AV Geeks 16mm Lunch 8-14-2025

Hello everybody. This is Skip Alzheimer. Welcome to the AV Geeks lunchtime streaming show where we watch old 16 mm films. And today is going to be kind of a mix. Uh I was feeling kind of jamhandyish today. Jam Handy, if you don't know, started this production company in Detroit that really set the stage for promoting giant indust uh corporations that made things. So, uh GM was one of their biggest uh clients, but they also made things for uh a variety of different people. And so, you'll see uh today some examples. Uh and we're going to start off with a safe day uh which is talking about the safety efforts of multiple companies and also maybe how you can help at home. Enjoy. Industry concerning itself more and more with the safety of the men and women on whom it depends. The records and experiences of many of our industries are becoming increasingly valuable in the formation of standard safety practices that should be made available to all organizations. To encourage this safety thinking of American industry in general and to encourage American work selves to think and practice safety, this picture is offered. All industry is working towards safety records as nearly perfect as possible. Safety records are made and maintained only by teamwork. Teamwork among all the jobs that make up modern industry. So hats off to the safety engineers, to the plant owners, to the foremen whose united effort and foresight have contributed so much. And hats off to to the workmen, to the men themselves who by their own care and thought for safety have made these outstanding safety records possible. 999 consecutive days without an accident is a record for safety any man may well be proud of. And John Jones can take credit for it. What his job is doesn't concern us. It's how he does it that counts. Whether this particular Jon Jones happens to be a metal worker, a workman in a chemical plant, an electrician, a carpenter, a railroad man, or an automobile worker doesn't change the fact that John Jones requires thinking, safe thinking every minute of the day. And the logical place for Jon Jones to start off his day of safe thinking is right in his own home. For safe thinking is just as important in the home as it is in the factory or out on the highway. That toy wagon, for instance, might trip someone. So, John Jones suggests that his son put it in a more out of the way, in a safer place. A garden hose cluttering up the walk is another thing that John Jones doesn't take any chances with. By removing it, he may prevent an accident later on. From the time he leaves the house and steps into his automobile in the morning until he returns home at night, John Jones is under the protection of countless safeguards which modern industry has given him. But these safeguards, valuable as they are, aren't worth a thing to him unless he thinks. For that reason, he keeps his mind on what he is doing. Traffic engineers have set up every possible means of ensuring safety on the highways. Traffic lights, safety crossings have been established to aid the motorist to drive safely. But here again, these safety measures are a protection to Jon Jones or any other motorist only when he thinks safety. In his motor car, he is completely surrounded by features which have been provided for his safety. He rides completely enclosed in a body made of steel. Observation car visibility with its wider sight lines permits him to keep constant watch on traffic conditions all around him. But observation car visibility is a help only when he is watching the road and thinking of what he is doing. Uh-oh. Here's a motorist who's in a big hurry. Let's see what Jon Jones thinks about him. And Jon Jones can't be blamed for that. John Jones is not only a good driver in his car, he is a careful workman on the job as well. He carries his safety thinking right into the shop. In the factory where he works and in all the factories, there are many safety devices for the protection of the men. But these safety devices, like those of the modern automobile, are effective only when men think safely and use them. For example, every man knows enough to turn off electrical machinery before trying to repair it. But unlocked switches are too easy for someone else to accidentally turn on. So the careful man, the man who thinks, always ensures his safety by locking the throwoff switch and placing a warning sign in a spot where it can easily be seen. In a paint shop or wherever flammable materials are used, signs such as this mean just what they say. Lack of attention to rules paves the way for needless hazards. It is not rules and regulations alone that make him a safe workman. He protects himself and others by using common sense all the time. If he doesn't take ordinary care when working with a flaming torch, anything can happen. Thoughtless handling of equipment opens the door to danger, and a second invitation is seldom needed. A safe workman knows that when he's not actually working with the torch, the flame should be turned off. Because he thinks about safety every minute, he eliminates danger to himself as well as others. Perhaps the job is on the factory siding, coupling freight cars