AV Geeks 16mm Lunch 8-5-2025

Hello everybody. Welcome to the AV Geeks lunchtime streaming show and to the AV Geeks film vault where we are still moving stuff and reshelving stuff and uh we had a big push this weekend uh that was really great. Um but also exhausting. Uh thankfully it wasn't super hot outside. Um but I'm going to try to at least once a week do a show from here as we do work. Um, so yeah, uh, welcome. Uh, and I know what you're saying. You're like, "It's been a whole weekend. I haven't seen any propaganda involving puppets." Uh, this next film is foreign, is dubbed, and is insane. And it's missing the title and the ending. So, this must have been shown a lot because you can tell it's very there's lots of scratches on the film. But uh wow. Uh and I think that this was made by the same people who made another film that I have which is called Steadfast Tin Soldier. Um but this one is even more insane. Uh enjoy. This is Carious and Bactus. Enjoy. [Applause] Steve, you have to worry about that. >> Don't be so sure. I remember very well the time he did. >> Oh, yes. But that was weeks ago. No, no, no. He won't rush for at least two weeks. >> All right. You can build where you like. Not me. I'll stay here. Oh, I'll have a much nicer house than you may over all the other teeth. Yes, a house with you when lots of our friends are here with houses in all his teeth. When there's a whole town in Joe's mouth, then I can sit like a king in my house and look down on the whole. >> You're just a little kid. I'm not so sure there'll be many of us. It all depends on whether we get enough candy. >> Candy. Candy. Candy. We can get so much candy, bags and bags of it that we're always stuck. >> It hasn't always been that good. I can remember the time when Joe never ate candy and sweet things. Never. Golly, we got >> You always talk about fair things. You're always so gloomy. Oh, Joe's never going to use a brush. And things will keep getting better. >> Oh, look. Here comes dinner. >> It's probably only vegetables. >> No, look, Carrie. It's cookies with lots and lots of frothing. >> Hooray! Hooray! Hooray! Hooray! Hooray! Another lucky day. Life on here is very candy with delicious sugar candy cookies cookies every hour. Help us build our juicy car. Oh, this frosting is so nice. And today we had it twice. >> That was act one. Our little characters are very happy, but Joe, the owner of the teeth, isn't very happy because Carious and Bactus are hacking holes in his teeth. They're spoiling his teeth and giving him a toothache, and that hurts. Now, here is act two. The time is 2 days later. Bactus is looking for his friend. Come inside with me now please and we will see what will happen. [Music] >> Hello. Hello. Where are you? Where are you? >> Don't bother me. I'm very busy. >> What are you doing? >> I'm digging an underground tunnel from my house to yours. Hey, that's a very good idea. >> How's everything with you? >> I love my new home alone. I have a wonderful, wonderful view. Oh, yes. >> White teeth just as far as the eye can see. >> What's that funny noise? >> Oh, Joe's making a fuss. >> Can you hear what he's saying? >> Ouch. My teeth hurt. >> He's saying, "Oh goodness, my teeth hurt. I think he's a crybaby. >> Bactus, I'm going to tease him a bit. I'm going to hammer. Watch this now, Bactus. Listen to him scream a bit. [Music] >> Hear him? >> Yes. He said, "Ouch, ouch." >> Do it again, Carrie. Again. Again. >> Okay. Listen. [Music] [Laughter] You should take better care of them, Joe. >> Who was that? >> It was Joe's mother. Joe's mother. >> What did she say? >> She said you should take better care of your teeth, Joe. >> Oh, no. Back to nope. Suppose he starts using that horrible toothbrush. >> Carrie, we must trick him out of brushing his teeth. Wait a minute. We'll tell him not to do what his mother says he should. >> Hey, Joe, don't do what your mother says. Don't do what your mother said. [Music] He's going to anyway. I hear the water running. Oh, help. Here comes the brush. Help. Carious. >> Come on. Down here. It's safer than up there. >> Help. Help. Help. [Applause] That awful toothbrush had almost got me that time. >> Oh, what a horrible noise. Oh, >> he stopped at last. Do you think it's safe now? >> Be careful. >> Oh, what a mess. He's made here. >> What's the matter? >> Not a bit of candy left. >> All that was so sweet and good. All our lovely sticky food. Not a crumb of cake to lick. What a very dirty trick. >> Nothing more to eat today. Now it's all been brushed away. Nothing soft and nothing sweet. >> Nothing left for us to eat. >> My friends, that was act two. Joe made a good beginning by brushing his teeth. But brushing his teeth didn't take care of the holes in them. No. [Music] Then Joe's mother gave him some very, very good advice. You'll see what happens in act three. It takes place in the dentist office. >> What are you so mad about, Darius? >> I'm hungry. >> What? Curious? Don't worry so much, my friend. >> My poor stomach. >> We'll get some nice juicy