WHEELERPOINT 2.
“Don‟t Write – Telegraph!” By this I mean, get the prospect‟s IMMEDIATE and FAVORABLE attention in the fewest possible words. Your first ten words are more important than your next ten thousand – for you have only ten short seconds to catch the fleeting interest of the other person, and, if your first message doesn‟t “click,” the prospect leaves you mentally – if not physically! Therefore, the second rule for a successful presentation with “Tested Selling Sentences” is to make every word count by using “telegraphic” statements, because you have no time for long “letters.”
People form snap judgments and make up their opinions about you during the first ten seconds. Their first judgment affects their entire attitude toward what you are selling.
When you face your prospect don‟t guess and gamble – don‟t stammer and stutter – don‟t hem and haw! Know what you are going to say and do. Be sure it is “TESTED”! The rule to keep in mind is this: It’s all in what you say the first ten seconds!
If you apply this simple rule, the technique that goes with what you say will come naturally to you in Wheelerpoint 3.
WHEELERPOINT 3.
“Say It With Flowers”
This simply means, PROVE your statements. Give a quick customer benefit – but then prove it the next second. “Happy returns of the day” when accompanied with flowers proved you MEAN it.
You have only ten short seconds and two able hands to sell the prospect – so fortify your words with performance – back up your selling “sizzles” with showmanship!
Your words will get much better results if SUPPORTED with action than if left hanging mid-air to themselves, no matter how good the words may be.
You all know how little the perfunctory “Thank you” of some clerks means to you. It lacks the reinforcement of sincerity.
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