AV Geeks 16mm Lunch 11-13-2025

Where am I? There I am. Hi everybody. Uh, I'm Skip Alzheimer. Welcome to the Age Geeks Lunchtime streaming show where we watch old 16 mm films and determine that the year that we thought we read on the can is not correct. So that was some [clears throat] footage from the photographer George Aana and Connor from a picnic and we thought it said on the can 1962 but we all think we agree that it's 1967. So there we go. Um so I'm still dealing with a cold um um medicated and uh eating some comfort food. Actually some spaghetti. Not quite lasagna, but in that ballpark. Um, anyways, uh, we like to show our US steel films, and this is one, uh, specifically on how to weld T1 steels. There's going to be a test on this, so pay attention. [bell and music] Heat. Heat. [music] [music] >> [music] >> The introduction of USS T1 steel a few years ago marked the most recent major development in the long history of steel. The world's most versatile metal. Tough, strong, easily weldable, USST1 steel is today a proven engineering material. For example, in the Carina's Bridge in California, USST1 was specified for top cords, bottom cords, verticals, diagonals, gusset plates. Result: Greater strength, reduced weight, easier construction. The Carina's bridge took advantage not only of USS T1's toughness and strength, but also of its weldability in the shop and field. To successfully weld T1 steel, it is only necessary to follow three basic welding rules. Use the right electrodes, the right welding heat, and the right procedure. What is the right electrode for T1 steel? It's low hydrogen. And here's why. In the extremely high heat of welding, any hydrogen which is in the electrode coating or any which may have been picked up as moisture is released. Here you see the hydrogen as a blue gas. While the metal is in the intensely hot molten state, there is no problem. for the released hydrogen is dissolved in the molten steel. But as the joint begins to cool and shrink, its capacity to hold the hydrogen is reduced. The hydrogen free to dissolve causes underbead cracks. Tough to spot because you can't see them. This underbead crack was caused by using a type E6010 electrode. A rod whose coating is often high in hydrogen. But this trouble can be avoided by using only low hydrogen electrodes of which there are several. In this case, the number is E 11018. And the clue to low hydrogen coating is the number 18. Let's check a few rod classifications. E8015, E9016, and E1018. What do these numbers mean? The first two or three figures in the classification refer to the ultimate tensil strength of the deposited metal of the rod. The last two numbers are the checkpoints for low hydrogen. 15, 16, and 18. To repeat, 15, 16, and 18. Only these three numbers indicate low hydrogen coatings. Low hydrogen rods stay low in hydrogen only when they are kept free from moisture. Even the moisture in the air is easily absorbed by the rod coatings. To keep exposure to the air at a minimum, most shops open no more than a 2-hour supply of electrodes. The exposed rods are kept dry at an oven heat of 250 to 300° F. Because this temperature is above the boiling point of water, any moisture present evaporates. No moisture means the hydrogen content stays low. This reminder has been found helpful in many shops. If drying facilities are not handy to the welding operation, a portable oven can be spotted right on the job. Even when the best of care is taken, containers can become damaged. Air and moisture get at the rods, and when this happens, the safe thing to do is bake the rods dry. How long to bake them and at what temperature varies with different types. For most, 1 hour at 800° F is a good average. To review, when welding T1 steel, a low hydrogen electrode is the right electrode. The right electrode baked dry and then kept dry. When dry low hydrogen rods are used, under bead cracking presents no problem and a good weld results. Of course, this same low hydrogen rule applies to all welding procedures. With inert gas welding, be sure to order moisture-free gas. In submerged arc welding, give your flux the same treatment suggested for the rod coatings. Keep it hydrogen-free and your weld will be normal. The next vital factor is heat input. When welding USST1 steel, the right welding heat is high enough for good fusion and low enough for rapid cooling. The key phrase is rapid cooling dictated by the internal structure of T1 steel. Here is T1's normal micro structure, one of the toughest in steel. But if it is cooled too slowly, the steel loses its toughness, even may become brittle. But because we must maintain T1's toughness, we cool it faster and USS T1 steel stays tough. Rapid cooling is the key. Another important consideration is the thickness of T1 steel. The thicker the plate, the higher the permissible heat input. The thinner the plate, the lower permissible heat input. In nearly all T1 steel welding jobs, the only preheating necessary is that required to ensure a dry surface. After all, the lower the temperature before