sweets to eat soon. >> I don't know. Doesn't look like it. >> I've been thinking. Let's talk to Joe. What do you think? >> Talk, talk, talk. >> If we shout, may he'll listen. >> Okay, let's shout loud. >> We want candy. We want candy. Hey, >> open, please. [Music] What was that? >> It was a man talking. Who is he? >> What did he say? >> He said, "Open your mouth." >> That's funny. >> Maybe it was the baker who's opening his mouth. >> Oh, I hope they're frosting. >> Oh, dear me. How long is he going to keep his mouth open without some food coming in? >> Oh, what a bright light. Gh. Can't see. It's like the sun shining. What is it? >> I don't know. Let's climb up and have a better look. See anything? >> Oh my dear, there's a huge lamp just outside Joe's mouth. It's 10 times bigger than the sun. >> Come on. Can you see anything else? >> I see a man in a white coat. Who is he? Oh, >> help. It's a dentist. The dentist. >> Are they dangerous? >> Dentists? They're our worst enemies. I'm scared. >> Quiet. What's that noise? >> It's a big ugly shiny thing. Carious, >> help. It's the drill. >> It's coming closer and closer. Oh, carious. What are we going to do? Help. It's coming here. >> Look, Curious. Now he's growing in our houses. Oh, I'm so furious. >> Let's bite the drill. >> It's too hard. >> Then we can bite his fingers. All of his fingers. >> Yeah, Jackus, that wouldn't help either. >> We could jump into his mouth and hammer on his teeth. See how he'd like it. >> Can't fight the dentist. I wish there weren't a single dentist in the whole wide world. Now he's spraying water. Oh, into our houses. >> How awful. What's he doing now? >> He's filling up my lovely house. >> Hey, stop it. Stop it. Hey, Dennis, stop that. Stop it. Stop it. >> Oh, dear. Dear, >> it's too late. >> Gone. My lovely house. There it went. My house with a view and all. No more place to live. Oh dear, dear. Oh, >> and now my big house is all gone, too. >> Not even a teeny hole left. Everything. >> Where are we going to spend the night? And all the teeth are smooth and tight. >> Oh, I'm so mad. So mad. So mad. To lose one's home is awfully sad. >> And we are so very small. We can't fight the drill at all. We could just sit down and weep for we have no place to sleep. [Music] Now Joe's at home again. The holes in the toothache are all gone. Yes, but what about carriers and Bactus? Bad, bad, bad. Now you'll see what happens to them. [Music] >> These are bad times, Bactus. >> Yes, guys. Bad bad times. >> We're finished. >> Nothing sweet to eat. No home. Bad. >> Bad. >> Maybe we can sleep in this corner tonight. I'm very tired. >> I'm too hungry to sleep. >> He's opening his mouth. Look to eat something. >> Want to bet? >> Let me climb up and look. >> See anything? >> It's a Oh, no. Not that, please. Not the toothbrush. >> What did you say? It's the toothbrush. >> And there are no holes to hide in. >> What should we do? Help. Help. Help. >> We'll have to run away. >> Try to hide, Carrie. Me away. Well, that's the story of Caras and Bactus or tooth decay and bacteria. The toothbrush cleaned them out of those mouth and they were washed down the drain and out to the ocean. [Applause] But they're just waiting around to find some other teeth to make holes in and cause pain. They can get into anybody's teeth and they make big cavities out of the little holes so they can get into them. Joe surely doesn't want them back. And he knows now that he has to use his toothbrush after every meal and before bedtime so that there are no places for Carious and Bactus to hide. Wow. I uh so people ask me like why you know haven't you found all the good films? No, I have not. That uh makes me so happy because it is so messed up. Um so now I have to find a complete print of it that's not so beat up. And I'm hoping that there's another copy in this collection that I've been going through and scanning because man, that was nuts. So, thank you for joining me on that journey. Um, anyways, uh, and I'm sorry that I didn't turn off the microphone. You probably heard me dragging shelves across the floor. Um, so I apologize for that. Uh, all right. Uh, this next film is a little bit more sane. doesn't feature puppets, I don't think. Uh, and it's brought to us by the fine folks at Centron. So, that previous film was definitely u European. Um, but wow, I need to find Yeah, that was nuts. Okay, so here it is. Eyes seen the images. Enjoy. [Music] This is a film about two of your most valuable possessions, your eyes. Your eyes are your most important sense organs. Just think of all the things your eyes do for you. They enable you to gain knowledge from the world around you, to view the wonders of nature, and to enjoy all kinds of entertainment. Your eyes work together with your muscles to help you develop skill in sports and games. Your eyes help keep you safe, too. They enable you to watch out for traffic and to see signs that warn of danger. While it's easy to see why your eyes are so important, you may be in the dark as to how they work and how