together. If he becomes incautious, unmindful of what he is doing, a simple job might become a source of danger. So once again by taking care thinking before he moves he avoids exposing himself to dangers and works in safety. Many men handle lines charged with high voltage electric current. A safe job if you don't get careless. Perhaps no one would think of picking up a live wire off the ground. But a thoughtless man might neglect to wear his rubber gloves to pull the transformer disconnect switch before going to work. When thinking safely, he doesn't need anyone to tell him that a bolt of lightning lurks in the switch that energizes the broken wire. Insulated gloves are for his protection, and no carelessness on his part stands in the way of safety. Coming in contact with high voltage is a trap for trouble which the safe worker always avoids. Whether working around airplanes or any type of moving machinery on which safety guards aren't practical. More than ordinary caution should always be observed. Handling an airplane can be as safe as mowing the lawn when instruction and training are kept constantly in mind. But one careless step thoughtlessly made and safety hangs by the merest thread. The careful worker knows that no one can do his thinking for him, so he does it himself. In factories and in other places, it is generally the little things that count. Things that have to be thought about for safety. Little things such as failing to keep the aisles in a factory cleared can be the cause of trouble. For this reason, one should always be sure the aisles around which he is working are kept cleared of materials, rubbish, or slippery oil. And now another day ends for all the men who work on thousands of jobs through the nation. For John Jones marks the completion of 1,000 days of safe working, thanks to the safety precautions set up for his protection. But most of all, thanks to John Jones himself for thinking safely. Thank you, John Jones, for your um safety record and for you being aware of all the um potential hazards in your life. Um, I I don't know if I mentioned this, but I've been watching I watched all of the Final Destination movies and uh like I think two at a time and then finally watch the the last one, the most recent one. And they're all safety films. Every single one of them is a setup of like this could happen, then this could happen, then this could happen, and then catastrophe. And the catastrophes are way over the top. Uh, so it was very easy for me to enjoy them. The plots are just paper thin. They're really there's no it's and it's so formulaic, but everybody watches it for all the insane freak accidents that happen. And um, any of you that have watched, you know, shake hand with hands with danger or any of these other uh, work safety films, you've seen it. You know what it's all about. It's the same thing. All right. So, um I was looking at Jam Handy's or Jameson Handy's uh Wikipedia page. Uh he was an Olympic swimmer. Uh and he did not graduate from college because he kept getting suspended, but he worked at the the Tribune, I think the Chicago Tribune, or maybe it was the Michigan Tribune. I don't Wait, hold on. Um but uh he um yeah started the Jam Handy organization um after World War I and he kind of got started because he was a representative for Bray Productions um and has made hundreds of uh training films but also promotional films. Um, Master Hands was a film that was made in 1936 uh and was actually awarded uh selected for the National Film Registry in 1999. Um, and it's a beautiful film, but he also did a lot of animation and did one of the first animated uh versions of Rudolph the Red-Nosed Reindeer and uh Max Fleer of Fleer Brothers um did it. This film is next film is animated. Uh and I love it because it's a parade of objects. Uh so uh here is uh the parade of relays. No, parade of the relays. There you go. Enjoy. [Music] Heat. Heat. [Music] Heat. Heat. Just a minute, boss. Please. I'm not quite ready to go to work. I'd like to talk to the folks out there for a minute or so. >> Great guns. This is the first time I've heard a relay talk. >> Talk? Why, that's all we relays do all day long. You've been hearing us for years. We don't speak words, but we have a language all our own. Hear it? That's how we talk. Give me just a few minutes so I can tell the folks about me and my family, won't you? Please. >> Well, all right. But only a few minutes, mind you. You've got lots of work to do. >> Thanks, boss. Folks, do you remember the title you read up front? [Music] switching device. That's me. I'm a sort of electrical switch, somewhat like the light switch in your home. [Music] See, now the electric current is on and the light burns. Now it's off and the light goes out because the switch cut off the flow of electricity. On. Off. Well, we telephone relays work somewhat the same way, but instead of being operated by hand like your light switch, we're operated electrically. When we're at work in the telephone offices, we switch circuits on and off. Just like your light switch at home turns the lights on and off. There are millions of us telephone relays at work every day doing all kinds of circuit switching