Episode 16 - Mountains, Mentors and Mindset
Yo! This is Hal in Philly and I’d like to welcome you to another mental episode of Easy When You Know Hal.
I was thinking back to this time when I worked for Bath Fitter / Kitchen Saver. It was the first job I had in a long long time that wasn’t in a bar or restaurant. I had worked in sales a few times, and I had always done okay, but this time around, I had learned a few little tricks, so I thought I’d give sales a shot one more time.
Before I got this particular job, I had past the Bath Fitter kiosk in the Neshaminy Mall while working there part time for a market research company. Every time I passed the Bath Fitter Kiosk, I noticed that the rep, a middle aged woman who seemed very detached from her job, was either asleep or not tending the booth at all. Shopping maybe? I mean it WAS a mall, right? Who knows.
At any rate, I ended up several months later applying for a job with Bath Fitter myself. It wasn’t sales exactly, although the job title was “sales consultant”. However the actual job consisted of generating leads for the company which they passed on to the telemarketing department. You know - telemarketers - the ones that call you around dinner time to set an appointment for their contractor to come out and give you an estimate.
I remember the interview went pretty well and I got hired on the spot. Later I found out they’d (and I’m paraphrasing someone else here) “If you weren’t a drug addict or a convicted murder, you pretty much got the job.” I don’t know if I’d go that far. Most of the people I worked with were actually pretty cool. We really didn’t all see each other very often, except during shift change because, well, all worked solo at the kiosk in the middle of a shopping mall.
Except for the road shows. After my initial interview, the manager who I spoke with called me at home with a proposition. He asked if I would be interested in starting the next day, working a booth for Kitchen Saver, (which is the sister company of Bath Fitter) at the Home and Garden Expo at the Convention Center in Center City Philadelphia. This was a big chance he said, to learn by immersing myself in their busiest day of the year, and there would be several other reps there to help me get my feet wet. I thought it was probably also a test to see how dependable I was, so I immediately agreed to it.
I was pretty nervous about this, but I woke up early the next morning. Extra early - hey, who can sleep on the night before their first day of a new job? I drove into Center City in my trusty 2001 Ford Focus wagon and found parking in a nearby lot and walked about 4 or 5 blocks to the Convention Center. It was already bustling and there was a long line of vendors waiting to get their pass to the showroom floor. I took my place line and was soon inside looking for the Kitchen Saver display booth. I found it easily enough. It was right next to the Bath Fitter booth and between them, it was pretty hard to miss.
There was about 9 or 10 sales people, all sitting around drinking coffee and chatting. There was still some time before they admitted the general public. Everyone was super friendly as we made our introductions, and I remember there was this one guy, who kinda looked like me. His name was Joe and he told me he was the top lead generator in the whole company. Several others agreed and they told me I’d learn a lot from watching Joe. This made me flash back to a time I went skiing in California. Bear with me. I’ll explain the relevance…
Years before, in California, I went on a ski trip with some friends to Big Bear. Most of us were beginner to intermediate except for one guy, Henry who tricked me into wrong ski lift - the one that went to the top of the highest peak in Big Bear - and a Black Diamond Slope, which were only attempted by very experienced skiers. I was really upset when I realized how steep this run was, and I had never attempted anything even close to this slope. I looked like practically a 90 degree angle straight down. I screamed at Henry for not warning me that this lift took us to the top of the Mountain and he just laughed and said, “You can do this. Just follow me.” And then he disappeared over the crest in the next second. So I didn’t even have time to think of a response, because I knew that if I hesitated for a split second, I’d never figure out how to get down that mountain. SO, BOOM - off I went, training right behind Henry, Every time he zigged, I zigged. Every time he zagged, I zagged. I mirrored every move he made until we reached a big wide area that was like a landing strip where we could stop and catch our breath. It had been exhilarating! I didn’t crash into a tree or another skier. I didn’t die. I didn’t even fall. Funny thing - I actually did fall later on while on the easier part of the way down. Later, while driving home, I looked at Mount Big Bear in my rearview mirror and thought to myself, “I conquered that mountain!”
So, now, here I was at the Convention Center, at the Kitchen Saver kiosk. And this guy just told me he is the best of the best lead generator for the company. Now, I don’t know what possessed me, perhaps it was that flashback to conquering that mountain, but I replied, “I’ll match you. Lead for lead. By the end of the day, I’ll have as many as you.” Everyone’s mouth dropped. They must have been thinking - who the fuck is this guy???
Anyway, Joe was really a good sport and he even took the time to train me and show me some sales techniques. He was actually quite a character and, after he showed how he demonstrates the features of the cabinets - the different finishes, the cabinet doors, the slow-closing hinges and custom counter tops, I proceeded to show him what I had learned - by mimicking him almost word for word and gesture for gesture. The other sales reps were laughing so hard they were crying, Joe himself was in tears. One of them recorded part of it on their phone and as a matter of fact, I still have the video. Enjoy...
Yo! This is Hal in Philly and I’d like to welcome you to another mental episode of Easy When You Know Hal.
I was thinking back to this time when I worked for Bath Fitter / Kitchen Saver. It was the first job I had in a long long time that wasn’t in a bar or restaurant. I had worked in sales a few times, and I had always done okay, but this time around, I had learned a few little tricks, so I thought I’d give sales a shot one more time.
