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Elmer, Elmer, Elmer and Elmer. One translation.
Quote:
We've talked of Elmer Wheeler many times, back in 1997 I posted his Wheeler Points, the GJA Modified ones, like my Modified Maslow Pyramid... I have always believed in PRACTICAL application of "secrets". Those of you whom have seen the Magic Words video, Spiders, Snakes and Mice have seen some of the Wheeler Points in action. Elmer Wheeler Don't Sell the Steak, Sell the Sizzle and Elmer Leterman The Sale Begins When the Customer Says NO were my introductions into selling, persuasion. Elmer Fudd, the guy I sometimes felt like in life while going down many rabbit holes... and finally, Elmer and his Glue. Delicious snacks for First Graders The Wheeler Point, Don't Ask If, Ask Which is the foundation for my Binary Matrix. The practical application is a funnel. Say you wrapped fishing line around the Pachinko pegs, you could guide the ball to any slot you wanted. A funnel is a venturi, in selling, it represents the build up of desire. Wheeler tested sentences, got results. One egg or two in the malt? Got more add on sales. He asked which, not, "do you want an egg in your malt?" He avoided the Yes/No gate In Binary decisions, there is go/no go or black/white or yes/no in a Binary MATRIX, each gate leads you to another one. Each gate opens the path. With Leterman, every NO was a gate, he used it as a peg for directing the next interaction. Both Elmers agreed that if you didn't get resistance, you were probably just a clerk, and not a sales person. So, if you are selling something, are you using the full power of Applied Salesmanship? Gordon Last edited by GordonJ : November 28, 2016 at 12:43 PM. |
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