“What do you learn when you’re talking?”

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Written by Marvin Montgomery

During the past year I have had the privilege of partnering on a consulting assignment with John Warfel who is a well-respected coach and business adviser.

Every time we meet with this team, I can always count on John to provide some words of wisdom. During one of our meetings I was stressing the importance of the Needs Analysis instead of going in and doing a data dump. That’s when John politely interjected this question to the group: “What do you learn when you’re talking?”

That simple question really hit home to everyone in the room including me. By the way the answer is NOTHING!

MARVIN MONTGOMERY is an author, speaker and sales training consultant with more than 30 years of experience. You can ask the Sales Doctor a question at

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