to care for them. So, let's shed some light on the subject. >> Isn't that better? >> Yes. Thank you. [Music] [Applause] [Music] Each of your eyes is a ball-shaped organ about 1 in across and fits into a hollow pocket in In the skull, the eyeball has six muscles attached to it. What do you suppose they do? Right. They move your eyes back and forth, up and down, anywhere you want them to look. The eye is protected by pads of fat that cushion the eyeball from shock. This fat and the bones of the cheek and forehead protect the eye on all sides except the front. The front part of the eye is protected by the eyelids. They act as doors and shut quick as a wink when anything flies toward the eye. Eyelashes and eyebrows also protect the eye. They serve as protective screens to help keep out dust and sweat. Tears give protection, too. This slightly salty fluid is produced by glands behind the upper eyelid. When you blink, the eyelids spread the tears over the eye to keep it moist and clean. The tears drain into the nose through two small openings or ducts at the inner corners of each eye. As you know, your eyes must have light in order to see things. Light is a form of energy and it travels as rays. Some of the things you see give off their own light rays such as a light bulb, a fire or the sun. However, you see most things by reflected light. that is light rays that bounce off objects sent into your eyes. It's the job of your eyes to change light rays into sight messages and to send these messages to the vision center in each side of your brain. Then your brain tells you what you see. To better understand how your eyes work, let's look at the inner parts of the eye and find out what they do. The eyeball itself is made up of three layers of tissue. An outer layer called the scara, a middle layer, and the retina, an inner lining sensitive to light. The center of the eyeball is filled with a clear jelly-like substance called vitrius humor. It helps the eyeball keep its round shape. The scara or outer layer of the eyeball surface is the tough white tissue you call the whites of your eyes. At the front of the eye, the scara bulges out and becomes as clear as glass. This clear bowl-shaped part is called the cornea. It acts as a window to let light enter the eye. Behind the cornea is a small space filled with a clear watery liquid called the aquous humor. It works with the cornea to bend light rays inward as they enter the eye. The middle layer of the eyeball is made up of three parts. The largest part is the koid. It's full of tiny blood vessels which nourish the eye. The second part of this layer is the iris. It's the colored part of the eye just behind the cornea. The black area in the middle of the iris is called the pupil. It's the opening that lets light inside the eye. The iris has two sets of muscles which change the size of the pupil. The iris makes the pupil small in bright light and large in dim light. The third part of the eyes's middle layer is the siliary muscle. Small fibers connect this muscle to the lens of the eye which is located just behind the pupil. The lens of the eye does the same job as the lens in the camera. It focuses light rays so that the pictures you see are sharp and clear. But the lens of the eye is more wonderful than that of any camera. That's because the eyes lens can change its shape. The siliary muscle makes the lens thinner to focus light rays from distant objects. It makes the lens thicker to focus light from objects nearby. The lens changes its shape so quickly that you can look at an object a few inches away 1 second and an object miles away a split second later and both objects will be in focus. The lens of the eye focuses light rays on the retina, the third layer of the eyeball. The retina is a film-like tissue lined with two kinds of light sensitive cells called rods and cones. The long thin rods work best in dim light or at night. Rods cannot recognize colors. They are used when you see black and white or shades of gray. The cones are stimulated by bright light. They enable you to see things in color. Now that you know the parts of the eye, let's look at the process of seeing from start to finish. Reflected light rays strike the eye. As the rays pass through the cornea and the aquous humor, they are bent inward through the pupil and are bent some more as they are focused by the lens. The rays then travel through the vitrius humor until they strike the retina where they form an upside down image. On the retina, the light rays form tiny dots of light on the cones or rods. The cones or rods cause the light energy to change into electrical signals. The signals travel along nerve fibers that come together to form the optic nerve. The electrical signals then move along the optic nerve to the vision center in each side of the brain. There the brain blends all the signals together to form a right side up picture of what the eye sees. >> DVR >> HBC. >> As you learned earlier, one of the wonderful things about the eye is its ability to focus on things