Perfect pitch
Franky Micklestone  |  by www.cleveland.com. All rights reserved. 15.03 | 22:18

How does one provide these solutions?
By asking questions and listening, says Montgomery, who cut Gerson's jewelry store in New Castle, Pa.
"Not by telling and selling," he said.

Montgomery, who now trains customer service and sales people at ERC in Mayfield, calls this practice "information "I also call it show up and throw up," he said humor to engage salesmen-in-training. On a recent day, he wore an oxford shirt embroidered with the phrase, "Get At a sales seminar years ago, a woman stood up and rallied her colleagues to "get Marvinized," which means to get prepared and practiced to make sales the Montgomery way.
book, "Preparation and Practice: The Professional's Guide to Sales Success," which is in its second edition.

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