jobs. Wherever there's telephone service, you'll find us on the job. When you make a local call, about a thousand of us go to work for you, helping to build up a voice path to the telephone you're calling. And on long distance calls, it's almost a case of calling out an army of relays. Altogether, there are almost 200 million of us relays in service in the Bell system. But we're not all alike, for we have different responsibilities. Our family is divided into many branches. I'd like you to meet some of my brothers, sisters, uncles, aunts, cousins, and what have you. [Applause] [Music] [Music] [Music] Wow. [Music] Heat. [Music] Heat. Hey. Hey. Hey. [Music] Heat. Heat. [Applause] I wish all 200 million of my relay relatives could be here, but I guess you'd rather have them waiting for that next call you make. And now that I'm about ready to start my career, I can't help thinking of my greatgrandfather. He was one of the first of our telephone relay family. Of course, he's no longer in service. He's retired now and taking it easy. >> Yes, Sunny. I'm taking it easy and I've earned it. We're not giants. We telephone relays, but we do a giant's job. We are a proud family. And when the time comes that they put you in service, see to it that you keep up our good reputation. >> I'm proud of the family, too. From the very beginning. From the time it was manufactured and assembled with such care, I knew that I would have an important job to do [Music] So here I ready to take up my part of the job of switching telephone calls. Okay, then let's get to work. A few minutes you'll be a telephone relay working away with the 200 million relatives you've been talking about. Well, anyway, acting isn't really our job, but getting your telephone calls through, that is our job. So, we'll be serving you. Wow, I love that so much. And then I think I've shown some other Jam Handy footage of it was a lot of uh car parts like uh oil filters and things also doing a parade uh down a uh city street I think it was. Um so they used a lot of animation. I mean, that's the one thing about Jam Handy is they set kind of this bar as far as, you know, showing the consumer um the product that they're trying to uh sell and uh in as interesting of way as possible. And so these films would have been shown actually in theaters as uh selected shorts before the feature. Uh these were also shown at um sales meetings. Uh the GM films were often times shown to potential customers uh when a new model was coming out um etc. This film uh made it into the educational film market. Uh and unfortunately this was scanned early on at the internet archive and so has a suffers with a little bit of a wow and a flutter. So, um, take your drama mean because there's some seasickness coming. Uh, this is Jimmy of the Safety Patrol. Enjoy. [Music] Washington, our nation's capital, has been visited by millions of Americans, young and old. And here in Washington are some of the boys and girls of the school safety patrols. This visit to America's most historic city will always be a thrilling memory to those who attend the National Assembly of School Safety Patrols. Everyone knows what the school safety patrol does on street corners all over the country. Safety patrols remind people, children and adults, to be safe in traffic. We know that everything possible is done to keep children safe while they're riding school buses. And the bus patrol members keep them safe when they're getting in and out. The safety patrol means more safety in school and on the playground. School authorities, police departments, and public spirited groups have done a fine job of organizing and supporting the school safety patrol. These boys and girls are chosen as safety patrol members because they've earned the respect of their schoolmates and because they can be leaders. Of course, even if we're not safety patrol members ourselves, safety is our business, no matter how old or how young we are or whether we go to school or what we do. But wherever you may be, you'll find the Safety Patrol helping others in learning to be safe and reminding us all that it's better to be safe than sorry. And sometimes safety patrol members do much more than is expected of them in teaching the habits of safety. For example, there's the story of Jimmy Adams. One morning early this winter, Jimmy was guarding his corner as usual. [Music] Look, Billy, would you mind waiting for my ghost signal before you cross the street? Ah, >> I don't need anyone to tell me what to do. >> That's just what you do need. [Music] Walk, Billy. Walk. [Music] That Billy Jones always running, never looking. >> Well, it's your corner. What do you want to do about him? >> I don't know. He doesn't pay any attention to anybody. That kid needs to be led by the hand. >> Say, that gives me an idea. >> Look, Cap, if I get an okay from the sponsor, can you put someone else in my post after school tonight? >> Okay, Paul, you take the corner. What are you going to do, Jimmy? >> I'm going to do just what Paul said. Lead him by the hand. [Music] I have a note here from the principal that says Billy Jones has permission to leave school a few minutes early today. You may leave now, Billy. >> Billy