near and far. >> NHZ. Would you read these lighted letters for me, Jack, please? But some people have eyes that don't focus as they should. >> I can't tell that one. >> They may have eyeballs that are the wrong shape. >> If the eyeball is too long, the lens focuses light in front of the retina. This defect is called nearsightedness because only things very near the eye are in focus. If the eyeball is too short, the lens focuses light beyond the retina. This defect is known as far-sightedness because only things far from the eye are clear and in focus. >> Going to uh examine your eyes here now and we're going to find the latest correction that we need to get you to see perfectly. Fortunately, both of these common eye defects can be corrected by glasses or contact lenses that are prescribed by an eye doctor. >> Now, the picture at the bottom is very blurry. When the top picture is equally blurry with the one on the bottom, say stop, please. >> It's a good idea to have an eye examination periodically or every few years, even if you're not having trouble seeing. Such an examination may reveal eye defects or diseases in their early stages. Some signs of eye disease include unusual redness, blurred vision, excess watering, pain, irritation, or itching of the eye. You should see an eye doctor if you ever have these symptoms for more than a day or two. While some eye problems can be corrected, others can be prevented entirely by giving your eyes the care and protection they need. For example, you can avoid eye strain by giving your eyes good lighting when you read. Make sure the light shines down on your book and not into your eyes. When you must read for a long time, rest your eyes once in a while by looking at a distant object. This helps relax tired eye muscles. It's fun to watch television, but you can strain your eyes by watching in a dark room or by sitting too close. >> Girls, I've asked you not to sit so close to the TV. It's bad for your eyes. Sit back here a little bit. >> Okay. So always have some light in the room and sit across the room from the screen. Because the eyes are such important delicate organs, they should be protected from accidents and injuries. >> Be very careful with sharpointed objects such as darts and arrows. Keep spectators well back from the target. Even pencils and sticks can be dangerous. >> Come on, let's go out and play. >> Okay. >> Don't ever run with a pencil or other sharp object in your hand. Be careful also with fireworks, BB guns, slingshots, and peashooters. If used carelessly, all these things can cause serious eye damage or blindness. Many chemicals can also injure the eyes. So, cleaning solutions, household ammonia, and other products should be used with extreme care. If any chemical ever gets in your eye, wash it out immediately with lots of running water. Then, get medical help. Very bright light can cause eye damage, too, and sometimes partial blindness. That's why you should never look directly at the sun or any other brilliant light. Sometimes the eyes need special protection at work and at play. During sports and games, wear the proper safety equipment. [Music] >> And if you wear glasses, make sure the lenses are made from shatterproof glass or plastic. It's especially important to protect your eyes from flying chips of wood or metal. So, always wear protective glasses to keep such particles out of your eyes. If you ever do get a speck of something in your eye, don't rub your eye. You might scratch the eyeball. Your tears may wash out the speck. If they don't, you can flush the eye with water. or use the corner of a clean handkerchief to try to remove the particle. If you can't get it out, see your doctor. Your eyes are among your most valuable possessions. Now that you know more about them, perhaps you will appreciate them a little more every time you see the light. >> Ah, now I see. [Music] how relatively sane that educational film was. Holy cow. Um although that that uh dubbed kid's voice at the end, I looked up to see if there was actually a puppet speaking. So thankfully it was not. All right. What do we got next? What do we got next? So, this is this is family Krishna Papa Krishnapa. Uh, and it's uh a film that looks at a family in another country. And I'm not sure if this is in India or if this is somewhere uh adjacent. So, let's find out together. Enjoy. [Music] [Music] Ali [Music] [Applause] A day like so many others has just begun in the village of Arala Malge in southern India. The sun hasn't yet overcome the morning chill. [Music] The village lake is used as a bathroom for washing, brushing your teeth, and relieving yourself. [Music] at the home of the Krishna ly the mother Kama is already busy with the morning's first chores. The father called Krishnapa by friends his family name is trying to tell how soon their cow will give birth. [Music] Not long ago, their other cow had a calf. Now it gives plenty of milk. [Music] >> The butter churn is simple but efficient. Breakfast is cooked over a fire. >> When it's