To start increasing your sales instantly, all you need to do is add these two words to your selling system. It comes from an obscure marketing legend.
In 1947, Elmer Wheeler was one of the best-known salesmen. His “Wheeler Institute of Words” tested a variety of words for over 19 million selling situations.
In one of Elmer’s most famous books, “Tested Sentences That Sell” a great selling trick comes straight out of his book is this:
Have you ever gone into a restaurant to order a drink? Of course you have. What does your server usually ask you, right after you place your order? They usually say “Small or large?”, right? Imagine for a moment… you’re the owner of this restaurant. How much would your sales increase over time, if… instead of saying “Small or large?” after your customers ordered their drinks … you asked your servers to instead, say…
“Large one?”
Elmer tested this experiment in five-thousand different selling situations. What did the results show, when your server asked “Large one?”…
7 of10 people, answered “Yes!”
If a large soda is 35¢ more than a small one then just by saying “Large one?”… 7 of every 10 customers that come through your door, end up paying you an extra 35 cents!
It may be only 35 cents,but it adds up to a lot of dollars.
If you have five servers and each of them does this with 100 customers every day, this means each will be serving large sodas to an extra 70 people a day.
You are serving an extra 350 sodas. (5 servers x 70 large sodas each).
350 extra sales, at 35¢ each, is $122.50 a day in extra gross sales for you… which translates into $857.50 extra a week, and over 52 weeks, this translates into $44,590 dollars a year. With no extra marketing costs attached! Imagine if large sodas cost 50¢ more than your small sodas, your annual bump in gross sales would be $63,700 dollars!
How can this be applied to your business?
If you own a photography store, when people fill out their forms, instead of saying “Singles or doubles?”, you can say “Doubles?
For a landscaping company, instead of asking “Shrubs and lawn?”, you’d say “Whole yard?”
Make sense?
The basic premise of this selling ploy is if you don’t ask you don’t get. By making your request beneficial to your potential sale the process goes along smoothly. You aren’t asking, “Do you want a large soda?”-you’re just saying “Large one?” Experimentation is best to figure out what will work best for you.
