70s sales training film "Make It Happen w/ Julian Boros" (16mm)

all right now let's make sure we have everything you ready Judy I begin checklist basic proposal a customer check engineering specs check case histories check customer endorsements check competitive cost analysis report oh come on now where is the competitive cost analysis right thank you Ferris don't get excited Kathy is collating Judy I better be there in 20 minutes here she comes now thank you I told you not to get excited thanks oh and Mr Ferris Mr Thorne wants to see you before you go do me a favor please Judy tell me something you didn't see me today you're a doll Judy bye-bye bill I'm glad they caught you before you got out the door can I see him in it look again I've got an important meeting with Crawford in just 15 minutes you won't be late come on in and uh close the door Bill I've just had a look at the sales reports for the past 90 days you're not going to go into that now well it seems to me that you've been having a bad time of it lately I've had a few bad breaks oh well if you need help that's what a sales manager is for look Dan I made 118 percent of quota last year and I'd be doing better this year if only if you get those girls up there lazy and then wait wait wait hold on what's all this why can't I get anything done around here I need proposals for my customers I've got to get letters out oh come on the other salesmen don't seem to be having a problem the engineering owes me at least four sets of spec sheets I need prices on five jobs that we do last week nobody told me we were back hold it down boy are you defensive look Dan I've got a meeting in exactly 12 minutes I haven't had a sale in 10 days now what do you want from me results not excuses you better get over and see Crawford don't you think I know that look Dan I've done my homework on this one customer endorsements proposals and recommendations engineering specs case histories and look at this that's a competitive cost analysis it proves that we can give them better quality products at the same price or less than all of the other major competitions this is great this is going to do it Dan okay fella get in there make it happen [Music] mm-hmm and these are the case histories Mr Crawford I see they're a little smudged do you often sweat like this no one of the girls in the office built some coffee on it um what about the comparative cost analysis you promised I thought you'd never ask I've spent the last five days preparing this it's right here in my case yeah I think you're really gonna do it I've already taken it out so I had it right here in my briefcase well suppose we pick up this discussion at another time wait I know just where it is I was showing it to my sales manager just prior to coming over here I could have it back here in 30 minutes I'm afraid I'll be tied up the rest of the day what about tomorrow I'm afraid it'll be at least two weeks I'm going on a trip and well I haven't exactly turned you down I had it with me I'll tell you what get it to my home tonight so I can look it over uh yes sir have one of the girls in the office drop it off on our way home well is he a Salesman originate John I'll call you back foreign Dan I I don't seem to be doing anything right anymore you're in a slump you're working out of habit instead of inspiration don't worry so I'm stale now how do I get out of it if I had the answer to that one I'd be a millionaire look if I could just get some cooperation around here you're uptight all right I'm a little uptight but I'm not in a slump you are I know the signs I've been in enough of them myself now look everybody goes into a slump Bankers salesman politicians athletes now look at the 1969 Cubs they finished the season one month before the rest of the league but people like will go now I've got two important appointments cancel them what you heard what I said cancel them in your frame of mind I don't want you within 100 yards of a customer who am I supposed to do go stand in a corner you're supposed to knock off the smart remarks and do something to clear your mind I'd like a couple of dozen martinis Bill you're taking the afternoon off and you're playing some golf that's an order [Laughter] what's so funny fella I'd hate to be the golf ball you're going to hit today it's my sales manager's head I may just break par not for that attitude you won't do you have a game nope I'm here on orders well maybe we can play around together say what's bothering you anyway the world you are looking at a Salesman who is in a genuine gold-plated grade a slope welcome to the club we salesman too no but I know I know what you're going through I go through a bit of it in my own field well maybe we can commiserate as we hack our way around the course I'm concern us into the pro shot my name is Bill Ferris Julius Morris call me Jay I got sinus NJ oh uh how do you spell that b-o-r-o-s [Music] [Applause] [Music] that's just great I'm not up tight enough now I'm gonna go out and play golf with one of the world's greatest golfers this is going to be one beautiful day would you like to go first no you go ahead yeah I haven't done that since I was a kid relax you've got a long way to go [Music] foreign [Music] foreign just to prove I played golf with Julius boros but not after taking an eight tell them you were trying to make me look good [Music] foreign you know I joined that too so I'm only I'm afraid they'd beat me you're not concentrating how can I concentrate when I'm playing with the top Pro that's not what's bothering you I don't know what is your sales problem you're carrying it around in every shot in fact you're demonstrating in your golf game what you're probably doing is you go from customer to customer that's exactly why my boss sent me out here today his intentions may have been good but nothing's going to work until your mental attitude turns around there's nothing wrong with me that one good sail wouldn't cure you sound like me when I can't put two good shots together how do you get out of it I'll show you what I do the first thing you have to do is recognize what's happening you're in a slump part of it is physical but most of it is metal and always remember you're not alone there's never been a golfer or a Salesman who hasn't been in a tailspin at some time in his life well that's not much consolation when it's happening to you but it will save you from that Despair and depression that can only make things worse if you're a pro in your job you finally face