Life Changer
In 1966, I found myself working for my father-in-law, Ed, who owned a tree service. Within a few months, I realized I wasn’t cut out to be climbing trees like a monkey. I watched Ed line the crew out and then head off to sell the next job, and I felt a surge of envy. I didn’t want the chainsaw; I wanted the briefcase.
Back then, 'Recon' was a different animal. Without LinkedIn or digital headhunters, I spent my days off scouring the newspapers and knocking on doors. After a relentless series of interviews, I stumbled upon a help-wanted ad for a company, named SONY, I knew nothing about.
I dialed the number and landed an interview at their office in Rosemont, Illinois—a 30-minute haul from our home in Arlington Heights. The role was for 'Inside Sales.' It wasn't exactly the 'Outside' freedom I craved, but I figured: What the heck, let's see what happens.
I filled out the application as 'Anthony.' When the sales manager, Jerry McCann, asked if he could call me 'Tony,' I agreed, even though it felt strange to answer to it. Jerry liked my background—he saw the hustle I’d learned cold-calling for my brother Ernie and selling Cutco Knives. We bonded over our military service, and he saw my Marine Corps discharge and my marriage as signs of stability.
Then, he gave me the pitch. He described Sony as a 'small Japanese electronics company' specializing in portable transistor products—radios, tape recorders, and televisions. As I listened, my enthusiasm sparked. I wasn't just looking for a job anymore; I was looking at the future.
RULE
TV on The Go
My final interview was with Mr. Jino, the Japanese branch manager. His English was tough to navigate, but we hit it off. When he asked if I knew what a 'distributor' was, I didn’t have a clue—but I used a bit of 'Salesman’s Intuition' to BS my way through. It worked. I was hired on the spot to replace Marty Pottgether on the inside sales desk.
Marty introduced me to the future: the 1962 'Micro TV.' It was the world's smallest and lightest black-and-white portable—entertainment you could actually take into a car. I spent my days 'smiling over the phone,' supporting the team until tragedy struck. Our manager, Jerry, passed away from a heart attack just months later.
Breaking The Ice
In the reorganization, I was promoted to the Southeast Territory. It was undeveloped, rough, and the 'Next Shock' for my career. Selling high-priced, high-quality Japanese electronics in low-income neighborhoods in South Chicago and Northern Indiana was a steep climb.
The biggest hurdle wasn't just the price—it was the history. The shadow of WWII loomed large. I’ll never forget the camera store owner who ordered me out the moment he heard 'Sony' because of the brother he lost in the war. I didn't push; I retreated.
Two weeks later, I went back without samples. I asked for his story, listened to his pain, and then shared mine—the 'Luckiest Marine' who survived by typing. That honesty broke the ice. He didn't just become a customer; he became a friend. Within a year, my 'Recon' in those rough neighborhoods paid off. I was promoted to Assstant Key Account Manager, handling the giants: Carson Pirie Scott, Polk Brothers, and Goldblatt’s. Hoorah! A year later, I became the Key Account Manager.
“Your attitude, not your aptitude,
will determine your altitude” Zig Ziglar
My Sales Manager, Larry Bobruk, generously offered to pay for me to attend the famous Dale Carnegie course, How to Win Friends and Influence People. I jumped at the opportunity. I went to the classes and absolutely loved them, especially the impromptu speaking sessions. Learning how to think fast on your feet and deliver a message under pressure was incredibly interesting, and it sharpened the exact skills I needed to succeed.
Writing this story, reminds me to interact better with people.
Why it's still relevant
Timeless Advice: The book's principles address fundamental human psychology and remain applicable in personal and professional life.
Focus on Empathy: It emphasizes making others feel valued, which builds stronger, more positive relationships.
Practicality: It offers concrete, actionable advice for everyday interactions, from public speaking to resolving conflict.