welding, the sooner the metal cools. Now, we come to the welding process itself. Welding can generate temperatures up to 11,000° F, but by careful attention to arc speed and amperage, welding heat is easily controlled. As you know, heat input varies with the speed of arc travel. The slower the ark moves, the more heat delivered at each point. Closely related is the amperage of the ark. Because the higher the amperage, the greater the heat input. The lower the amperage, the less heat generated. We've been using words like thicker, thinner, lower, higher. For actual jobs, you need actual numbers. And here they are all on the welding heat input calculator for USST1 steel prepared by United States Steel to help you do a better job when the amps, volts, and speed of the ark are known. This circular slide rule tells you exactly how much heat you'll be putting into the joint. How will you know that a specific heat input is within safe limits? This answer is on the other side. A heat input table with suggested maximum heat units. Say your plate thickness is a/4 in. Its temperature 70° F before welding. In this case, 36 heat units are the suggested maximum. That is with 36 heat units or less. We make possible the rapid cooling which means a good tough weld. Suppose we illustrate with a job that might come your way. You want to butt weld 2/2 in plates. Assume that we use a preheat or enterpass temperature of 300° F. You check the table on your calculator. It tells you that at 300° 1/2 in plate has a suggested maximum heat input of 47 heat units. Now set the calculator at figures you might consider standard as you do in any welding job. In this case, you've selected a speed of 5 in arc travel per minute, a voltage of 25, and an amperage of 200. So you put down all the figures and make some comparisons. Your three conditions 5 in arc speed 25 volts 200 amps result in 60 heat units 13 units higher than the suggested maximum of 47. Obviously lower heat input must be worked out. You can either speed up your arc travel or lower your amps. For example, you decide to keep the amperage constant. Set 200 amps at 47 heat units. Then read off the arc speed opposite 25 volt. And you see the figure 6 and 1/4 in per minute. Now you have all your necessary information. 200 amps, 25 volts, arc speed 6 and 1/4 in. Just right for the 47 maximum heat units. You make your first pass knowing that it'll turn out just right. When you finished your first pass, your crayon shows the temperature has gone up from 300 to 400° F, 100° higher than the preheat and enterpass temperature on which your heat input calculation was based, 47 maximum heat units. An adjustment is indicated. You either lower your heat input from 47 to 40 units by lowering the amperage to 170 at the same speed or increasing the speed to 7 and 1/2 in per minute with the same number of amps. It may be best to wait for the plates to cool to the original 300° and use the original setup. There are several solutions, but whichever you choose, remember, experience has shown that a few minutes spent with this calculator will make the job easier. It is your sure guide to better welding results. It assumes the right welding heat, high enough for good fusion, and low enough for rapid cooling. Engineers and welders like yourselves who've worked with T1 steel since its introduction have come up with some good tips on speed, technique, gouging, and fillet welding. First, speed. We've already shown how too slow a speed can overheat T1 steel. An easy method of hitting the right speed is to have someone time you on several trial runs on a piece of scrap. Speed control is a must for heat control. Another tip, a straightforward stringer bead is preferred because less heat input results. The full weave technique should be avoided because the ark stays much too long at any single spot and the heat input goes beyond the maximum recommended. A stringer bead moves in a straight line, passes each point much more quickly, and keeps heat input as low as possible. When back gouging, the preferred technique is arc air gouging followed by cleanup grinding. This generates far less heat input than oxy acetylin torch gouging. Fillet weld preparation is much the same as that for butt welding. If the joint is to be preheated, it must be preheated before the tack welds are made. Dry low hydrogen rods of a strength equivalent to the fillet weld metal are also used for the tack welds. The size of the TS must be big enough in area that they will not crack on cooling. You clean the TS before the first fillet pass to asssure a clean route. You have seen good and bad fillet welds. A bad weld has these undercuts, poor contour and bad root. Top welders try for good penetration with no undercuts. The weld is smooth, correctly contoured, and well fared in to the legs of the pieces to be joined. Because USST1 steel is so strong, additional care is necessary. When welding thick pieces and if the finished weld has to be stress relieved, high strength rods such as E 100 or E10 were specified. As the weld metal cooled