. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

This is a proven and really easy way to start increasing your sales right away.

All you need to do is add these 2 words to your sales system and you’re good to go.

In fact, this trick is so good that I wish I could take credit for it, but the truth is, it comes from a little-known marketing legend.

Here’s the deal:

In 1947, Elmer Wheeler was one of the best-known salesmen of his day. His “Wheeler Institute of Words” developed selling “best practices”, testing a variety of words in more than 19 million sales situations.

I’m right in the middle of reading one of Elmer’s most famous books, “Proven Prayers That Sell.”

And here’s a great little sales trick that comes straight from this book:

Have you ever gone to a restaurant and ordered a drink?

Of course you have.

And what does your waiter usually ask you, right after placing your order?

They usually say “Little or big?”, right?

Well, imagine for a moment… that you are the owner of this restaurant.

Do you have any idea how much your sales would increase over time if… instead of saying “small or big”? after his customers ordered their drinks…he told his servers to say instead…

“The big one?”

Let me take the guesswork out of this and make your job easier.

Elmer Wheeler tried this experiment in 5,000 different sales situations. And the results were shown, when his server asked “Big?”…

7 out of 10 people answered “Yes!”

So let’s say a large soda costs you 35 cents more than a small soda, do you agree with me on this? This means that when you say “Big?”… 7 out of 10 customers who walk through your door end up giving you an extra 35 cents!

Now you may be thinking, “So what?… It’s only 35 cents.”

Ahhh, but remember…

Little hinges open big doors!

Follow me here for a minute: If you have 5 servers… and each of them does this with 100 customers a day, this means that each of them will serve an additional 70 people a day with large sodas.

That’s an extra 350 large soda sales a day. (5 servers x 70 large sodas each).

350 additional sales, at 35¢ each, is $122.50 per day in additional gross sales for you… which translates to an additional $857.50 per week, and over 52 weeks, this becomes…

$44,590 Per Year… With

ZERO additional marketing costs involved!

Not bad, huh?

And if your large sodas cost 50¢ more than your small sodas, then your annual increase in gross sales would be $63,700!

70¢ more? OK, that’s easy, just double the 35¢ figure, now you’re selling $89,180 more!

See how easy this is?

It’s crazy, isn’t it?

But what if you don’t have a restaurant?

How can you use this trick in your business?

Well, let’s say you have a photography store. When people fill out your forms to reveal their images, instead of saying “Singles or doubles?”, you can say “Doubles?”.

If you own a landscaping business, instead of asking “Shrubs and grass?”, you would say “Whole yard?”

And if you’re a hairdresser, instead of asking “Cut and shampoo?”, you just say “Shampoo?”

Make sense?

When it comes down to it, the basic premise of this sales gimmick is…

If you don’t ask… you don’t get!

But polishing your application so that it is “benefit-oriented” for your prospect… makes this work smoothly… effectively… and without sounding like you’re trying to “upsell”.

Notice how you’re not asking “Would you like a large soda?” — are you just saying “Big?”

Look, you’re going to have to experiment a bit to figure out what works best in your situation, but you don’t have at least a huge head start on things, do you?

And can you think of something easier?

way to make this kind of extra money?

Elmer Wheeler really was a “sales genius” and you will learn a lot from him.

And, by the emotion and enthusiasm with which he shows, you know that he enjoyed his work.

Here are some of Elmer’s famous quotes:

“Your first 10 words are more important than the next 10,000.”

“People rarely want to step all over you until you go to bed.” Y…

“Don’t sell steak, sell sizzle.”

Unfortunately, Wheeler’s books are out of print. However, she will find them showing up fairly consistently on e-bay and she can also find some of them at http://www.abebooks.com or http://www.allibris.com.

PS Remember, little hinges DO open big doors, and success is found in the margins, not in the vast open spaces. K So keep an open mind to find the little things others let slip…through the cracks.

Leave a comment

Your email address will not be published. Required fields are marked *