ready to eat, Kempama always serves it in the same order. First to the man of the house. >> Then the children, and lastly herself. [Music] The kitchen utensils are cleaned with a mixture of water, sand, and cow dung. When Krishnapa has gone off to the fields, Kama has a little time for herself. [Music] Krishnapa is removing seedling rice plants from this nursery for transplanting out in the rice field. [Music] At home, Cena and Chandra are almost ready to go to school. They have to be there at 10:00 every day and they leave home in good time. [Music] The school day always begins with everyone praising India in unison and thanking the government. [Music] Hey, [Music] [Music] [Music] Subie wearing a bow in her hair is the oldest daughter. She left school after 3 years. Now she takes care of the family's cattle, leading them to grazing fields outside the village. [Music] Hey, hey, hey. [Music] It's midday and Krishnapa has almost finished spreading a chemical fertilizer when Campama and Sugata arrive with some food for him. [Music] Kama helps a little with the rice planting before returning home. The women often sing while they plant. It makes the work go a little easier. [Music] During the noon break, Krishnapa goes to a sugar field nearby. There a new type of sugar cane is being harvested which is supposed to give a larger yield than the old type. Krishnipa has been thinking he would like to try planting the new type himself. So he's very interested in the result. Sugar cane is the only crop which Krishna grows that is sold and earns money. For the harvesting, the farmer hires extra workers for however long he needs them. The farm workers wage is the equivalent of about $1 a day. I'm not in the [Applause] [Music] >> in the sugar mill. The juice is pressed out of the canes. The sweet liquid is boiled until most of the water is gone. >> The thick mass of raw sugar remaining will be sent to a refinery to be cleaned. [Applause] [Music] On the way home from school, Chandra visits the place where a cereal called raggi is being threshed to separate the kernels from the stalks. [Music] [Music] [Music] The stalks are gathered and put away as forage for the cattle. separated by the wind. The kernels being heavier fall to the ground first while the impurities are carried farther away. [Music] In a little ceremony, the farmer thanks the gods for the harvest. Hey, >> after the midday break, Krishnipa begins preparing the field for planting sugar cane. It takes a great deal of skill to keep the strong oxen under control. [Applause] [Applause] [Music] Washing clothes is one of Kama's many duties. Little Sugata helps her mother as best she can. [Music] As the afternoon passes, Subie starts getting ready to go home. Before leaving, she picks up all the cattle dung. It's valuable manure for the crops. >> Cena has been given a day off from school and goes to watch the village blacksmith. [Music] The boy loves to watch the red hot iron being transformed into a hole, plow, or wagon axle. >> On the way home from the fields, Krishnipa looks in at the place where a new well is being dug. There's water underground, but to get enough for irrigating fields, you need a wide, deep hole. It'll take about 3 months for this drilling team to make a well that big. [Music] Allah [Music] [Applause] Would [Applause] [Applause] I give anyone [Applause] [Music] [Applause] [Music] alive? Kimpama is interrupted in her cooking by a couple of wandering beggars who come to the house. [Applause] [Music] The flat chapati bread is almost ready for baking. [Music] while Chandra recites his homework, Krishnapa relaxes with a cigarette after dinner. [Music] His old mother prefers stronger stuff. She crushes the ark nut to make a good chewing tobacco. [Music] The children invent their own toys and games, sometimes with a few stones. >> If nothing better is available, the buffalo can serve as a blackboard. After Kama has washed the little altar in the yard, Krishnapa begins the short evening ceremony in which he thanks the gods for a good day without accidents or illness right there. [Music] After a long day's work, it's relaxing for Kama to pick the lice out of Sugata's hair. bring for him and his family. At the threshing site, the last of the grain is spread in the wind. Another ordinary day comes to an end. And it's been good to the Krishnapa family. [Music] So there was a lot more um excrement in that film than I wanted to know about as far as uh uh relieving yourself in the same place that you're bathing and getting your drinking water. Um, you know, we know that that is the case in a lot of places in the world. Um, but it's it's like and then uh I don't I can't remember what they were washing or cleaning with cow dung, but that was also just like but there we go. Uh, benchmark films. I don't know a whole lot about them. They have films that uh I've shown in the past and most of them are licensed from other countries. Uh so I think that that's that they didn't make as many films as they did just distributed foreign