75 over-sized comfy rooms that each face ocean! You'll want to make sure you've got your video camera handy as you're unwinding on your private balcony watching daily sunset, listening to waves roll up against shore right outside your window! 3, 5-Star restaurants! And each one of them offers you a minimum of 27 tasty meals and 11 local desserts, all prepared fresh, daily. (Plus, you get our "If you don't like it -- you don't pay for it, guarantee!") And lastly... 2, sun-drenched swimming pools! Both complete with waterfalls... heated jacuzzis... and an in-pool tropical bar, and each landscaped with their own beach and tropical theme. Also, with a snack-bar and grill located within a half-minute walk, you won't ever have to worry about going hungry (or thirsty) while you're enjoying all your outdoor activities! See, when you use 2 examples, you're not able to process what you heard, as quickly and naturally as when you're using 3 examples.

What happens is, inside your head, things just aren't computing right.

Instead of focusing on information, in back of your mind, you're expecting that third item to come tumbling out, and you're left wondering, "Did you not get your third item delivered to you because person couldn't think of one... they didn't know what it was... or maybe they just forgot to tell it to you?

Who Knows?

You just can't figure it out, but bottom line is, you didn't leave feeling confident, "at ease" and satisfied. Instead,

You Left... Feeling Incomplete And... “Naked”!

So make sure, whenever you're talking about a list of items, you deliver that third item -- don't just stop after 2.

This "power of three" holds true even if you're saying something in a sentence.

For instance, saying "If you've ever experienced any kind of severe back pain or soreness in your shoulders, our intense 7-minute executive massage, is guaranteed to give you complete and thorough relief, throughout rest of your day"...

Leaves people feeling less complete than saying...

"If you've ever experienced any kind of severe back pain... stiffness in your neck... or soreness in your shoulders, our intense 7-minute Executive Massage, is guaranteed to give you complete and thorough relief, throughout rest of your day."

See what I mean?

Use this curious power of three to make your sales copy read smoother.

You may be interested to know, this "power of three" also applies to total number of fonts you use in your sales copy as well.

You see, testing shows, once you have more than 3 different kinds of fonts on your page, you start scrambling your prospects minds a bit and you begin to lose them.

And as you know...

That's last thing you ever want to do!

And by way, an italicized font, is considered to be a separate font for these purposes.

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?"

Make sense?

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.