didn't know what it was all about, but Jimmy did. He reminded Billy that safety patrol members are not chosen to be bosses, but to help others. [Music] >> Now, we're going to do what the patrol member says. Stand here. And as long as we're here, we might as well find out what he does. He stands 3 ft back from the street. When we can cross safely, he signals us to cross. like this. See? And we walk. Billy, why don't you get smart? The way you act sets a bad example for all the other kids. Look, there's a boy learning to drive in the high school's driver training car. And Billy, you can bet that the safety rules he's learning while he's driving are easier for him because he's already learned the safety rules for walking. Jimmy explained the safety rules for pedestrians. Stop at the curb. Look both ways. [Music] Wait until it's safe, then walk across the street. If a car is parked so it blocks the view of traffic, children are to wait on the curb while the patrol member steps into the street. Not more than three steps either. There's no patrol member at the corner. We've got to be extra careful about parked cars. [Music] >> All the way home, Jimmy talked about safety and how easy it is to be careful. And all the way home, Billy seemed to be paying no attention at all. >> Good night, Mr. Safety. Okay. And I'm going to take you to school Monday, too. I'll be waiting right here. [Music] And the next day, Saturday, Billy was just as careless as ever about crossing streets. He just wanted to get those groceries home in a hurry so he could spend the rest of the weekend having fun. >> Hey, Dave. Give me that. Come on. Come on. Come on. >> Hey, watch out. >> You kids are lucky to be alive. And if it hadn't been for you, son, they might not be alive. Thanks, fella. That was quick thinking. You're a regular Mr. Safety, aren't you, >> Mr. Safety? Billy had been kidding when he called Jimmy Mr. Safety, but the truck driver wasn't kidding. Suddenly, Billy knew it was no joke about safety being one of the most important rules in life. >> Hi, Jim. Hi, Jill. I just came to tell you you don't need to take me to school Monday morning. >> I'll be there. Don't worry. >> But you don't have to. >> I don't. Look, Jim. Honest. I've learned my lesson about safety. >> All right, then. I won't take you to school. >> But how about us just walk together? You know, friends. And maybe we could talk about me joining the safety patrol. >> Okay. Friends. Maybe we can talk about the safety patrol. >> That's why Jimmy Adams and Billy Jones are good friends. And more important, that's why Billy Jones obeys traffic safety rules and respects the safety patrol members. There are thousands of boys like Jimmy Adams and thousands of girls, too, helping to protect precious lives by giving up some of the time they could be using for fun. You'll find them on duty in rain or snow, sunshine or storm, proud to be doing their job. >> Okay. Hi, J. Hi, Bill. And many more children like Billy, though they may not be patrol members themselves, are doing an important job of setting good examples for their schoolmates. [Music] >> Okay. Okay. Yes, that okay signal means that the patrol members are off duty, but it also means another job well done. Thousands of jobs well done. But of course, it isn't all work. Some patrol activities are fun. picnics, hikes, and camping trips, baseball games, special movies for patrol members, and other events planned for them because their work is appreciated. In America, there are more than 500,000 safety patrol members. They are proud to represent all of us everywhere who know that safety is everyone's business. And all of us, young and old, can help them represent us even better if we follow their lead and try ourselves to be examples of safety on every street and highway, every day of the year. [Music] Heat. Heat. [Music] Okay. [Music] Wow. Fascinating. Um, a lot to unpack there. Uh I somewhere someone gave me a safety patrol uh kind of like sash that they had found at a yard sale or a thrift store. Um, it's kind of cool, but it's packed up because right now the archive is all packed up and we're trying to do get some renovation work done and uh so it'll be packed up until hopefully a month from now and then everything will be back out and then I can wear that sash prominently. So Jam Handy about the safety in those those first couple of films, but really about making the sale. The whole business is about making the sale. And uh that last film certainly was selling you on the concept of safety to kids, but was really an ad for Chevrolet. Uh, this film is also made for General Motors, but this is made for car salesmen in How to Seal the Deal. It's called Smooth Sailing. Enjoy. [Music] [Applause] And you'll have to to admit that four deliveries this month isn't bad, Roberts. >> Not till you stack them up against five. That speaks pretty well for my method. Don't you think so, Alan? >> Yes, that sounds all right. >> You didn't sell your last prospect. His brother sold him. >> Hey, wait a minute, Miller. You know that. >> As I was saying, Alan, when I'm talking to a prospect, I do the talking. I let him have everything I've got and fast. I don't give him a chance