films. So uh and you know we're always trying to teach job skills and life skills here at Age Geeks. And uh this one is for your new telemarketing job uh getting the order. Enjoy. [Music] Hello, I'm Richard Maize and this is Betsy Lauren and our subject is getting the order. Betsy, do you want to punch in our first little demonstration? >> Sure. >> Uh-huh. Uh-huh. Uh-huh. Uh, listen. May I interrupt a minute? I want to give you the order. >> It's true that happens. Some salespersons get so wrapped up in their presentations, they don't know when they have the customer sold. No matter how friendly, conversational, or persuasive you are, if you don't know how to get the order, the whole thing is a total waste. Getting the order is what it's all about. We'll discuss four aspects of getting the order. How to ask, what to ask, when to ask, and when to push. How do you change from presenting the benefits to asking for the order? Let's listen in and see what conversational changes Betsy makes. >> And anyway, I'll be away at that meeting. >> How many of your salespersons are going to be at that meeting, Jim? >> All of them. About 200. Oh, that will be an excellent opportunity for them to get acquainted with the new lines, won't it? >> Yes, that's that's part of it. >> Jim, I could be a big help to you there. Would you like to have 10 or 12 of our units right there for the meeting? >> Well, might not be a bad idea. >> 12? >> Better make it 10. >> When is the first day of the meeting, Jim? >> What did she change in her delivery? Nothing. She was already asking the prospect leading questions. She's simply asked him one more. >> Questions are conversation controllers. With questions, I keep the customer involved. Asking for the order is just asking one more question. Don't change your tone or manner at all. Don't set off the customer's warning signal so he thinks, "Uh-oh, this is where I really have to be careful what I reply. When you ask for the order, use the same natural manner you've been using and with the same expectation. >> The key word there is expectation. As they say in Star Wars, the force will work for you. In selling, the force is an attitude of polite expectation. Let me illustrate the power of expectation with something that actually happened. This is a reenactment of a true incident. A man was browsing in a camera store. Just browsing, not seriously thinking of buying. He picked up a camera he was sure was too expensive for his taste. Just out of curiosity, he showed it to the clerk. >> How much is this camera? >> The clerk had been distracted and all she heard was this camera. She promptly took it, boxed it, and packaged it carefully. While the man watched in silence, she recorded the serial number, made out the invoice, and with total expectancy, she presented him with the package. >> That will be $286 with the tax. >> If you've ever watched candid camera and know how people react, you can guess what happened. He did what was expected of him. Did you ever attend a meeting where they surprised you by taking up a collection and you wound up contributing to a cause you'd never heard of before? We all have because we tend to do what we sense is expected of us. Now, that doesn't mean prospects are going to buy what they don't want. People resent being driven, but they respond to leadership. And if they're hanging undecided, your attitude of expectation tends to lead them your way. The third point in how to ask is being prepared to ask in a variety of ways. Some prospects decide quickly. Others try to avoid decisions. You must have more ways of asking for the order than they have excuses for not buying. For that, you'll want your plus and minus list firmly in mind. Under pluses, you list all the benefits to them of giving you the order now. and under minuses all the reasons they should not postpone buying. Since you know what you're selling, your list should be much more detailed. Because for real confidence, you must have more ways of asking for the order than they will have excuses for not giving it to you. And that brings up the second major point, knowing what to ask. During most of our sales presentation, we encourage the customer to speak freely. But when we ask for the order, we'll settle for just one word. Yes. At this point, what we want is simply agreement. In truth, we should rarely ask for an order. What we should always be asking for is agreement. When you've presented the benefits of your offering and the customer has agreed those benefits are valid, you then ask him to agree that he should possess them. To show you the difference, Paula here will simply ask for the order. >> From what you've said, Tom, our units would take care of all three of those jobs for you, wouldn't they? >> Yes, probably would. >> It sure would be nice if you could give me an order for 10 of them, would you? >> I can't do that. How many would you care to order? >> None really. >> That was asking for the order, which unfortunately many salespersons are instructed to do. Mary will now