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Sizzlemanship, published in 1940 by legendary sales consultant Elmer Wheeler, remains surprisingly relevant in 2024. This video offers a quick summary of the book. Hope this helps.

Timestamps:

0:00 Introduction
00:21 The five wheelerpoints
01:53 A few basic selling tips
02:49 Use invisible words
03:19 Your first ten words
04:58 Ask the right questions
05:28 Ease into the sale
06:12 On confidence
06:46 Buying signals

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The Five Wheelerpoints by Elmer Wheeler:

Wheelerpoint 1: Sell The Sizzle, Not The Steak

It's the sizzle that sells the steak, and not the cow, although the cow may be mighty important. Steers can’t take orders for their shank bones, but, when the waiter carries a sizzling steak across the restaurant, you hear, see, and smell that sizzle—and buy!

Wheelerpoint 2: Don't Write—Telegraph

Learn how to speak telegraphically—how to boil your words down. The more you concentrate sunbeams the deeper they burn. The finest steak in the world loses its sizzle if the waiter takes too long in delivering it. So learn the new art of verbal shorthand.

Wheelerpoint 3: Say It With Flowers

“Happy returns of the day” means much more when you say it with flowers. It's as much what you do as what you say. Se fortify your words with gestures. Back up your sizzles with action. Synchronize them with showmanship. Say and do all in one motion.

Wheelerpoint 4: Don't Ask If—Ask Which

Always give the other person a choice between something and something—never between something and nothing. Ask leading questions. Ask “Why?” or “Where?” or “When?” or “How?” or “What?” Not “if” but “which”! Give others a choice between two things you want.

Wheelerpoint 5: Watch Your Bark!

The best sizzle in the world flops with a thud if your voice is flat. Your voice is the carrier of your message. How you say it is just as important as what you say.

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