WHEELER (Before audience.): “This was slightly exaggerated, to be sure, but it shows what happens to a salesman who carries his sales talk around in a can. Now let us see what happens when Salesman Powell calls on the same woman with a „planned‟ instead of a „canned‟ sales talk. “Watch Mr. Powell‟s use of the „Say-Something Formula,‟ with his ten-second „door- crasher‟ or „attention-getter,‟ his three-minute sales presentation, and his sixty-second close when he finds the woman wants a cleaner that removes dog hair.”
Skit 2
Selling With A “Planned” Sales Talk
SALESMAN: (Approaches the door briskly and in a business-like manner. Presses the bell. Removes hat. Stands back and smiles. Woman comes to door.) “Good morning! I am Mr. Powell, the Hoover man from Gimbel‟s. You received a message like this, didn‟t you?” (Shows pre-canvass literature.)
WOMAN: “Yes?”
SALESMAN: “I am calling to make good our promise to clean a whole rug and one piece of furniture free, and help you shorten your cleaning time. “This is our method of introducing the New Hoover Cleaning Ensemble. Gimbel‟s wants you to know there is no cost or obligation of any kind.”
WOMAN: “A man was just here with a cleaner, and besides I have a cake in the oven.”
SALESMAN (smiles.): “It will only take a moment.”
WOMAN: “Well, then, step in.” (The smile gets her.)
SALESMAN (Walks in.): “I don‟t believe I have your name.”
WOMAN: “I AM Mrs. Jones.”
SALESMAN: “And the initials?”
WOMAN: “Mrs. T. J. Jones.”
SALESMAN (Makes record.): “Thank you. Now just make yourself comfortable in this chair. I will take only a few minutes of your time, and I am sure you will be interested in learning how to reduce your cleaning problems (Unfolds New Hoover.) “This is the first basically new electric cleaner in ten years. In fact, it is a startling new development in cleaning science, for it embodies every known cleaning principle.
P. 110
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