热身词语

　　dingaling: a person who acts queerly because of mental deficiency; an insane person, an eccentric

　　If you hit a person's logic, you've got 'im. Unless you've got a dingaling. Everybody can sell an idiot. An idiot, Jesus, I wish I had fifty thousand of 'em a day, because you can sell 'em the world. You can sell 'em the Brooklyn Bridge.

　　butcher room: a place that's not fun, usually meaning the placeswheresyou work

　　gadget: usually electrical things, such as TVs, DVD players -anything that does something useful or fun

　　trinket: "nothing" or "useless" items such as tourism souveneirs, which are nice but quickly forgotten

　　whatnot: describes anything that cannot be described - a useful all-round word

　　I don't stand around on pins and needles like a lot of guys there, afraid to do this, afraid to do that. If I think it's gonna benefit me, I'm gonna do it. You never know unless you try. My office is different than anyone else's. I try to fix it up, to make it look more comfortable instead of like a butcher room, which is what they refer to an office, the closing room, and the box. I got a nice desk from Dunhill. I bring my own TV down, so customers can watch. I've got radios, different gadgets, trinkets, whatnots. Books, magazines, Playboy. I just try to make it a little presentable.

　　purchase: buy something

　　I'm not really a good salesman. The product sells itself. The only thing that makes me good is I try to put myself in the customer's place. If I was to purchase a car, I know how I'd want to be treated. I wouldn't want to be pushed.

　　I threw a man out a couple of weeks ago. I just walked in the door and there's a guy standing there. He says, "Hey!" I say, "Excuse me, can I help you?" He says, "How much is this car?" He's pointing to a Toyota. I said, "Let me check the book." He says, "What do you mean, check the book?" I say, "Sir, I don't have the prices of all the cars in my head." He says, "All right, check the book." You know rude attitude. So I checked the book and gave the guy a price. He says, "You gotta be kiddin'!"I give him the price, which is two hundred dollars over cost, which is very fair. I say, "That's what the car costs, sir."

　　jagoff: = jerk-off, idiot

　　punk: young angry stupid man

　　pal: friend

　　oughta: ought to

　　I figured I got nothing with this guy going. There's already a personality clash. I proceeded to the back and get my coffee, and this guy walks back. There are cars all over the floor. He points to another one and says, "How much is that car?" I say, "Again, sir, you mean the car there or one like it? Give me an idea of what kind of car you want. Let me help you." He says, "I didn't ask you. I asked the price." I say, "Okay, if that's your attitude. The price is on the window." He says, "Boy, your guys are all alike, you're a bunch of jagoffs." I said, "What?" He said, "You heard me, you punk, you're all a bunch of jagoffs." So I walked over to him and I said, "Look, pal, all I do is come here and work. I'm gonna treat you like a gentleman as much as I can. You're gonna treat me the same. Otherwise you and I aren't gonna get along." So he says, "You mother-this, you mother-that," started calling me names and everything else. So I said, "Please, go to my boss and maybe he'll fire me." The guy says, "Aaahhh, I oughta punch your head in." When he said that I said, "You got two seconds to hit that door." He said, "What are you talkin' about?" So I grabbed him and pushed him out the front door.

　　I went to my boss and said, "You heard the disturbance out there. Do what you want to do, but that's the way it is." He said, "You were wrong. You should've punched him and knocked his teeth out." I get along real good with my boss. I go play golf with him. This guy has time to be a human being.

　　wait on: serve people

　　jump on: try to meet/talk to them before anyone else does

　　sharp: good/impressive/fantastic

　　four-speed: a four-geared car

　　trade the car in: sell the car, usually in exchange for a better one

　　stick-shift: a non-automatic, or manually-geared, car

　　A long-haired kid comes in and they don't wait on him because they figure he's a dreck. That's the term they use. "Dreck" means nothing. The Jewish people brought most of the expressions in here. I jump on these kids. I try to sell 'em. Most of the long-haired kids here, their father's a doctor or a lawyer or a teacher. They got money. They're not hard to please. If the kid likes the car, all you have to do when the parent comes in is hit them with a little bit of logic. He wants the car to look real sharp. You go along with him some way, but I try to get him away from the four-speed because it's the worst thing in the world on a car. When you trade the car in, it loses if it's a four-speed. You lose in value if it's a stick? shift.

