The "Power" of "words"!

....a PHONE and a FAX....gets "me" past the "rejectionist"!

Re: My "TV Channel Stands" and "Magnetic Foto-Calendars for Car Buyers".

I've found I can get past the "rejectionist" by simply;
1) making a phone call to my prospect's office
2) telling the "protector of her boss's time" that I have a "New Promotion Idea" I'd like to "fax" to "the boss"
and
3) if she would give me their Fax # I can fax it over to see if "the boss" has any interest

This usually gets me the Fax #...whereupon I fax a photo of a sample of my product with "THEIR COMPETITOR" on it....stating that "Their Competitor" is now using my product and to "FILL IN AND FAX BACK TO ME...THE INQUIRY FORM" at the bottom of this sheet!

I NOW have TWO "POWERFUL MECHANISMS" working for me;
1) The power of the words I use; "Can you business handle an extra 10 Pizzas a night? or, "I can put your Business Logo, Name, Address and Phone on the REFRIGERATOR of every one of your Car Buying Customers, for the next year!"
and....
2) When my prospect sees a Sample of HIS COMPETITOR on my product...his "Greed Glands" or "Competitive Adrenalin" kicks up and his "Innate Curiosity" FORCES him to respond.....mainly because...."he does NOT want his competition to gain an upper hand in HIS MARKETPLACE!"

Can you see the "POWERFUL PSYCHOLOGY" here?

Then....when "the Boss" sends ME a Fax back....I "skate right past "the protector". In fact, when I enter her office...I am greeted with a "Cordial Welcome AND an offer of a cup of coffee!" (It happened yesterday)

So....no more reason for "COLD, In-Person" sales calls....I'm going for "Phone & Fax". Plus....makes me "feel" and "appear" more "professional".

Don Alm
(Send me an email if you'd like me to send you info on my progress with these projects....with the words "TV Channel Guides" or "Magnetic Foto Calendar" in the subject lines)

I just bought a combination, Inkjet Printer, Scanner AND Fax....for $99 at Office Depot. UNbelievable how the prices have dropped on these machines.

The "Magnetic Sheets" will NOT go thru a Laser Printer (they get too hot) so I needed a new Inkjet anyway and WHALA....there was a Combo for 99bux.

Don Alm

[Dien Rice]

During the later part of the Great Depression - after the prohibition laws had been repealed - the management of the Statler Hotel wanted to increase sales of wine. While many of their restaurant customers drank beer, they made more profit on the wine. So they hired Elmer Wheeler.

Elmer Wheeler had the staff test many different sentences to the customers. In most restaurants, he noticed the waiters already asked "May I take your drink order now?" or some similar phrase. So he had them try a different phrase.

First, he had them try "Would you like any wine with your meal?" That only made a small increase in the sales of wine. It was easy for the customer to say "No."

Then he had the waiting staff say, "Would you prefer red or white wine with your meal tonight?" When they said that phrase, sales of wine shot up dramatically!

This was an example of one of his "Wheelerpoints" - "Don't ask if, ask which." When you ask "which" one the customer wants, you're less likely to get "no" for an answer. It shows the power of words!

By the way, Tom Sant has an interesting book I've been browsing through, called "The Giants of Sales". He takes four personalities of the 20th century, and uses them to illustrate four different ways of making sales. They are:

John Henry Patterson. I'd never heard of him, but apparently he helped to pioneer making sales through a "process". Anyone who has ever done any basic company sales training would know exactly what that means.

Dale Carnegie. He uses Dale Carnegie as an example of making sales through relationships. It's true that when you have a good relationship with people, they're more likely to buy from you .

Elmer Wheeler. He illustrates making sales through the power of words.

Joe Girard. He's in the Guiness Book of World Records as the world's most successful salesman, having sold 13,001 cars from a Chevrolet dealership in Detroit, between 1963 and 1978. He's used as an example of how people's relationships with each other can be used to get more prospects.

If you want to find out more, here's a 1938 New Yorker article about Elmer Wheeler, and here's chapter 13 and chapter 14 from Tom Sant's book (both chapters are about Elmer Wheeler)...

Thanks for hearing me out...

- Dien

Ric Segel, store owner and retail consultant out of Florida said he's run the same 4 word ad for 22 years and built a thriving retail business with it.

Check out his July 18th, 2006 blog entry to find out what words he used.

He's also giving away a no cost info book,
5000 Best Sales and Promotional Ideas Ever Compiled

Garth, it was the 11th of July and here's the link to it:
http://ricksegelsblog.blogspot.com/2...rtisethat.html

Thanks for posting that, his blog is very good.

Mack

Garth & Bigmack,

Thanks for the link! Not only is the article interesting but I found some eye-opening info in a couple of the archive links on the right side (haven't read the others yet).

The one for June is particularly intriguing. It's about carrying customer service just a tad too far, the reasons why it backfires, and an intriguing question for the owner of the business. Lots of folks do this without realizing it.

Sandi Bowman