W. Ray Persons, a senior litigation partner at King & Spalding, says he developed the persuasive powers integral to his career by selling encyclopedias door to door while working his way through college.
To convince potential customers to invest hundreds of dollars in multivolume sets of Collier’s Encyclopedia and earn the wages he needed to survive, Persons says he had to learn salesmanship and the art of reading people. His abilities as a litigator are rooted in those summer sales calls across Ohio, Michigan and Indiana.
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