Tested Sentences That Sell

DON'T SELL THE STEAK - SELL THE SIZZLE ............................................................ 8
"DON'T WRITE - TELEGRAPH" .................................................................................. 11
"SAY IT WITH FLOWERS"......................................................................................................... 13
DON'T ASK IF - ASK WHICH! ..................................................................................... 17
WATCH YOUR BARK' ................................................................................................ 20
THREE LITTLE WORDS THAT SOLD MILLIONS OF SQUARE CLOTHESPINS ........... 22
TWO LITTLE WORDS THAT TURNED NICKELS INTO DIMES .........................................26
THEY SOLD THE BROOKLYN BRIDGE AGAIN LAST WEEK ..........................................31
YOUR FIRST TEN WORDS ARE MORE IMPORTANT THAN THE NEXT TEN
THOUSAND ................................................................................................................. 34
THE FARMER'S DAUGHTER MOVES TO TOWN ............................................................. 39
THE BEST-LOOKING DOTTED LINE WON'T SIGN ITSELF ..............................................43
HOW TO TAKE THE "TEMPERATURE" OF THE PROSPECT ........................................ 48
SENTENCES THAT TELL YOU THE OTHER PERSON IS "SOLD" ................................. 51
TESTED SENTENCES THAT MAKE THE OTHER PERSON SAY "YES" ........................55
MAKING 'EM HIT THE SAWDUST TRAIL FOR YOU .........................................................62
DON'T SELL THE WINE - SELL THE BUBBLES IN THE GLASS..................................67
DON'T SELL THE SARDINES - SELL THE SOMERSAULT .......................................... 73
FIVE LITTLE WORDS THAT SOLD A MILLION GALLONS OF GASOLINE ...................78
DON'T USE WORDS THAT ARE "SHINY IN THE SEAT" ..................................................82
AVOID WORDS THAT WRINKLE THE OTHER PERSON'S BROW ..................................88
HOW TO MAKE TESTED SENTENCES SELL IN DOOR-TO-DOOR SELLING ...............95
HOW TO MAKE COMPLETE SALES PRESENTATIONS OUT OF TESTED
SENTENCES.............................................................................................................. 102
HOW TO SELL THE MAN SHOPPING FOR HIS WIFE OR SWEETHEART ...................107
A LESSON IN SALESMANSHIP AT THE SEASHORE ....................................................113
THE WORD "MISS" VERSUS THE WORD "MRS." ......................................................... 118
"OLD MAN JOHNSTON" FINDS SIX WORDS THAT SELL PIPE TOBACCO .............. 121
SELLING-SENTENCE ODDITIES THAT HAVE MADE PEOPLE RESPOND ................ 123
A CIGARETTE GIRL CHANGES AN EXPRESSION AND INCREASES HER
BUSINESS ................................................................................................................. 128
EIGHT LITTLE WORDS THAT FOILED SOUVENIR HUNTERS ...................................... 132
TESTED WAYS TO HIRE - OR BE HIRED ................................................................ 133
THE CIGAR-STORE INDIAN NEVER MADE A SALE ..................................................... 140
SUMMARY OF THE FIVE WHEELERPOINTS ................................................................. 143