and contracted, it was strong enough to actually pull cracks at the toes and seriously weaken the weld. This could have been easily avoided. One way to reduce restraint caused by shrinkage is to use more ductal rods, rods lower in strength since T-jints usually need less strength than butt joints. However, if the joint must have the higher strength rods, you can peen the weld, actually push the deposited weld metal around, thus reduce shrinkage forces, and make a weld that is free of toe cracks. Another method of avoiding cracks is to use soft steel wire as a shrink cushion. As the shrinkage pulls, the upright leg shrinks down to the bottom plate, absorbs the total contraction and prevents cracking. Machined grooves can do the same job as soft wire. Again, the weld shrinkage pulls the upright down. The grooves crush into the leg and again no toe crack. Another method is the butter weld. You locate where the fillet toe passes are to be made and put down a butter weld. Grind it down smooth and flush before the actual fillet welding. Now you'll get a solid, crack-free weld. USS1 steel is being welded every day by those who have learned how to preserve its strength and toughness. Their experience has made this film possible. They've learned the proper use of the right electrodes, the importance of the correct welding heat, and the best in welding procedures. Procedures that work well when welding USS T1 steel to itself, to other alloy steels, to high strength steels, and to structural carbon steels. We've reproduced in this booklet all the shop experience and engineering guides shown in this film. Pocket size, you can keep it handy on the job. The calculator enclosed in the back of each book is a quick source of all technical information for any job. Close attention to calculator and book will mean a successful weld of USS T1 steel every time. [music] [music] So, I think the way to make this film better is to um show examples of what happens when you have a bad weld like collapsing bridges and collapsing um buildings. you know, really put the fear of God in the uh the welders to make them want to pay attention because of the fact that if you don't do this right, this is what's [clears throat] going to happen. Although that uh that little calculator wheel thing was kind of cool and I kind of looked on eBay to see if I could find it. I didn't find it, but um yeah, maybe somebody will find it at some point. Okay, so this next [clears throat] film is is something because this is in a mailer that's pretty amazing. Uh I don't I might have one or two other films that have this type of mailer that's it's not a plyo. And you see it has uh these weird latches on them that you have to reposition. You pull up and pop. Um, and the other thing is the Hold on. Pop. Almost there. All right. Cool. Um, [clears throat] so it comes with a film which uh ask for it. ask for the order and get it. Um, it comes with a two posters. Like, check this out. Look at this. This is a big banner. Join the AFTTO club. Be a closer. And remember that coffee is only for closers. Then you have an ad for the screening that you're going to show, which is Joe Batton in Ask for the Order and Get It to be shown a tough-minded salesmanship film. But here's the kicker. I've never seen this before. Don't throw away sales. Ask for the order. So, if you you know, I don't know how old most of you are, but this was a a thing, a trash bag that you would hang on the knob of your um radio. And so this was a handy trash bag to put trash in. Um, yeah. Anyways, that is phenomenal. What else? Oh, and you can order you can order other things. Here's a order sheet. You can order a display banner, the AFTTO club for a dollar each. If you get one to nine, if you get 250 or more, it's 65 cents each. The display banner, it's the same. Uh, a pocket reminder card up to 100 or 75 cents each. A keychain 75 cents each unless you order more than 500 and then it's 55 cents. An incentive button, aftto club, less than 100 is 50. Over 500 is 40. A flare pen $140. Litter bags. Oh, those are super cheap. Less than 100 is 40 cents. More than 500 is 30 cents. And then Ato Club note pads 25 cents each. So there you go. You set this thing up. And here's uh steps for to ensure a good film showing open film container. Clean film gate. Thread film carefully. Use hand setting knob to check threading. Focus and lock lens. Project film in advance. Um, just to make sure. Loss of film loop. If it's not threaded, it will lose the loop. Poor quality of projected image. Picture jump. It could be due to faulty shuttle adjustment. garbled sound, live and loss of uh sound and picture synchronization. Um, you want to run it at 24 frames a second, not 16. Uh, make sure that the film is on the the sound drum. All right, so here's all this. It's crazy amount of stuff that comes with this and it all fits very neatly in this um mailer. All right, so here it is. Ask for the order and get it. Enjoy. [music] [bell] [music] >> [music] >> So, in other words, Mr. Johnson, can you get more production at