to think up any objections. I sell him everything about the car. I cover it from soup to nuts. Right. Maybe you'd like to know how I handled my last prospect. Alan, >> I certainly would, Miller. I haven't been here as long as either of you fells, and I'd like to learn all that's good in your methods. >> At a boy. >> Well, listen. As I was saying, Alan, when I was talking to my last prospect, Dr. Slokum, I got him very much interested in the Master Deluxe Coupe. Now, this car will suit your every requirement perfectly, Dr. Slokum. It was practically designed for the kind of driving service you want to give it. Being a doctor, of course, you want the maximum in safety. A doctor couldn't afford to be laid up. >> I think >> now Chevrolet's perfected hydraulic brakes are the safest brakes on any car today. >> I >> They combine the smooth, easy application of hydraulic pressure with Chevrolet's timed and patented articulated links in the brake shoes. Yes, >> that top body, no draft ventilation, and knee action are all safety features, too. And speaking of knee action, doctor, it's just the thing for those side roads you have to travel on your rounds. >> Yes, I know. >> There just aren't words to describe the riding ease of Chevrolet's knee action. And another thing, doc, I mean, doctor, using your car as often as you do, you've got to be concerned about economy. And even if it weren't for the many other advantages, why Chevrolet economy alone would make this the car for you. Why, Dr. Sloum? With the gasoline you'd save as compared to your present car, this Chevrolet will pay for itself in two years. >> But what I >> We'll make you an excellent deal, doctor. Give you a very liberal trade in allowance on the car you're driving. And the extra gasoline mileage you'll get on this car will make you >> Don't forget, doctor, this is the only complete low price car on the market today that gives you all those features. Why you just can't go wrong. Now, doctor, if you'll just sign here, I'll have this Master Deluxe Coupé fully equipped and ready for you this afternoon. And he was convinced that no modern physician should be without a Master Deluxe Coupe. >> And I suppose you got the order. >> Well, no, but it's in the bag. >> Well, Roberts, how would you have handled the dock? >> Just the opposite. I'll bet I'd have closed him right on the spot. >> Yeah, I'll bet you would. Say, you're not trying to tell me I'm wrong, are you? >> Nope. But your system didn't work on Doc Sloum, and I'll bet mine would. Soon as he turns cold on you, and he probably will. Let me know, and I'll go down there and get his order in 20 minutes. Now, you're trying to be funny. We're getting off the subject, fellas. I think you made a good point there, Miller, about staying with the prospect. But let's hear Roberts tell us how he'd handle the case. For instance, like the doc. >> Well, in the first place, I don't do all the talking. I make the prospect talk. >> Boy, that wouldn't work with my prospects. >> How do you know when you never give him a chance? >> Say, listen, wise guy. I can >> now, Miller, cut it out. I want to hear Robert's system. Quit interrupting him. Go ahead, Robert. >> Okay. The first thing I do is let them voice their objections. And as fast as they set them up, I knock them over. >> It doesn't take long for me to show them they don't know what they're talking about. And they can't question my arguments because after all, we're in the business and should know what we're talking about. You could have sold the dock if you'd used the same system I did last week with Walker the Jeweler. I called at Walker's store. How do you do, Mr. Walker? I've come to see if you're ready to take delivery of that new sedan you looked at last week. >> No, not exactly. I don't know. You see, I've been looking up some of the the other makes. And >> now, Mr. Walker, don't tell me that an intelligent man like you can't see the advantages Chevrolet has over any other car in the low price class. >> Well, I'm not so sure. >> Why, Mr. Walker? This is the only complete lowpric car with all these features of comfort and safety. First, knee action. Now, that one feature alone is well, I don't know about knee action. One of your competitors down the street says it isn't safe. He says that it it folds up sometimes when you're going around a curve. And I'd hate to think what would happen in a case like that. What? Folds up on curves? Why, that's the silliest thing I ever heard of. Folds up on a curve. Wait till I tell the rest of the fellas about that one. Will they laugh? >> Well, it wouldn't be so funny to me if they fold it. >> They won't. Listen, some competitor of ours is just sore because his car hasn't got any action. Why? I can knock that argument into a hat and a jiffy. Just answer me this. Have you ever heard of one folding up? Have you? Of course you haven't. >> Well, I I don't know as I ever heard of one, but that doesn't mean it can't. >> There are over 2 million Chevrolet knee action cars on the road today, and none has ever folded up yet. It's just a crazy sales talk. Why, we ought to sue whoever said that. >> Oh, of course. I I wouldn't want to be quoted. >> Okay, Mr. Walker. But