[Excerpt Frigidaire Sales Talk] 1960s?

Lou Gatlin a suppliance Company Memphis made 131 retail sales during June July and August of 1960 hi hop how you doing fine thanks Lou tell me is it helpful to give live demonstrations on Frid their products as you have just done it surely is hot it's a human centered way to sell it helps the Prospect and you know human centered selling means a lot of things to me it helped me within an hour after our first class last April how is that Lou right after I left that first class I made the third call on a prospect I'd been trying to sell only this time I made it a point to listen more carefully and to be more observant of the prospect's reactions I got the order on that very call Hot human centered selling is the one best way to sell it works meet Colonel J.R tendle US Army Reserve top performing salesman Wallace Johnson appliance company in Memphis who until December 1959 was selling a major competitive line he and the entire Johnson organization are now one of the best fridet a dealers anywhere hi hops so glad to see you what's new glad to see you again Colonel say tell me Colonel after some 25 years of selling against Frid a how does it feel to be on the Frid a team H just wonderful just wonderful did that competitive outet give you very much sales training practicly none however they did give us some products training off and on but never any training and really high to sell H if I had taken that human center training course which you gave us last spring 15 years ago I would have more money today it is the foundation course in salesmanship ship and a wonderful [Music]