　　arrogant: believing you're better than everyone else

　　quote: give a general idea of a price, which can then be bargained for/haggled for

　　Factory people are much easier to sell. A doctor calls up and he's a little arrogant sometimes. I want this, I want that, and my buddy can get it three hundred dollars cheaper, so you better give me a good deal or forget it. They call you on the phone and want you to quote a price and everything else. That's all fine and good, except you know their buddy can't give 'em anything three hundred dollars cheaper. I know the prices of all the cars. That's one of the hardest things to get across to people, that we've all gotta make a living.

　　psychiatrist: a doctor who helps you understand your mental problems/troubles you have with your life

　　down to earth: sensible, normal, not arrogant, realistic

　　The blue collar is easier to sell not so much because he's dumb, because a lot of 'em are lot smarter than some of these psychiatrists. They're more down-to-earth. They can't afford to take time out and go shopping,swheresa doctor and a lawyer, he can take off two or three weeks at a time. The guy that works in the factory nine times out of ten, you put 'em in the car that day. If you give him a car to drive home, give him a certain amount of money for his trade-in that he's content with, you've got a sale. He doesn't care about the profit you're making.

　　If you're a real good salesman, you can put 'em in the car that you want and just forget about the car they want. You can sell 'em the Brooklyn Bridge. Of course, I'm not that type of salesman. I'm not that far advanced. I study people; I'm still learning.

　　grass: hash/marijuana -a soft drug

　　dope: hash/grass/marijuana-a drug

　　I like people. If it's a hippie, I ask him, "Do you smoke grass? Do you take dope? Do you like this type of music?" I try to find out things to make 'em relax. I also keep askin' questions that they'll answer yes. Get them in the habit of saying yes. When you say, "Will you give me the order?" they'll say yes rather than no because they haven't said no for a long time. "Do you like baseball? You like the way they play it today?" "Yeah." Whatever it takes to get 'em to say yes. A woman, you ask about fashions. Get 'em in the habit of saying yes.

　　glisten: shine

　　eat it up: really like/love something

　　Black people, they're the easiest to sell, the easiest in the world. If you can make them think they're gettin'somethin' for nothin', oh, they grab it quick. You give them a sharp car, man, that shines and glistens, make the neighbors think them as really big strong people, rich and all that, they eat it up. You can sell 'em one, two, three.

　　pipe smoker: a person who smokes a pipe

　　transmission: the engine part of a car that gives it all the power

　　match wits: argue as effectively and well as someone else

　　Worst person in the world to sell is a pipe smoker. Pipe smoker comes in, I let him go to someone else. They'll sit there all day, kill your time. They all think they're geniuses. They think this pipe is a symbol. And they keep asking you all these questions. They picked up a book before they came and they learned a couple of words-you know, transmission or engine or cubic inches. They try to be a professor. I just tell 'em, "Look, did you come here to buy a car or did you come in to match wits with me?" 'Cause I'll match my IQ with Einstein. I happen to have a very high IQ.

　　break: a piece of luck; chance

　　And Orientals, they're another. They want something for nothing for sure. Everybody thinks that the Jewish guy is hard to sell. Sure, he wants a break, he wants everything cheap. But he's realistic. These Orientals and Indians, they want everything for nothing. They want to buy for less than the dealer paid for it. A Jewish person, you say, "It cost me a thousand dollars, I'll give it to you for twelve." They want it for eleven fifty, fine, eleven fifty. But you tell an Oriental, "Here it is, in black and white, it cost a thousand. I'll give it to you for ten fifty." He'll say, "No, no, no. I want it for nine fifty. I want it for less than you paid for it."

　　Selling cars is a gamble. Every customer that walks in there, they've got a twenty-dollar bill or a fifty-dollar bill in their pocket. It's up to you to get it out of their pocket. The only way to get it out is to sell 'em a car. It's a gamble. If I had more education I'd be a little better at it. I wish to God I could turn back the clock and go back to school. That's why it's a challenge to sell a man that's been educated, been through college. I can make him come to me instead of me going to him. They see it my way.