you'll admit that knee action gives you a smoother and better ride, won't you? >> Yes, I admit your car does ride nicely. >> All right, then. We'll put down $25 right here as what knee action is worth to you on your car. >> Well, if I could be sure it's it's safe. >> But I prove conclusively that it is safe, Mr. Walker. So, we'll say $25. And that's putting it low. Now, here's Chevrolet's perfected hydraulic brakes. As fine a set of brakes as you can find on an automobile. They're worth at least $20 to you. Turret top. That's worth at least $20 to you in safety. And then there's true shockless steering. What do you mean true shockless steering? >> Why, Mr. Walker? You don't mean to tell me you never heard of Chevrolet's true shockless steering. It gives you the advantage of absorbing all the shocks of the road so they can't get to the steering wheel. Now, you got to admit in that case that true shockless steering is important to have on your car. >> Well, that's what you say. >> There's no argument about it. I'll put right in here $15 for true shockless steering. And that safety feature in case of a blowout makes it worth a lot more than that to you just to know you have it. Now, look here, Mr. Walker. I'll just add the cash value on these first four figures. And mind you, there are a lot more. But take just these first four. A total of $80 right there. Now, do you see how much more you get when you buy a Chevrolet? >> Well, I don't know if they're worth. >> Now, Mr. Walker, you're not going to tell me you don't think that they're worth $80, you prove to you that they're worth even more than that. $80 is a conservative figure. Now, I know Walker that would want to get that extra $80 worth of automobile without paying a premium for it. And all you've got to do, Mr. Walker, is just sign this order, and we'll deliver the new Master Deluxe sedan to you, fully equipped. And when I got through with him, he didn't have a leg to stand on. And so, I suppose he came right back here and drove the car off the floor. >> Well, I I didn't close then. But I will. You mean you and some football team? But it's your turn, Alan. What's your idea about our selling methods? >> Why, I've always believed that selling cars is just like selling anything else. >> Yes, but which method do you like? >> As I understand it, your objection to listening is that you're afraid you may not get across your entire story. >> Exactly. You see, you got to >> You like to let the prospect talk so that you can argue the various points with him. >> Knocking them down just as fast as he brings them up. >> Well, you're both right. I haven't been here as long as you fellas, but it strikes me, as I said before, that the same principles can be applied to selling cars that are used to sell anything else. >> Now, I didn't leave a thing out of my sales talk. I'd like to know what I could have said to make it any better. >> Yeah, you told a complete story. All right, but you see, my first principle is don't do all the talking. That's because it's a good idea to let the other fellow state his case first. So that >> But what if he gets going on some point that needs clearing up and he's got the wrong slant and and Well, what about that? >> I just wanted to wait till you were through. My second selling principle is don't interrupt. >> I let the prospect get things off his chest first without stopping him. >> That's right. You got to admit that's the way I handle Walker. I had the answer already before he got the words out of his mouth. >> Yes, you did. And that brings me to my next point. Don't argue. [Laughter] >> How do you let the other fellow know he's wrong then? >> I found it doesn't pay to argue with a prospect. So, I tried to prove my points without making him feel in the wrong. >> How do you get his point of view then if he doesn't give it voluntarily? >> How would you? >> Oh, now you're asking questions. >> That's just what I do. That's my next point. Ask first, answer afterwards. >> And you answer the point, not the prospect. >> Right. You can win the arguments and not make a sale. Well, I'd rather make a sale than win an argument any day. >> Well, I'm against that one about not arguing. >> Suppose I tell you what you really object to. All right. It's because you think you've got to convince your prospect that you know more about Chevrolet than he does. Isn't that it? Well, seems to me that's bad. It often gets a fell's goat to have somebody arguing they know more about a thing than he does. I think there are other ways of proving what you know. You see, my next point is repeat every objection. I get it. So, the prospect will know that you understand what he means >> and won't waste any time explaining. That's it. Well, I guess I've talked long enough. >> No, go ahead. Well, I suppose we all do this one. Concentrate on the main objection. Answer it to the prospect's satisfaction and ask for the order. Yeah, that makes sense. >> Both you fellas know my other slants on selling. You know your product well and you know where to find prospects. And you know you've always got to ask for the order because it's a cinch your prospect's not going to remind you about that. >> Well, thanks