hold the same conversation asking for agreement. >> From what you said, Tom, our units would do all three of those jobs, wouldn't they? >> Yes, probably would. >> It would take three units for each job. Is that what you said a moment ago? Yeah, about three a piece. >> And earlier you mentioned a spare. So that would add up to how many? >> Uh 10 altogether. >> 10. And you'd want me to guarantee that they would reach you before the end of the month. Is that right, Tom? >> Yes. I'd have to have them by then. >> You'll have them. >> Paula asked the customer to give her something, an order. Mary continued to agree with the customer and simply asked the customer to agree that she was agreeing. You'll never again be uneasy about asking for an order if you remember all you ever have to ask for is agreement. >> Another thing, ask in specific terms when you're closing. Never talk in generalities or alternatives. Specify. ask for agreement on something specific. Let me show you the difference between the general and the specific in the approach of two real estate agents. >> Uh this is our book of listed properties. I'd be happy to show you any of them. They're all good ones. >> Do you see what's wrong with such a general offer? The prospects can say yes. There's nothing to agree to. Consider that as opposed to this. I have a lovely ranch house in the Belmar area that should be perfect for you. Now, this is one you must see. Shall we go look at it? >> A specified action. All the prospects have to do is indicate yes. >> Yes. >> Watching real estate agents, we may say, "Of course." It's easy to see that a specific suggestion is more effective. But let's see how it applies. as two telephone reps ask for the order agreement. Charlie uses the weak general approach. >> So, I have to think about it carefully. >> Well, if you decide to buy, Phil, how many do you think you might need and how many models? >> I don't know. I haven't decided if I want any yet. >> Charlie only thinks he asked for the order. What he really did was ask the customer to stop, review his needs, and make up his own mind about what to do. If the customer cannot answer yes, you have not asked for a specific agreement. Let's replay Charlie again and see if it's possible for him to get a yes. >> Well, if you decide to buy, Phil, how many do you think you might need in how many models? >> I haven't decided if I want any yet. Now, in contrast, Mac will ask for a specific and listen to how he deals with the same model choices. >> So, I have to think about it carefully. >> Yes, you do. From what you said, you want to begin modestly, Phil. Would 200 units be enough to meet your needs? >> Yes, that ought to be plenty. >> You'll probably sell more of the lowerc cost unit. Has that been your experience? >> Yes, probably twice as many. I suggest we make it 100 of the lowcost units and 50 each of the other two. That will give you the right mix. Do you agree? >> Yes, that sounds reasonable. >> Good. Well, I'm putting in the order for 200. Now, check me on this. You decided on 100 of the lowcost units and 50 each of the other two. Is that right? >> Yes. >> Good. Okay. Well, we can have that for you by Friday. >> The lesson here is specify. Ask for agreement on a specific When to ask? The answer is anytime you think you can reach agreement and as often as possible. Mac has an interesting little device on his desk that he made himself. Mac, would you explain the significance of those five numbers? >> Sure. Years ago, a university study revealed that more than 50% of all sales were made after the fourth request for an order. So, this is to remind me to ask for the order at least five times during my sales presentation. Each time I ask for the order, I flip a card. If I'm turned down by a good prospect and all of these cards haven't been tipped, I know I didn't try often enough for the order. >> Even if you have a prospect who converses, surely you can't always ask for the order five times. >> I can. It's true. Sometimes in the first conversation, I find only three chances to ask for the order. But if it's a live prospect, I write a follow-up letter. Number four, then I make a follow-up phone call to see if the prospect received the letter. Number five. >> And that's how you go after the other 50% of sales. >> Right? With some products or services, you'll make as many sales on the fifth request for the order as you do on the first contact. >> Which brings up the question, how do you try to close a sale several times in one conversation? >> It's done with what we call the test question. Test questions are invaluable tools to any sales presentation. If you ask a test question and the customer says no, you can still continue on because that's not a rejection of your main offer. On the other hand, if you ask a test question and the customer says yes, you practically have the order. You can't ask for a better sales tool than that. Let's demonstrate. Mary is now doing telephone prospecting for representatives who sell group life insurance. She