Before I got this particular job, I had past the Bath Fitter kiosk in the Neshaminy Mall while working there part time for a market research company. Every time I passed the Bath Fitter Kiosk, I noticed that the rep, a middle aged woman who seemed very detached from her job, was either asleep or not tending the booth at all. Shopping maybe? I mean it WAS a mall, right? Who knows.
At any rate, I ended up several months later applying for a job with Bath Fitter myself. It wasn’t sales exactly, although the job title was “sales consultant”. However the actual job consisted of generating leads for the company which they passed on to the telemarketing department. You know - telemarketers - the ones that call you around dinner time to set an appointment for their contractor to come out and give you an estimate.
I remember the interview went pretty well and I got hired on the spot. Later I found out they’d (and I’m paraphrasing someone else here) “If you weren’t a drug addict or a convicted murder, you pretty much got the job.” I don’t know if I’d go that far. Most of the people I worked with were actually pretty cool. We really didn’t all see each other very often, except during shift change because, well, all worked solo at the kiosk in the middle of a shopping mall.
Except for the road shows. After my initial interview, the manager who I spoke with called me at home with a proposition. He asked if I would be interested in starting the next day, working a booth for Kitchen Saver, (which is the sister company of Bath Fitter) at the Home and Garden Expo at the Convention Center in Center City Philadelphia. This was a big chance he said, to learn by immersing myself in their busiest day of the year, and there would be several other reps there to help me get my feet wet. I thought it was probably also a test to see how dependable I was, so I immediately agreed to it.
I was pretty nervous about this, but I woke up early the next morning. Extra early - hey, who can sleep on the night before their first day of a new job? I drove into Center City in my trusty 2001 Ford Focus wagon and found parking in a nearby lot and walked about 4 or 5 blocks to the Convention Center. It was already bustling and there was a long line of vendors waiting to get their pass to the showroom floor. I took my place line and was soon inside looking for the Kitchen Saver display booth. I found it easily enough. It was right next to the Bath Fitter booth and between them, it was pretty hard to miss.
There was about 9 or 10 sales people, all sitting around drinking coffee and chatting. There was still some time before they admitted the general public. Everyone was super friendly as we made our introductions, and I remember there was this one guy, who kinda looked like me. His name was Joe and he told me he was the top lead generator in the whole company. Several others agreed and they told me I’d learn a lot from watching Joe. This made me flash back to a time I went skiing in California. Bear with me. I’ll explain the relevance…
Years before, in California, I went on a ski trip with some friends to Big Bear. Most of us were beginner to intermediate except for one guy, Henry who tricked me into wrong ski lift - the one that went to the top of the highest peak in Big Bear - and a Black Diamond Slope, which were only attempted by very experienced skiers. I was really upset when I realized how steep this run was, and I had never attempted anything even close to this slope. I looked like practically a 90 degree angle straight down. I screamed at Henry for not warning me that this lift took us to the top of the Mountain and he just laughed and said, “You can do this. Just follow me.” And then he disappeared over the crest in the next second. So I didn’t even have time to think of a response, because I knew that if I hesitated for a split second, I’d never figure out how to get down that mountain. SO, BOOM - off I went, training right behind Henry, Every time he zigged, I zigged. Every time he zagged, I zagged. I mirrored every move he made until we reached a big wide area that was like a landing strip where we could stop and catch our breath. It had been exhilarating! I didn’t crash into a tree or another skier. I didn’t die. I didn’t even fall. Funny thing - I actually did fall later on while on the easier part of the way down. Later, while driving home, I looked at Mount Big Bear in my rearview mirror and thought to myself, “I conquered that mountain!”
So, now, here I was at the Convention Center, at the Kitchen Saver kiosk. And this guy just told me he is the best of the best lead generator for the company. Now, I don’t know what possessed me, perhaps it was that flashback to conquering that mountain, but I replied, “I’ll match you. Lead for lead. By the end of the day, I’ll have as many as you.” Everyone’s mouth dropped. They must have been thinking - who the fuck is this guy???
Anyway, Joe was really a good sport and he even took the time to train me and show me some sales techniques. He was actually quite a character and, after he showed how he demonstrates the features of the cabinets - the different finishes, the cabinet doors, the slow-closing hinges and custom counter tops, I proceeded to show him what I had learned - by mimicking him almost word for word and gesture for gesture. The other sales reps were laughing so hard they were crying, Joe himself was in tears. One of them recorded part of it on their phone and as a matter of fact, I still have the video. Enjoy...
At the end of the day, I was tied with Joe! I don’t recall the exact number, but I do remember that sense of accomplishment. Same feeling as seeing Big Bear in my rear view mirror knowing that I had been to its peak.
The secret is having the mindset and the right mentor. Your mindset states, “I CAN do this. I WILL do this. DO THIS” You then, assuming you have a good mentor - zig when they zig and zag when they zag”. After that, it’s up to you. Believe me - It's Easy when You Know Hal
The secret is having the mindset and the right mentor. Your mindset states, “I CAN do this. I WILL do this. DO THIS” You then, assuming you have a good mentor - zig when they zig and zag when they zag”. After that, it’s up to you. Believe me - It's Easy when You Know Hal
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