for the pointers, bright boy. How about a few more principles on good selling? Anything else to suggest? >> Sure. I'd like to suggest that too many salesmen spend too much time selling and don't give the prospect enough time to buy. Say, how many cars did you sell this month? >> Eight so far. >> Nearly as many as both of us together. >> That's because you're lucky, my boy. But you'll find experience counts in the long run. That and the right method. >> Well, I haven't sold Chevrolets very long, but I've sold a lot of other things. And my method has always worked so far. And now I use it in selling Chevrolets. >> Here comes Jennings. He's the toughest proposition you ever had. Every salesman in town has talked to him, but you can't get the first base. >> But at least you look at it just to please me. >> Well, I look and that's all. >> Alan, I'll bet you five bucks. You can't sell it. That goes for me, too. Is it a bet? >> I'll take it. >> How do you do? >> Remember what I said? We're only looking. >> But we came in. They're just looking around to kill time. You needn't bother doing it. >> No bother at all, Mr. >> Uh Jennings. >> My name is Alan. Mr. Jennings, perhaps I might be able to answer a few questions about the only complete lowp price car. >> That won't be necessary, Alan. In the first place, I'm just looking. I don't want to buy. In the second place, I know all about your car. I know how everything works. I've had a ride. I know how much it cost. And anything else you can tell me. >> Well, I'm glad to hear that, Mr. Jennings. Then you know what a fine car this is. >> Well, I'm not so sure about that. >> Well, perhaps you feel that way, Mr. Jennings, because you're so particular. I can't blame you for that. You're certainly entitled to be satisfied. >> Well, I'm thinking of trading for a new car in the next few weeks. Maybe, but I'm sure it won't be for one of these. >> Of course, we're sorry to hear that, Mr. Jennings, but as long as you know that Chevrolet is the only complete lowpric car, I'm sure that you know all the features that make it so. So, I wouldn't want to bore you with mechanical or other details. >> You're smart. >> Thanks, Mr. Jennings. >> I wouldn't listen to you if you did. >> Would you mind telling me why you're not interested in the Chevrolet? >> See, he's leading him out, giving him a chance to get his objections off his chest. >> Well, frankly, it'll cost me less to buy another car. And I figure I'd be getting just as good a deal. >> Well, probably you'd argue that point with me. >> No, I couldn't do that because I don't know the kind of deal you've been offered. >> A pretty good one. >> Watch it. You'd have gone to town on that chance to argue. >> Let me be sure I understand you, Mr. Jennings. You've received a higher appraisal on your car from another dealer, and so you feel that you'd have to pay more for a Chevrolet. Is that right? You hit it right on the head. >> Not bad. Repeating the objection in detail shows he understands it. >> Would it be asking too much for you to tell me how much the difference is? >> Well, as a matter of fact, I haven't had an offer from you. But I know you wouldn't give me as much as I was offered down the street. I'm sure of that. >> I'm sure if we could get together on a figure for your car that you'd buy a Chevrolet. Isn't that right? Well, uh, if you'll let me have the keys to your car, we'll have it appraised just to see how we compare. >> Okay. Go ahead. I'll get a lot of pleasure out of proving you below. He's standing right in front of your lot next door. License number M 654. Thanks, Mr. Harrison. He'll get us an appraisal. Would you mind looking at Mr. Jennings car? It's parked in front of the lot. License number M654. No, >> I'd be glad to. I know you've ridden in our car, but while we're waiting, I'd like to take you and Mrs. Jennings for a ride with me. >> Yes, I know. But >> please, let's go. It won't take long, will it? >> We'll only be gone about 20 minutes. >> Here they come. I'll bet Allan hasn't gotten to first base. >> Yes, it was a nice ride, but I had a nice ride in the other car, too. >> Here's the appraisal of Mr. Jennings car. >> Thank you. Now, if you'll just step into this office, Mr. and Mrs. Jennings, we'll figure out this deal. Thank you. >> What you sit down, Mr. Jenny? Let me take your hat. I have a hunch I'm going to get a kick out of proving how right I was about you being law. How much is the appraisal? Your car and $38.70 a month for 12 months will deliver this master deluxe Chevrolet sedan. >> Yes. Yes. But what are you allowing me for my car? We've checked your 1933 coach carefully and it's in very good shape. So, we can give you the top price. $265. >> That's just what I thought. What did I tell you? I knew you'd be lost. >> I've been offered $290 right down the street. I'll have to admit you were right, Mr. Jennings. >> I told you so. That means that I would have to lay out $25 more on this car than the other one, and there's no sense in that. Come on, let's get going. >> Well, maybe you're right, Mr. Jennings, but I'd like you to see a little card we have here, which we call the check it chart. >> Is this a high-pressure sales