” with Showmanship ..................................... 18 How to Sell With “Flowers” .......................................................................... 18 Unprofessional Mannerisms That Kill Sales ............................................ 19 Do Your Sentences Begin Like This? ......................................................... 20 Summary of Wheelerpoint 3 ........................................................................ 21 Chapter 4....................................................................................................................... 22 The Value of The Word “Which” ..................................................................... 22 These Questions Won‟t Get The Replies You Want .................................. 22 But These Questions Get The Answers You Want .................................... 23 Summary of Wheelerpoint 4 ........................................................................ 24 Chapter 5 ................................................................................................................... 25 Don‟t Be a “Johnny -One- Note” ....................................................................... 25 Three Other Wheeler Principles..................................................................................... 27 Chapter 6....................................................................................................................... 28 Many Reasons For Being Square ................................................................... 28 The Idea “Clicks” With Women ....................................................................... 29 Story of Indian Moccasins ................................................................................ 29 Selling White Shoe Polish ................................................................................. 30 The Story of Barbasol ........................................................................................ 30 Chapter 7....................................................................................................................... 32 Chapter 8....................................................................................................................... 38 A Rule to Remember in Word Formation ..................................................... 38 “I Wear „Em Myself” Proves Nothing Today ............................................ 39 “Feel” – “See” – “Hold” ................................................................................. 39 “The Buttons Are Anchored On The Shirts” ............................................ 40 Chapter 9....................................................................................................................... 43 The Right Combination ...................................................................................... 43 Why You Must Get Ten-Second Attention ................................................... 44 When You Get Ten-Second Attention – Then What? ............................... 44 Our Psychogalvanometer Tests ...................................................................... 45 A Good Sales Example Of These Facts ..................................................... 45 Make Every Sale Within Saturation Point ................................................ 46 Chapter 10..................................................................................................................... 48
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