the issue now you're ready to start on the road back maybe I'll ask another salesman to watch you work sometimes another Pro can spot the little things you're doing wrong what you have to recognize is that you must be doing something a little different because you're getting different results [Music] Jake try to stay back a little bit and work under with his shoulder try to go under a little more this way work the right shoulder under a little bit yes when a professional golfer realizes that the ball is no longer going where he thought it would a little better it's time to go back to the basics and that means work work and more work there's only one way to get back in the groove you've got to work The Kinks out [Music] [Applause] [Music] foreign [Applause] [Music] [Applause] [Music] [Applause] [Music] take a look what's this all about that's a little tip that's going to straighten out my game and I don't mean golf well you'd better worry about golf you're uh right at the base of a tree that figures [Music] hold it a minute bill relax there there's nobody behind us oh I can't get a break first I hook into the trees then I wind up in the sand trap like hazards are part of the game if you can't accept the fact that you're going to be in trouble every now and then you shouldn't even be out here well you're right but well I've always had trouble with sand traps maybe I can give you a few tips I thought you'd never ask probably the most important thing in the sand trap play is a is a club you've got to have a proper sand there and what you want to do uh bill is hit the sand with the back of the club the back of the flange here not the Leading Edge any way to keep the blade open as you make your shot it's a toe the club just slightly open play it off your left heel this gives you a little outside in action puts a little spin on the ball when it hits the green and take about two or three inches of sand our head about two or three inches in the back of the ball take a little upright swing and that's about it's about the all you can do and it'll pop out the same way every time you hit it would you like to show me all right let me let me demonstrate this for you please playing the ball inside the left heel laid slightly open to two or three inches in the back of the ball foreign well that's more like it the first hole I parred today getting your confidence back yeah little maybe if your golf game comes back you'll come out of that sail slump too well I've always been afraid to blast out of a trap before that's a try with most of us it's the difference between knowing what to do and actually doing it that way for instance in your job I bet you're going to have to blast out of your metal sand trap before you get moving again what do you mean mental Central I don't know about selling but in golf it's forecasting trouble instead of success [Music] in professional golf most of the players eliminate themselves as real contenders during the practice rounds they make mental notes of various trouble spots on the course and when the Tournament begins you can bet that some of these players will be involved in that trouble [Music] that's why people like Arnold Palmer Jack Nicklaus Gary Player stay on top year after year we look at the game as 18 holes with a T at one end a cup at the other and a long narrow Fairway in between [Applause] [Music] [Music] can I just throw mine over foreign [Music] oh bad break you had to go and mention sand traps now didn't you [Music] that was a great trap shot there you go you think I'm ready for the tour yes you're beating me in my best game I choke up within two feet would you like me to put up you want me to Mark that whatever your pleasure you want to knock it in there all right get out of here see if I can use this one in here oh I just just caught this cut the left side I thought I was going to pick one up on you that helmet well the game's getting a little bigger better more enjoyable well did you see the way I blasted out of that sand trap Wham four feet right to the pit I got a big shot he's got nine holes to go what do you have something tall and cool hey you're supposed to be concentrating on your golf game you know I'm stepping out of my depression it's about time no I mean it Jay you know what you said this morning about blasting out of mental sand traps well that's so true in selling this morning for instance it was forgetting an important report for a customer it's been one thing or another for weeks like I'll go in for an important meeting with a customer knowing that he likes to keep me on the defensive so what do I do I walk right into it I'm finding out that I've been under bid and instead of selling quality I accept it you couldn't have sold me an 18 karat tee for a nickel when I first met you today but that was before by the end of this day your life will be the only player on the tour with an 18 karat tee should we order something I see please I don't care how great a golfer you are Julius morals or how badly you beat me I'm having fun well it's about time no wonder your game is starting to work what did you take on that oh I made four I just think you should know I booty that hole yeah maybe you didn't understand I just beat you on that hole good for you uh you're having fun now aren't you anytime I beat you want to hold you better believe I'm having fun now if you're gonna translate that to your selling and you'll start pulling out of that slump you lost me on that one Jay still if you're good at something you have fun doing it I play golf because I really enjoy the game don't you have fun selling yeah until it gets like it's been lately that's what I'm talking about you've got to put the fun back into it yeah but how do you do that nobody can tell you it's something personal but if you want to bad enough you can put the enjoyment back into your sales life put the fun back into it coming out Jay heads up [Music] did you find it yeah and three more it's against my principles to lose a wall go ahead and make your shot I'm already on the Green certainly are [Music] you know Jake why so many salesmen like to play golf I always figured so they could let their customers win well that's one good reason but but another good reason is because golf is so much like selling see a golfer goes out and he competes against himself in his previous score a Salesman does the same thing he competes against himself in his previous quota and the course itself is set up exactly like his territory with each individual