wants the prospect to agree to have a salesperson visit him. For Mary, that agreement constitutes the order. Here is her usual close. >> Would Tuesday or Thursday be more convenient, Mr. Norman? >> She doesn't want to spring that too early in the conversation. Yet, occasionally, she detects that the prospect is responding favorably. So, she tries a test question. >> Normally, you would want higher coverage for key persons. Is that right? >> Yes, >> you're right. They're more expensive to replace. But would coverage that began at 75,000 be high enough. >> If he says yes, Mary is on her way to making the appointment. But suppose the customer box. >> I'm not ready to think about this yet. >> The test question misfired, but notice it doesn't shoot Mary down. She goes right on probing for the customer's interest and later tests with another question. >> Then your concern is as much for the families as it is for the company, isn't it? >> Yes, it is. >> Then you would want to discuss both types of beneficiaries, wouldn't you? >> Oh, definitely. >> Would Tuesday or Thursday be more convenient for you, Mr. Norman? >> When a test question gets agreement, it's a quick step to getting the closing order. And if it gets an O, the door is still open. So practice the art of asking test questions. >> And with test questions, those five chances to get the order come very easily. >> When to push? There's one type of refusal that shouldn't be taken as a rejection at all. I'm referring to stalls, such as, I'll have to think it over, or I'll think about it and call you back sometime. >> Don't sit up nights waiting for that call back. Every day, thousands of people say no. Why doesn't that prospect just say no? Probably because your offering has impressed him. You agree? >> When they say, "I'll think about it." What they're telling you is this. I don't want to say no, but I'm afraid to say yes. What they need is reassurance. That's when you should get them to review the benefits again. >> We should almost never take I'll think about it as a final rejection. Take it as your cue to find out what it is they have to think over. And don't ask about cost right away. They'll deny that it's the objection, although it usually is. First, eliminate all other objections by getting the customer to review the benefits in his mind. We'll demonstrate. >> All right, Betsy. Um, I'll have to think about it and I'll let you know. >> Fine, Richard. I'm sure you have questions on your mind. Is the advertising package something you have doubts about? >> Uh, no. Uh, I like the advertising help. >> I knew that because now I'm getting his mind back on the good benefits. Is it the color selection, Richard? Uh, >> no. They're pretty good. >> Is the quick service feature more than you can handle? >> No. That's really one of the assets. >> And so on through a list of the benefits. The last thing I get to is the cost, especially if I think that's the real objection. Is it the cost? >> Well, that really is a pretty big cash outlay, especially at this time. >> Now, we've gotten there. No more vague I'll think about it. Now, we're down to one specific objection that you can handle. Well, you're right. It would be a big cash outlay. Richard, may I tell you a plan I have for reducing your cost? >> Sure. Go ahead. I can now discuss payment plans, financial benefits, built-in discounts, and if all else fails, I can even trade down by offering a smaller transaction. Whatever you're selling, I'm sure you have several ways of dealing with cost objection. If you need more, the next film in our series, Telemarketing 5, will show you ways of dealing with price and other customer objections. And those are the points we've covered. >> If you're in a group, talk them over and together you should be able to recall and jot down all the points we've made. In any case, you can always rewind us and run a spy again. And we promise we'll do the whole thing exactly the same way. [Music] [Applause] [Music] And that was directed by the uh creator, filmmaker, writer, director of Carnival of Souls, um Herk Harvey. This was his day gig. Uh when he wasn't making groundbreaking, um creepy horror, that's what he was working on. Um, this had its own toll on souls. It wasn't a carnival. It was definitely something that was souls were be were were taken in this film. Um, thank you Gabriel for contributing via the uh the ko-fi.coms link which is right here. Uh, you can also contribute via patreon.coms. Hit the thumbs up. You can use the super thanks or super chat button. Uh you can hit the like, subscribe. We love having you guys watch and contribute just your attention. Attention is a uh an economy or is a uh commodity. Not an economy, a commodity that I appreciate that you are spending on us even if you're not spending on cold hard cash. And I don't know if this is good news or bad news. I found another copy of Carious Embactus. So, I'm going to scan this and see what we got. Uh, thanks everybody for watching. Uh, we will see you soon. Take care. Bye.