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And if your large sodas cost 50¢ more than your small sodas, in that case, your annual bump in gross sales would be $63,700 Dollars!
70¢ more? O.K., that one's easy -- just double 35¢ figure -- now you're selling $89,180 Dollars more!
See how easy this stuff is?
It's insane, 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 own a photography store. When people are filling out their forms to get their pictures developed, instead of saying "Singles or doubles?", you can say "Doubles?".
If you own a landscaping company, instead of asking "Shrubs and lawn?", you'd say "Whole yard?"
And if you're a hairdresser, instead of asking "Cut and shampoo?", you just say "Shampoo?"
When it comes down to it, basic premise of this selling trick, is...
If You Don't Ask... You Don’t Get!
But polishing your request up so it's "benefit-oriented" to your prospect... makes this work smoothly... effectively... and without looking like you're trying to "sell more".
Notice how you're not asking "Do you want a large soda?" -- you're just saying "Large one?"
See, you'll have to experiment a little bit to find out what works best in your situation, but not you've at least got one helluva head start on things, no?
And can you think of any easier way to make this kind of extra money?
Elmer Wheeler really was a "selling genius" and you'll pick up quite a bit from him.
And, from excitement and enthusiasm he comes across with, you know he enjoyed his work.
Here are a few of Elmer's famous quotes:
"Your first 10 words are more important than your next 10,000."
"People seldom want to walk over you until you lie down." And...
"Don't sell steak, sell sizzle." Unfortunately, Wheeler's books are all out of print. You'll find them showing up pretty consistently on e-bay though, and, you can also find some of them on www.abebooks.com or www.alibris.com.
Several of my readers asked me whatever happened to Joe Sugarman, who I mentioned in last week's Tip, “What Never Ever To Say To Your Prospects...”.
Joe's living on Maui now, and he publishes Maui Weekly newspaper. He's also still involved with Blu Blocker sunglasses, and I'm sure, a number of other things as well.
Craig Garber is one of America's Top Direct-Response Copywriters and Direct-Marketing Consultants. For more copywriting tips, go to www.kingofcopy.com Copyright 2005 www.kingofcopy.com