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Preface
About This Book
About Elmer Wheeler
A Foreword to the Reader
Chapter 1: Don’t Sell The Steak – Sell the Sizzle! (Wheelerpoint 1)
Chapter 2: “Don’t Write – Telegraph ” * (Wheelerpoint 2)
Chapter 3: “Say It with Flowers" (Wheelerpoint 3)
Chapter 4: Don’t Ask If – Ask Which! (Wheelerpoint 4)
Chapter 5: Watch Your Bark! (Wheelerpoint 5)
Chapter 6: Three Little Words That Sold Millions of Square Clothespins (The Law of Averages)
Chapter 7: Two Little Words That Turned Nickels Into Dimes (The Wheeler X, Y, Z Formula)
Chapter 8: They Sold Brooklyn Bridge Again Last Week (The Wheeler A and B Rule)
Chapter 9: Your First Ten Words Are More Important Than The Next Ten Thousand
Chapter 10: The Farmer’s Daughter Moves To Town
Chapter 11: The Best-Looking Dotted Line Won’t Sign Itself
Chapter 12: How To Take The “Temperature” Of The Prospect
Chapter 13: Sentences That Tell You The Other Person Is “Sold"
Chapter 14: Tested Sentences That Make The Other Person Say “Yes"
Chapter 15: Making ‘Em Hit The Sawdust Trail For You
Chapter 16: Don’t Sell The Wine –Sell The Bubbles In The Glass
Chapter 17: Don’t Sell The Sardines – Sell The Somersault *
Chapter 18: Five Little Words That Sold A Million Gallons Of Gasoline
Chapter 19: Don’t Use Words That Are “Shiny In The Seat "
Chapter 20: Avoid Words That Wrinkle The Other Person’s Brow
Chapter 21: How To Make Tested Sentences Sell In Door-To-Door Selling (The “Say-Something Formula”)
Chapter 22: How To Make Complete Sales Presentations Out Of Tested Sentences
Chapter 23: How To Sell The Man Shopping For His Wife Or Sweetheart (From a Talk by Mr. Wheeler at R. H. Macy & Co.)
Chapter 24: A Lesson In Salesmanship At The Seashore
Chapter 25: The Word “Miss” Versus The Word “Mrs. " (Tested Selling Over Telephones)
Chapter 26: “Old Man Johnston” Finds Six Words That Sell Pipe Tobacco
Chapter 27: Selling-Sentence Oddities That Have Made People Respond
Chapter 28: A Cigarette Girl Changes An Expression And Increases Her Business
Chapter 29: Eight Little Words That Foiled Souvenir Hunters
Chapter 30: Tested Ways To Hire – Or Be Hired
Chapter 31: The Cigar-Store Indian Never Made A Sale
Chapter 32: Summary Of The Five Wheelerpoints
WHEELERPOINT 1. Don’t Sell The Steak – Sell The Sizzle!
WHEELERPOINT 2. “Don’t Write – Telegraph!"
WHEELERPOINT 3. “Say It With Flowers"
WHEELERPOINT 4. Don’t Ask If – Ask Which!
WHEELERPOINT 5. Watch Your Bark!
Bonus
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