lower cost, less [clears throat] maintenance right from the start? >> Terrific machine. >> Do you have any other questions about it? >> Oh, I'd say you covered it pretty well. >> Good. U then there's nothing else you want to know about it? >> I don't I don't think so. Well, well then then uh see I did mention the new automatic ejection feature, didn't I? >> Yes. Yes, you did. >> Well, I guess that just about covers it. >> I think so. >> Well, uh there's there's no other information I give you. Uh see, I've got all kinds of literature right here. I'd be glad to go over. >> No, no, no. Look, uh I appreciate you coming by. Oh, I'm glad to, and I know you're busy, but I just wanted you to have the facts and figures so that when you're ready to make a decision, you'll be ready. Uh, that is, uh, I know you want to think it over, and I want you to know that I'll be glad to do anything I can to help you make a decision. >> Yeah. Okay. Uh, we'll get in touch with you. Thanks so much. And, uh, so long. >> Hold it. Let me ask you something, and I want you to be perfectly honest about it. Did you see anything of yourself in that picture? Have you ever done what that salesman just did? Well, if you have, you're not alone. If it's any consolation to you, and I hope it's not, his performance was pretty typical of the way thousands of salesmen operate today. Intelligent, likable, hardworking people in the profession of selling. It's how they manage to get only a fraction of the sales they've worked for. They lose the orders that other salesmen get by a very simple process. Let me show you. Let's go back to that same customer, same situation, same product. Everything the same except the salesman. >> In other words, Mr. Johnson, you get more production at lower cost with less maintenance right from the start. It's a terrific machine. So now, do you have any other questions about it? >> No, I'd say you covered it pretty well. >> Good. Then if you're satisfied, can I write up an order? >> I don't see why not. Okay. >> All right. Hold it. Of course, it's obvious that there's a difference between this salesman and this one. This man got the order. This one didn't. And you know why? It's not that this man is any smarter or knows his job any better than this one. They both have the same training and experience. They both know all the same basic principles of selling. The difference is this man uses his knowledge and this one doesn't. They both know the principle that says to get an order you have to ask for it. But only this man applied it. Then if you're satisfied can I write up an order. >> Asking for the order. That was the difference here between closing the sale and losing the sale. And that's true in thousands of cases every day. Millions of dollars in orders are not filled for lack of something this simple. >> Can I have your okay to start shipment next week? Will you let me have your signature? >> You like this type style, Al. So, can we call in a deal? >> Shall I put you down for 30 gross? >> Now, I'll grant you your job might be simpler if you didn't have to come right out and ask for orders. If customers would close your sales for you by golly, you sold me. In fact, I want you to handle all our insurance. Got an order form there. Now, you and I both know customers don't behave that way. The fact is, not more than one time in five will a customer volunteer an order. At least 80% of the time, he makes you ask for it. >> Now, as a result of our survey, I know we can provide you with greater fire coverage on your entire operation. Greater coverage at the same and perhaps even lower rates than you're paying now. >> Looks like they might have something. Now, these lower rates would be possible if you would make certain changes in your warehousing practices. Now, these changes from all indications would not affect production. >> I had a hot chair operation could be improved there. This sounds good. >> You see, if you could go to high stacking in this newer section, get all those inflammables in one area, and we could rate the entire structure under this category. >> Might as well go for it. All in all, we think these relatively minor changes will more than pay off in expanded coverage. As I say, the economics look good from every angle. And I hope I've explained it thoroughly. >> Yeah. So, come on, get to the point. >> Anything else you'd like to know? >> What's he stalling about? >> Hey, uh, how is business in general? Holding up okay? Now, from what I hear, uh, things look pretty good this year. Is that right? >> Does this guy want our business or not? >> Well, suppose I stop by again next week. Give you time to mul it over. >> If he thinks I'm going to beg him to take an order, forget it. >> Thank you for your time. Pleasure talking with you. >> Probably better talk to that other agency that's been after us. They might have something even better. >> You see, customers expect to be asked to buy. They assume that's what you're there for. If you don't ask, the odds are they won't ask you and the sale won't be made. Now, you