So, I was driving in my car yesterday,
studying in automobile university as
I like to call it, and one of my CDs
mentioned a book that I totally forgot
about.
This book could change your small
business life.
…but before I get into that, I
want to tell you about a tiny sales
technique that most small business owners
completely screw up when they get a new
customer in their business.
The secret words that you want to ask
are “what brings you here today?”
NOT “how can I help you?”
NOT “what can I get for you?”
NOT “what are you looking for?”
NOT “hello, how are you”
NOT “welcome to ACME Cinder Block Factory”
NOT “here is our latest sales flyer”
…and a million other crappy one-liners
that all cause the customer to say those
dirty, filthy five words that we have
all used ourselves:
“No thanks, I’m just looking”
That one statement has been proven to
increase in-store sales by something obscene
like 300% (but don’t quote me on that).
…but you only have 10 seconds to get those
words out of your mouth, or the power is all
gone.
See, your customer will answer the question
right away and then you can move on to selling
them what they WANT.
If you wait, it’s all over.
So, who is the genius that figured all of
this out?
A guy named Elmer Wheeler in 1937.
He started an sales testing institute,
where he tested 105,000 different sentences
on 19 million (yep, million) people in
order to find the perfect words that would
close the most sales in order to sell piles
of STUFF.
He was nice enough to write it all in a book
called “Tested Sentences that Sell.”
He’s the dude that invented the term “sell the
sizzle, not the steak,” and “say it with flowers.”
Sure some of the stuff is sexist and some
of the language is dated, but it’s a valuable
book if you can get your paws on a copy.
If you want another valuable book for selling
in any type of business environment, not just
retail, and you want to be a CLOSER even if
you are ghost-shy, click on over to:
http://www.closing-the-sale.com
Depending on the traffic of today’s Underdog
Millionaire Tip Sheet, I may leave this one
up all weekend.
I cannot tell you how valuable this information
is. It will help you in your copywriting as well.
What kinds of closing techniques do YOU use
with your customers, that might benefit the
rest of the Underdog Millionaires?
If you appreciate this tip, please Tweet it, Digg it, share it and yell it out the window to anyone that’s listening. I want to help as many people as I can.
Until tomorrow,
Joshua Black
*******************************************
Copyright 2010, Outer Limit Productions LLC.
All rights reserved.
Download these other great products to help
your business earn huge piles of moolah:
http://www.product-pricing-strategy.com
http://www.how-to-business-network.com
http://www.ranking-higher-seo.com
http://www.UnderdogMillionaire.com/blog
http://www.sales-letter-system.com
http://www.closing-the-sale.com
http://www.information-product-report.com
http://www.UltimateUSPcreator.com
http://www.underdog-success-formula.com
_________________________________________
{ 4 comments }
That’s seriously a brilliant post Joshua! Took me 10 seconds to get value out of it too! that line about ‘ what brings you here today’ is effective on so many levels (and I never would have thought of it on my own)
I have stumbled, dugg and tweeted this. Tried yelling it out the window but I’m at work and they don’t open. Besides, my co-workers already worry about my mental state so….
(Thanks for your help with thesis, sending you an email now to repay the favour)
.-= Alex´s last blog ..Shattering the Duplicate Content Myth =-.
Alex, appreciate your comment on the post. Got your email as well. Never thought about doing that. Thanks again. It’s good when we can all help each other out every now and then.
-Josh
Joshua,
The way you work your words are so
powerful. I’ve had situations where
I said way too much and lost an
easy sale.
I will have to remember those
words of wisdom for down the road.
Thanks for sharing and have
a great weekend!!
Tommy D.
The Prospecting Hero
.-= Tommy DiPietro´s last blog ..Creating Better Videos To Kill The Network Marketing Star =-.
Thanks Tommy,
Have a great weekend as well. Sometimes it’s just better to have your customers sell themselves.
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