92: Are you asking questions to Close or to Serve?

Salespeople must decide why they are asking questions to their buyers or customers.  Chris reads from Carl Rogers' book Active Listening.  A rebellious attitude to listening would be to participate in the stories that they are telling you.  Too often salespeople are only concerned with pushing the buyer to make a decision to buy. When we decide that empathy & impact will help us build kingdoms throughout our territory we can then be ourselves.