know this, and every salesman knows it. So, the question is, why don't they all do it? Why don't they always ask for the order? Oddly enough, the biggest reason is fear. A salesman I've questioned in confidence, manto man, always seem to come up with something like this. So, I suppose I'm I'm just afraid of getting turned down. >> I hate to take a chance on making him sore. >> If you've got a good relationship set up, you worry that you'll mess it up if you keep pounding on him to buy something. >> It's hard to figure out a smooth way to say, "Give me an order." Just like that. I'm always kind of afraid it'll turn him off if I come right out and ask for the order. So, it's fear. the fear of being turned down that keeps so many salesmen from doing their job, from asking for the order. But let's think this over. Certainly, you may get turned down if you ask for an order, but you won't be physically harmed. You won't be kicked, punched, or shot. The only thing that will hurt perhaps is your pride and self-esteem. But common sense tells you that if you don't ask, you're almost sure of a turndown. You're turning down the order, you see, by not trying for it. Now I grant you fear is not easy to overcome but you can do it just as all top professional salesmen have done it. Fear exists in the mind. It's a state of mind. To wipe it out you have to change that state. You have to develop the attitude that's essential to complete selling success. Tough- mindedness. This is the quality that makes the champion salesman stand out from the crowd. It's what makes him use the principles that others know but are afraid to use. Now, don't let this word fool you. It doesn't mean what you might think. To be tough- minded doesn't mean to be overbearing or hardboiled. >> There aren't too many things in life you really need. You need this. And I'm going to see what you get. >> Master, nobody scares me. That bunch of pansies that think they're competitors of mine, they may be afraid to talk turkey to you, but I'm not. Now, I'm here to tell you right now. out. That's what tough-minded salesmanship is, not here's what it is. A total three-dimensional approach to selling. And the three Ds that go into it are these: dedication, discipline, and determination. Tough-mindedness begins with dedication, an honest commitment to your job, and a firm belief in what you're selling. >> I know this will do everything you wanted to do for you. I give you my personal assurance on that. Over and above this guarantee. >> Dedication is the sincere conviction that you're being a real help to a customer. Doing him a favor when you ask him to buy. It's the feeling that only by selling him can you serve him. That's dedication. Now, the second dimension is discipline. Self-discipline. Training yourself to do your job the way you know it should be done. Following the proven sales principles you know will pay off. Discipline means setting definite goals for yourself and meeting those goals whatever it takes in study preparation and time. It's doing your homework, researching your prospect's needs and problems in advance, anticipating any objections. It's laying the groundwork for every sales call. >> I've talked with Sam, your plan foreman. We've spent quite a bit of time on this operation, but we feel that the answer can be worked out very easily. Discipline produces tough-minded efficiency in the use of time. The refusal to waste either your own or your customer's time. That's discipline. The second dimension in tough-minded salesmanship. The third is determination. Determination. The firm resolve never to let a sale you've worked for go unasked for. I think you've indicated this is what you need and what you want. So, can we wrap this up this afternoon? And it's determination that prevents you from taking a quick no for an answer. >> No, I don't think so. Not quite yet. >> Determination not to mistake a customer's doubt for refusal. You still have some reservations. >> Well, Mr. Garner, would you mind telling me just what it is about this proposal that's bothering you? Is it price? >> Well, not exactly, although it's a lot of money. Well, let's take a look at all the cost factors, not just price alone. It takes determination to stay with a sale to recognize that the word no may mean no for now, not no forever. >> So really, you're saving money. Now, can we figure on delivering next month? >> Dedication, discipline, determination. These are the three dimensions of tough-mindedness in a salesman, a totally successful salesman. And there's no time when tough-mindedness takes on more importance than at closing time. This is when all your selling effort either pays off or goes down the drain. Assuming you've done everything right on a call from your opening approach, capturing your prospect's interest. >> The answer to that problem on number four line. >> Oh, really? How's that? a thorough presentation, your statement of customer benefits tailored to his special wants and needs >> and extra capacity, but also the right size to fit into your