November 8, 2018 – The News-Herald-
People who work in sales often place a great deal of importance on conveying a persuasive sales pitch to prospective customers.
But professional sales trainer Marvin Montgomery said before anyone tries to close a sales transaction, it’s critical to ask questions and actively listen to a potential buyer.
Montgomery explained to the audience how listening and asking questions are important not just for selling, but also for building effective relationships in other facets of business and in life outside of work.
The reason why some people haven’t established effective relationships in their work or personal life is they only make it a habit to either ask questions or actively listen, Montgomery said.
“You’ve got to do both,” he said, but noting it can be difficult for some people to achieve because they’re fearful about asking questions and listening.
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