Column: Agents need to really listen to their clients

04/8/2010 | Travel Research Online

Keith Powell, a travel industry speaker and author, says there are two types of salespeople. There are the order takers, who plug information into a computer and hope to get close to what the customer wanted. Then there is the "learned salesperson," who will "qualify, profile and not only ask questions but will listen." Travel agents, Powell writes, need to be the latter to thrive in the industry.

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