"GET YOUR MAN" 1960 BELL SYSTEM SELLING BY TELEPHONE / SALESMAN TRAINING FILM YELLOW PAGES GG46555

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Produced by Bell Telephone, "Get Your Man" is a telephone etiquette film for salesmen that teaches the art of selling by phone and how to use the Yellow Pages. This is a training or motivational piece for telephone salespeople, particularly those selling advertising space in directories like the Yellow Pages, focusing on the nuances of sales through personal anecdotes and practical examples.

00:00: A conversation ends with Mr. Warren, indicating the end of a sales call.
0:32 - 1:00: Introduction to the role of telephone sales, specifically selling Yellow Pages advertising. The speaker emphasizes the vastness and variety of the business world they interact with through this medium.
1:00 - 1:54: A montage of typical objections and responses in sales, showcasing the challenges and occasional triumphs of telephone sales. Includes a successful sale to Mr. Willis, hinting at the strategic use of business insights.
1:54 - 2:34: The speaker, Peg Robbins, reflects on her role and how she uses her understanding of various industries to sell effectively. She mentions her involvement in all business functions through her sales role.
2:34 - 3:14: Discussion on how telephone sales involve all aspects of a salesperson's life, including personal and professional elements.
3:14 - 4:42: Highlights the importance of enthusiasm in sales, but also the necessity for preparation and a systematic approach to selling over the phone.
4:42 - 6:13: An example call with Mr. Johnson where enthusiasm alone isn't enough, underlining the need for proper preparation before making sales calls.
6:13 - 7:51: Peg learns from her supervisor, Helen, about the importance of a step-by-step sales plan, including preparation and a logical approach to each call.
7:51 - 8:54: Detailed explanation of the preparation phase for a sales call, including knowing the company's advertising setup, competition, and potential for expansion.
8:54 - 12:26: Discussion on the 'approach' in sales, demonstrating the right and wrong ways to engage a customer, emphasizing understanding the customer's current state or 'mental newspaper'.
12:26 - 16:37: The conversation with Mr. Norton illustrates the importance of fact-finding and how to ask questions that lead to meaningful answers, not just yes or no responses. It also shows the pitfalls of rushing into recommendations without listening.
16:37 - 21:43: Further exploration of the sales process with Mr. Willis, where Peg uses her preparation to make tailored recommendations, showing how listening and understanding customer needs lead to better sales outcomes.
21:43 - 24:02: Handling objections from Mr. Willis, using real-life analogies to explain why immediate decisions are necessary in sales, emphasizing the economic benefits of advertising.
24:02 - 28:25: Peg counters objections with logical arguments, showing how advertising in the Yellow Pages can expand business reach and enhance sales, leading to a successful close with Mr. Willis.
28:25 - 29:20: Conclusion on the nature of telephone selling, highlighting its challenges, rewards, and the human aspect of connecting with customers through understanding and strategic sales techniques.

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