operation. >> Assuming you've handled any questions or objections perfectly, >> the difference is well, you don't have to replace the whole assembly anymore. So you see your >> and assuming your summation has been a real masterpiece. Fact remains >> all of your time and effort to this point have been wasted unless you do one thing more. Close. >> And the way you do this is >> how about can we install it right away? >> Ask for the order. The object of everything you've done before is to make this possible. to ask for the order and close that sale. >> Well, if it'll do everything you say, Dan. >> Yeah, that's okay. It's a deal. If you're thinking you can't always ask for the order in just that way, obviously you're right. There is no one way that's going to work every time with every customer in every situation. But we can set up one general rule that tough-minded salesmen will tell you applies in practically every case. Let me show you. What would you say is the key word, the allimportant word in that principle, right? The key word is ask. That means not a statement but a question. To close a sale, ask a closing question. Let's see why. >> Oh, I don't know. >> How long does it take to get delivery? When do you want it? >> That's a closing question. Here's why. >> Well, I guess I could put it to work almost any time. But all right. Look, if I guarantee I can make delivery by Wednesday, can we call the deal? Wednesday, huh? Well, yeah. Okay, I guess so. >> All wrapped up. But now, let's try it without that closing question. >> Oh, I don't know. How long does it take to make delivery? >> Oh, we can deliver it anytime you like. >> That's not a close, but just another piece of information that gets no real action. >> Now, uh, another fine feature I wanted to tell you about. >> That chance to close is gone. So, let's repeat. If you want to close, don't just make another statement. Ask a question. Because questions require answers and answers require decisions which mean results. To get a customer to buy, the tough-minded salesman always pops a closing question. Now, exactly what form that question will take depends on the situation, the customer, a lot of factors. And which of the dozens of good closing questions you use is less important than that you do ask one whenever there's a chance to close. Let's look at some of the different ways of asking for an order. First of all, obviously is this approach. >> All right, then. Will you give us your approval to go ahead? >> Shall we say it's a deal? >> Can we install it for you right away? >> There's nothing tricky or complicated about this kind of closing question. It's honest, straightforward, and business-like. And if you've led up to it properly, the direct approach will pay off. Then I guess we're down to the big question. Can we have your order? >> You've got it. >> The direct approach will get you a quick decision, but in some situations, you may decide that's a little abrupt, a little too blunt. So you may want to take the indirect approach. There are basically four good ways to do this. First, there's the take it for granted technique. It's effective with customers who don't seem to like to commit themselves, who don't give you a clear-cut indication as to whether they're ready to buy. >> And we're particularly proud of the design and styling of this line. As you know, the trends all in this direction. Do you like it? >> Well, of course, styling isn't all we're looking for. Our customers are very much quality oriented. >> Notice she's not committing herself. >> I understand. That's why I'm so sure this line will sell. the extra strength inner construction of this line. Look, just take a look for example in this drawer. This is all >> so there's not only solid comfort but outstanding durability. Exactly what your customers demand and will pay for, right? >> We have to stay competitive. We have to justify our prices. >> Still no commitment, >> of course. And with this line, you can do it on the basis of style, comfort, and durability. All around quality. >> So, with no commitment, but with no objection either, he's going to take it for granted she's decided to buy. His closing question actually relieves her of the responsibility of saying, "I'm sold." >> As long as we're agreed on those features, could you tell me the quantities you think you'll need in each model? >> Yes. I think we'll mainly concentrate on these lines. >> That's the take it for granted technique. Now, the second indirect approach also avoids a direct closing question. Instead of asking whether the prospect will buy, it asks him what, when, or how he'll buy. This is the either or technique. You give him a positive choice between two alternatives, either of which means getting an order. >> So, for all of these reasons, I feel this model copying machine would best fill the needs of your library. I hope the board of trustees agrees. Now, are there any other questions? >> I got one. Why do we need any new machine right now? I >> that's a decision you have to make. Your librarian, Miss Chowmer, feels