hole representing an individual sale in that case you'd bogie this morning I sure did that's the heart of my problem see I get off to a good start now that's the drive I get the customer interested enough to ask questions that's the Fairway shot I overcome his objections and I really got him listening to me now another that's the approach and I start leading him toward the clothes that's the putt that's where I've been bogeying well that's understandable that's the Moment of Truth whether it's in golf or in selling that's where you mark the score down for that hole exactly that's where all the Fun's been missing out of it you know what you said back there on that team makes an awful lot of sense Jay no two salesmen are alike but I used to get my kicks out of those final few seconds before the closing of a sale it's exactly what I've been missing in my selling [Music] what do you miss one you really miss you know something if we don't count the first six holes this is the best game I've ever played in my life that's because you started to compete you're all ready to feel sorry for yourself while you played a bad game of golf uh listen if you'd been in my frame of mind I've been in your frame of mind if you think missing a sale is so bad uh try missing the 36 hole cut after finishing in 32 consecutive tournaments in the money I guess you did know my frame of mind you know something Jay you've not only helped me with my game of golf but I think you've given me the tools to snap out of my sales slump here take a look at this work The Kinks out that's just a matter of going back to basics retraining yourself to make sure you're doing the fundamentals correctly anytime things aren't going the way they should it's time to start working the Kinks out last out of your metal sand trap all the practice in the world won't help a man who has a negative mental attitude you've got to regain your confidence and when you're in a competitive situation you've got to blast through your mental hazards that sounds violent but I bet it works put the fun back into it you can only be successful when you enjoy what you're doing once the fun comes back the luck seems to come right back along with it what are you smiling at I'm beginning to realize that maybe my sales manager isn't so dumb after all you know there's one more thing I'd like to show you have you got a little time sure come on over the house and meet my family and be honored [Music] have a nice time yes honey this is uh Bill Ferris how are you doing this little one you were leaving was Jody and this is Guy hi guy how are you and this is Joy nice to meet you okay hi how are you okay Gary Gary it's Julius Jr big guy that's my oldest boy is in college so he's been in here would you like to call cool no thank you why don't we always win Saturday [Music] wow look at those really something you must be very proud of them is that one right there that was the replica of the U.S Open Championship I won in 1963 and the small one is a replica of the World Championship of golf and the two over there the trophies for the Buick Open Championship that I won in the separate years are certainly nice to have and some of them go back to my my amateur days now you see Jake if you were a Salesman you wouldn't be so sentimental you'd Take the Money and Run that's what they used to used to do in professional golf but you know they found out something man doesn't live by bread alone even a sophisticated golfer like Arnold Palmer likes to have that trophy likes to have something physical as a reward for his accomplishments you're right I didn't realize how much recognition meant to me until I went into this slump oh I'm not talking about money just the satisfaction of knowing that your boss is satisfied with your work or that a customer respects you enough to want to do business with you a lot of things like that a lot of days you wonder if you really make it and then when you do you're a hero for a moment right and the next day you've got to go out and do it all over again and why not what kind of a man wants to be Frozen in Time a hero just once I look at these trophies and do you know what I see an 18-hole playoff with Arnold Palmer and Jackie Cupid for the national open title and uh the smaller one is coming from three Strokes behind the last day to win the golf tournament I just realized something I never knew before you're the guy that's supposed to be so relaxed but you're driven by the same kind of ego that makes me want to be the best salesman in the world what's wrong with that that's taking pride in the fact that you have a god-given talent and you're using it properly have you still got those scorecards with you sure then write this down make it happen you know what I mean by that most people let things happen but you can make it happen if you believe in yourself and what you're doing and why you're doing it what's the most important reason you have for wanting to succeed I don't know if there is any one reason there's got to be one that keeps the others in focus in my case it's my family I love my family and I love my golf I'm one of the luckiest men in the world because the two things in my life I love most work together to give me a full life with that going for me there's no reason why I can't make it happen you know Jay I have the same thing going for me then what are you waiting for I'm waiting for you to drive you back to the Golf Club [Music] [Music] foreign it's been quite a day I haven't talked so much in a long time you're some salesman you sold me and myself I think we both got something out of it I've got some work to do went this late I had a bad three wood chat on the seventh hole and I'm going out to the practice due to work the king said you know now you mention it something I've got to do right away too okay thanks for the listen well it's fun it's been fun thank you bye [Music] Judy this is Mr Ferris can I have JJ Crawford's home address and phone number please [Music] foreign [Music] well you didn't have to come all this way yourself I came here because my carelessness this morning might have cost your company two weeks of substantial savings say there's a change in you since I saw you this morning what did you do make the rounds this afternoon with an older Pro [Music] how did you guess and now then let's get down to the facts all right Ferris but don't you think it's a little late in the day to be selling Mr Crawford it's never too late in the day to make it happen [Music] foreign