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In this age of paranoia about the coming of the dot-com revolution and the death knell of distributor salespeople as we know them, Harris' message was clear: Salesmanship is a fine art learned and nourished and held by people.
Twenty years ago we heard many of the same scares we hear today, but then it was the coming of the telecommunications era. We heard that soon phone conferences and faxes would make the sales call obsolete. However, we learned thenand again a few weeks agothat selling is, as Harris puts it "the art of influencing people." And the best influence is provided by people with their knowledge, ideas and experience. The most successful people have developed a way to utilize knowledge to show a prospective buyer what results can logically be anticipated, before actually showing an item.