that the old system is unsatisfactory. >> I'm still not convinced. Get the old one fixed if it doesn't work right. >> Well, as I say, Mr. Jenkins, that's up to you and the other trustees. But there is one other question to consider, and that's the matter of financing. >> Here it comes. The either or close. >> In other words, would you want this machine on a rental agreement basis, or would you purchase it outright? In order to get the special institutional discount, >> I'd say buy it if we can get the discount. >> There's no point in renting. We've got the money in the budget. >> Why not? >> Wait a minute. We didn't decide if this would be feasible. Now, William, you must remember the other. >> Hi. What's the word? >> Well, they didn't exactly decide on your machine. Oh, I thought they were >> No, what they did decide was how they wanted to pay you for it. >> It's the same thing, I guess. Anyhow, they're sending you an order tomorrow. >> The either or technique. But now, let's suppose your prospect is the thoroughly indecisive type. He has trouble making up his mind on all big issues or big purchases. In his case, the third indirect closing technique often works. It's the step-by-step technique. It's like the old game of 20 questions in which the hard to get answer is reached by way of the easy answers to a series of little questions. >> And that's all there is to that. But a week after you've had this central air conditioning, you're going to wonder how you ever got along without it. >> I just don't know. I can't decide whether it's worth all that money. Martha, >> no. It's up to you, dear. >> If the big answer is hard to get, try for the easy decisions. >> It is a big decision. But but while you're thinking about it, tell me, do you think that wall would be a convenient place to place your control your uh your thermostat? >> Well, I don't know. >> I think that wall would be fine. >> Fine. >> That would be handy and not too obtrusive. >> Do you think that you'd have to have that unfinished attic room air conditioned or do you plan to use it ever? >> Well, I don't know. I guess not. We never use it anyway. >> Be a big saving there. So, u you have your choice of condenser units now. There is a deluxe unit and a standard unit. Both good, but the standard unit is $75 less than the deluxe unit. What do you think? >> I'm not just sure if the standard unit does the job. >> That would be my choice, too. Oh, and um where around the house would you like to have the unit placed? Uh uh the outside condenser. >> Well, I guess maybe uh someplace in back. >> Outside by the back door to the garage. >> Good. >> Yeah. And um Owen, how about um planting some shrubs around it to conceal it? >> Step by step, through a series of easy decisions, you build agreement on the big decision. >> I'll say this, Mr. Courtney, you folks certainly know exactly what you want. And the way that you've laid it out here, the price is a little less than even I had it figured. >> Well, uh good. >> Right. So, if you would uh just sign this authorization right there, and I'll have the engineers out in the morning to start the planning. >> That's the step-by-step technique. Now, there's also a fourth type of indirect closing question. This one requires that you know your prospect and his needs well enough to be sure of his response to your closing question. If this is the case, you may want to try the positive negative technique. It's called this because in your closing question, you make positive use of a negative point which you know doesn't really apply to your prospect. >> That's a lot of truck, Charlie. >> Like this. >> Did I tell you about the mileage test we held last month on the Canadian court? >> Yeah, you told me that. And uh I know it's a lot of truck. I'm wondering if I can stand the price. >> You get what you pay for. You know that. >> Well, I'm going to have to give this a a lot of thought. Well, there's one more thing, and I want to be completely honest about this. The engine is great for highway driving, but it's awful damn expensive in city traffic. Just too much power for low- speed operation. There's the negative point put to positive use. The salesman knows the truck is to be used only over the highway. So, he can afford to be negative about its high cost in city traffic. So, my point is, are you sure you'd be using this at least 90% of the time on long hauls, cross country? >> Are you crazy? Of course I would. >> You ought to know that highway operations is all I care about. If this engine is as good as you, okay, >> so isn't this the truck for you, Charlie? >> Maybe. So, you bum. In answering the positive negative question, your prospect may find himself closing the sale for you. Well, I agree. It looks good, but it's going to take a lot of planning to fit that into our schedule. >> And we certainly want to work with you on that. I just hope that we don't have a problem with Look, Mr. Fraser, I have to tell you this. Frankly, I don't believe we can get the machine installed into your plan until the first of the