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

been giving me vitamin A, B and D.

But, no, you're smarter.

You say I need vitamin C.

Look, mister...

I'm sorry. I tripped over the

oranges. Oranges are good for you?

Oranges are very good for you.

How 'bout some nice...

I'm sorry again.

I'm so anxious.

How 'bout a nice jar of

marmalade? I don't eat marmalade.

You don't eat marmalade. Why don't

you take a jar home to your children.

Let 'em have a spoonful. One spoonful, huh?

One spoonful of marmalade

for 11 kids.

But they're only my kids.

They're not entitled to any more!

Mister, take the whole jar.

Let the kids eat the whole jar.

Oh, they should stuff

themselves and get sick?

Now you've got me paying doctor

bills. I don't want you to pay bills.

Oh, a man goes to medical school for

eight years, studies day and night,

becomes a doctor,

saves my children's lives...

and you want me to beat him out of

his bill, huh? I didn't say that.

Oh, I said it. I go around

telling everybody I'm a deadbeat.

I hope you're satisfied. You stuff my

kids with your marmalade, you got 'em sick,

now I've gotta explain

to the doctors what's wrong.

You won't have to do that.

They'll find out for themselves.

Oh yeah? They can

experiment on my kids?

Use my kids for guinea pigs.

Say it. My kids are guinea pigs.

Your kids ain't guinea pigs.

Oh... they're just plain pigs, huh?

Mister, if you don't want the marmalade

that my mama made this morning,

how 'bout some nice fresh eggs

my mama laid...

I mean, the leghorns laid them this

morning. Buddy, I don't want eggs.

You don't want any eggs? No eggs.

These are very fine eggs. Even the

worst cook... Oh, the worst cook?

Now you're draggin' my wife

into the argument.

My wife is a rotten cook. Go on,

say it. Your wife's a good cook.

I suppose the indigestion comes

from the tonic I use on my head, huh?

Talk about my wife... I don't

wanna talk about your wife.

Now my wife isn't good

enough to be talked about!

Just come out and say it. I know what you're

thinking. My wife is a miserable old hag.

Just the thought of kissing my wife

makes a person sick and disgusted.

I wouldn't say that. I think

kissing your wife's a pleasure.

You're the guy, huh? Mister,

please, I don't mean any harm.

Please, leave me alone. I'm only

trying to be a good salesman.

And a good salesman should never take

no for an answer. What do you say?

No! Good. That's all I wanted to know.

It's nice doing business

with a man like you.

Good-bye.

Ma? Ma?

It worked!

It worked, Ma!

Benny? Ma, I did everything

I was supposed to.

I looked him in the eye, confidentially,

and I wouldn't take no for an answer.

Boy, did I sell him

a lot of stuff.

That's fine, Benny. How much

did it come to all together?

What? How much money did you get?

Money?

Hey?

Hey, you!

Hey, you,

come back here!

How do you like that?

A crook.

Ah, keep your shirt on!

Martha? Martha!

I didn't know it was you. You

don't have to take your shirt...

It was somebody else,

'cause when I was...

No.

Yes!

My last lesson.

And something else too.

Oh, gosh! I'm so proud of you, Benny.

Are ya? Mm-hmm. Nobody

thought you'd ever graduate.

That is, nobody but me.

I was sure you'd make it.

Today I am a salesman. Yoo-hoo?

Martha,

any mail for me?

No, Mrs. Miller. Come on. Let's graduate!

Oh, Mom!

Look!

Come on in.

You're just in time.

Ohh!

Give it to me.

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