Little Giant

Good morning.

Just a minute, please.

Will I fill it up, sir?

No, thanks.

I got off the main highway. Can you

tell me where I am? This is Cucamonga.

That's good.

We think so.

Were you looking for

anybody special?

I'm trying to find the Perkins'

farm. Oh, they're very good friends.

Go straight ahead

to the first crossroads,

turn left, and it's the

first house on your right.

Thanks a lot.

You're much obliged.

The salesman who allows the purchaser

to escape without buying anything,

is wasting his own time, the time

ofhis employer and the customer's time.

To our students we say,

be diplomatic,

but be firm!

If you meet with sales

resistance, attack it!

Break it down!

Aaah!

A humorous story will

detain the customer...

until you can think

of something to sell him.

For example, the following

humorous story should be memorized.

Ready?

Yes, sir.

A man and his wife were

quarreling in bed one night.

The wife was jealous of

her husband's stenographer. You catch?

So, the husband said

to his wife...

Turn over on

the other side.

"Turn over on

the other side"?

Turn over

on the other side?

Turn over.

Turn over, Benny.

Ohh! Turn the record over.

Excuse me.

Boy, am I dumb.

I didn't see you there, Mom.

You know, dear, I can't

help worrying about you.

Last night you played your lessons

until way after 10:00.

Mom, we must remember. I'm a slow

learner. Keeping such late hours...

and then getting up at

5:
00 to do the milking!

It's just not good

for you, son.

You don't have to worry.

I'm up to my last lesson.

It's all over and boy, oh boy,

am I gonna make money!

I'm gonna fix it that you don't have to

work so hard anymore. Especially on Sundays.

Why, for $10,000, I can buy up

the ranches on both sides of us.

Then I can hire the hired men

to work for you.

I'm gonna buy you the best rocking

chair in the world. Oh, thanks.

But $10,000?

That's nothing at all, Mom.

A good salesman in one year can

make $10,000 just like that!

All you gotta do is learn how. It says

so on the records. Here, sit down, Mom.

I want you to listen to

Professor Watkins.

This is lesson 24.

You asked me what is

real salesmanship. I'll tell you.

It doesn't require talent to sell a

customer something he came in to buy.

Salesmanship consists in selling him

something he did not come in to buy.

Shall I repeat?

No, that's all right.

I'll repeat it.

Salesmanship consists in selling a customer

something he doesn't know he wants...

until you convince him of it.

You must look him confidently

in the eye and decide for him.

Do not take no

for an answer!

Ain't that guy terrific? Did I learn

a lot from him! I don't know, Benny.

It doesn't seem neighborly to sell

a person something he doesn't need.

Mom, that's

old-fashioned.

There's a customer now.

I'll prove it to you.

I go out there

and I'll face him...

and look him right in

the eye... confidentially.

And I won't take no

for an answer.

How do you do? What can I do for

you? The customer's out there.

How do you do, sir?

Helping yourself to some air?

It's free air, isn't it?

Yes, sir!

How 'bout some gas? Some oil? Nope. Nope.

How 'bout some... I don't

want any water either.

Oh, hey, mister! How 'bout some

nice, fresh California naval oranges?

My mama just picked them this

morning. I don't want any.

Oranges are good for you.

Oranges are good for you, huh?

My father owns a lemon grove, but

you say everybody should eat oranges!

There's vitamin C in oranges, and

everybody should have vitamin C.

For two years, the specialists have

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