month. Now, will that mess up your schedule too much? >> Oh, no. No. As I say, it'll take that long to get ready to make a place for it. >> No, I think the first would be about right. You'll get turned down sometimes. Of course, that's part of the game. And you won't always close in on the first try. Some sales you never close. Nobody bats a thousand. Well, that gives you the idea of some of the different kinds of closing questions you can pop when you want a decision. Some of them may work better for you than others, but any one of them will get results if you use it. Now, the matter of timing. The old idea that there's some one psychological magic moment when you either close a sale or lose it forever. That's a myth. Anytime a prospect indicates agreement with you, can be a good time to pop a closing question, whether or not you've made the whole presentation you planned or not. >> Yeah, we got pretty good results from your last special edition. >> Okay, then. Can we figure on you for a full page this time? >> Man, you don't waste time, do you? You just got here, George. I got a whole big fulllength pitch I'm just dying to try out. >> Forget it. One page is enough. >> A tough-minded salesman will pop a closing question anytime he gets any clue that the prospect may be near a decision. >> I don't see why we'd need 20 of them. >> I agree. How about if we settle on 12 right now? >> Well, I think it would appeal to the boss. But >> in that case, do you want to issue the order? >> Is it a deal or do we have to get his approval? >> No, I can okay it? >> No. Wouldn't do us a bit of good unless we had him in stock by the end of the month. >> All right. If I guarantee delivery by Monday, can I have your okay now? >> So, you see, anytime can be the time for a closing question. And one more thing, once you've popped a closing question, be toughminded enough to wait for an answer, no matter how long it takes. Proven performance, less downtime. That's about the story. This one's all serviced and ready to go. How about putting it on the job for you? >> If you don't wait for an answer, you wasted the chance to close. >> Uh, say, why don't you climb up there on the operator's seat and try it for comfort and notice? And that chance to close is gone. Let's go back to that same situation. >> Proven performance, less downtime. That's about the story. >> This is how to make a closing question work. This one's all serviced and ready to go. How about putting on the job for you? Okay, you made a sale. All right. What you've seen here is a principle in action. A principle you learned as soon as you got into the selling profession. But it's not enough to know this. Everybody knows it. You also have to have the dedication, discipline, and determination to do it. You have to be tough- minded enough to use your knowledge to ask for the order on every sales call. And the way you learn how to ask for the order is simply this. Take one, any one of the direct or indirect approaches and use it exclusively for the next month. Resolve yourself to use that single closing technique in every sale situation. At the end of the month, set it aside and choose another closing technique. Now, use it to close every sale for the following month. Each month, you use a different closing technique until you have mastered all of the techniques. If you have the tough-minded resolve, let's face it, the guts to do this, you will prove to yourself that no matter which one you use, the important thing is to discipline yourself to use one. Remember this in selling, as in everything else in life, results are all that count. There's no payoff for the number of sales calls you make, only the ones you close. So, to close a sale, ask a closing question. I promise you, it will work. So, here's my closing question for you. Will you do it? [bell] >> [music] >> Will you do it, you bum? Um, wow. Yeah, pretty great. I mean, some of these uh these films are just bland uh one person up with a chart or and just goes blah blah blah blah blah. So, I What I appreciate about this is the skits in between, the dramatic things in between. So, this is well fleshed out. And there's others in this series. Dartell uh had a bunch of these that were all made by Calvin Productions. Uh, and some of them I'm running across in the Preinger collection, but um this one is ours and we own it. and we own the little auto trash bag that's made out of vinyl. Uh, thanks for joining us today. Uh, we'll be back again tomorrow. Tomorrow's Friday, I guess. And, uh, yeah. Um, if you like what you saw, hit the thumbs up, hit the like button, subscribe, tell other people about what we're doing. Uh, you can support us with the super thanks button, with some cash. You can go to ko-fi.com/abgeeks or patreon.com/abgeeks. Those are great ways to support us. Otherwise, uh I will see you tomorrow and hopefully I'll be doing better and not worse. I mean, this is, you know, when I get these things, these colds, they can turn into bronchitis and not a fan. Uh anyways, love you guys. See you tomorrow. Take care.