Kit Bennett

You know, it helps you get into the commercial way of thinking.

But far more importantly...

It teaches you about dealing with people and the people that deal with people best are people that sell.

And, you know, learning, you know, people buy from people they like.

You know, it's absolutely true.

People drive past shops and go out of their way to go somewhere else because they don't like a person or they go somewhere because they do like a person.

I remember in this course, they stressed a lot about how you sold.

And you sell by selling benefits.

You know, you don't tell someone it's really great.

You tell someone this is really great for you.

This is just what you need.

And that's what the salesmen do.

And that's what I had to do.

I had to convince Soviets, listen, what you ought to do is come and work for us because we're the good guys.

And if you stuff up, you'll get shot in the back of the head.

But, you know, there's a lot of benefits in coming and working for us.

That's in the Pacific.

I'm trying to think where it was.

Could have been... Numia.

Some of my early work was in the Pacific.