story? >> Not at all. We think it's rather interesting. And since you already know the features of our car, I thought you might like to see it. >> What do you call it? Check it. >> That's right. Here we have knee action. Now, you know all about knee action, so I'm sure you could write in here an estimate of what it would be worth to have it on your car. Oh, I don't know if it would be worth anything to me. >> You don't like knee action? >> No, I haven't got anything against it. Does make a car ride pretty nice. Well, the cars without it still ride good enough for me. >> But what about the safety feature? >> What safety feature? >> Well, of course, Mr. Jennings, knee action was designed primarily to provide a more comfortable and smoother ride. But it's also a big safety feature, especially at high speed. How do you figure? >> It protects your car from swerving off the highway in case of a blowout. >> H never heard of that one before. >> Well, on the first shock of a blowout, the knee action takes up most of the first impact and lets that side of the car down easily instead of dropping it suddenly. And then two, because the steering gear is connected with the knee instead of the wheel, the shock can't get to the steering wheel and jerk it out of the driver's hand. >> Mhm. The sudden jerk that occurs with most cars is what throws them off the road. >> I see. >> Wouldn't you think that in addition to the riding comfort of knee action, the safety feature has a cash value to a car owner? >> Yeah, I would think so. >> How much would you say it would be worth? >> Oh, I don't know. You have it on your car. What do you think? >> Well, of course, I wouldn't want to make an estimate for you, but would you consider it worth $20? Well, that sounds fair enough. Especially when you consider the safety feature. >> He sure knows how to guide his prospect with the checker chart and stick on the main objection. >> I'll say. >> Then I'll cut that figure in two and put down $10 for knee action. I wouldn't want you to think it was too high. >> Oh, it's worth that. Fine, then we agree perfectly. Now, the next item is the solid steel turret top. [Music] We're going to have smooth sailing smooth like a ship that sea merily breeze along. We're bound to have smooth sailing sailing where the breeze may blow along. Never mind about the weather. Let it rain or let it shine. Any time that we're together, it's a dollar to a dime. We're going to have smooth sailing. Smooth smooth sailing. On a happy time, we'll mer [Music] like all those features. >> And remember, Mr. Jennings, Chevrolet is the only car that will give you all these features. >> Well, I uh and now when we add those figures up, we get a total of 5, 10, 15, 17, 22, 3, four, five, and two or seven. A total of $72.50. That's what these features are actually worth to you, Mr. Jennings. In every case, I've taken the figure you've agreed upon and cut it in half. 7250, eh? Well, that's over $40 more than the $25 difference in the trade in. You're one jump ahead of me, Mr. Jennings, but that's exactly what I was thinking. Well, I I don't know. I >> Well, Mr. Jennings, I can't give you any selling arguments about our car that you don't already know. But that 7250 looks to me quite a bit bigger than the 25. I know that I personally wouldn't want to be without a single one of those features. Safety and everything considered, I'm sure that you too must realize their value. If you'll just sign this order now and tell me when you want delivery, I'll try to have your new Chevrolet ready for you at that time. [Music] Don't do all the talking. Don't interrupt. Don't argue. Ask first, answer afterwards. Repeat every objection. Concentrate on the key objection. Know your product and your market. Ask for the order. Smooth sailing. Smooth sailing. I love it. All right, one last one. I know we're running over, but um enjoy [Music] What are the things that make America the beautiful so beautiful? [Applause] It depends on whose eyes are doing the viewing. In the eyes of an owl, there is nothing more beautiful [Music] than another owl. But in the eyes of man, there are many facets of beauty. Some find beauty in the works of art. Others discovered in the varied wonders of nature. Spectaculars in living color and form. [Music] For some, there is nothing more beautiful than the man-made spectaculars [Music] or the symmetry of the functional design of objects for everyday living or the unlimited combinations of beauty in the abstract. But for many, the ultimate of beauty is found in the human form. [Music] Yeah. What was the point of that? I love it. I I kind of watched a little bit of at the beginning. I was like, "Oh, okay." Yeah. Yeah. Um kind of patriotic at the beginning. [Laughter] All right. Thanks everybody for watching today. Uh Kevin, thank you for donating via the super thanks button. You can also support us by hitting the thumbs up or the like button uh by subscribing to the channel or watching other films that we have on the channel because we have more than 10,000 and we are slowly approaching 11,000. Um you can also come back tomorrow and watch and invite your friends. 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