Back in 1999 I was the keynote speaker at a meeting in Monte Carlo for a large Life Insurance Company. They had invited only their top 50 producers.

The day before I was to speak, my client told me that their business analysts were predicting there would be no need for face-to-face salespeople in the 21st century. I agreed, but only half way. I believe there is no need for poor to mediocre salespeople in the 21st century.

However, there is now and will always be a desperate need for outstanding salespeople. These are people who serve as experts, advisors and resources for their clients. The ones who sell: quality, service, convenience and value; "time" and "make my life easier;" knowledge, expertise, information and education. The salespeople who give so much extra value their price is irrelevant.

Surveys show that most buyers would prefer the personal touch. They want to deal face to face and work with the same person all time. They like to know if they have a problem, they only have to call one person who can take care of everything for them.

The reason many people have stopped buying face to face is they can't find enough outstanding salespeople to deal with.

With demand for the personal touch as high as or higher than ever and the supply of quality professional salespeople low, this creates an exciting opportunity for those people who are willing to "do the hard," and do what it takes to be an outstanding sales professional.