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Who coined this phrase, and what is the meaning behind it?

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I believe the real origin of the phrase is to be found in Papua New Guinea, where isolated tribes used to sell tickets to the frying of portions of human thigh or buttock on Sundays, as a neighbouring tribe would usually be prepared to pay some special seashells or sticks for a perfect sizzling performance if they'd failed to catch any humans themselves that week. –  Cerberus Mar 20 '11 at 13:21
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@Cerberus: I’ve always understood that it was a corruption of a gypsy phrase: when your horse slipped its tether and strayed from camp, you should keep the post you had tied it to, which could serve well again when you acquired a new horse, but get off your hands as quickly as possible the rope that had proved untrustworthy once and might again. Hence, “don’t sell the stake, sell the sisal.” –  PLL Mar 20 '11 at 14:08
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It's obviously a misreading of "Don't sell teh steak, sell teh shizzle." –  Robusto Mar 20 '11 at 15:05
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@PLL: Haha, how you come up these things! –  Cerberus Mar 20 '11 at 21:49
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Ahhhhhh.....someone finally turned on the nitrous oxide... –  user5531 Mar 21 '11 at 2:07
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2 Answers

up vote 8 down vote accepted

This sales phrase was coined by Elmer Wheeler in the mid-1920s. It urged salespeople to focus on the experience around a product being sold rather than simply on the object itself. It means appealing to the senses and emotions of the buyer with the assumption that this is what motivates most people to purchase. It may be best put by Wheeler himself in this YouTube video.

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And it follows that if a sales person starts talking about sizzle one should immediately be suspicious of the steak. –  dmckee Mar 20 '11 at 16:13
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I don't know who coined it, but I understand the meaning to be: don't base your pitch on the properties of the product; talk about what it can do for the client and how it will make life better for them. In other words, don't talk about how the vacuum cleaner was made in Germany and incorporates the latest technology; tell the client he'll be able to vacuum the house in half the time and he'll never have to buy a replacement bag.

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