Listen actively to the responses to your questions from "summary" of Secrets of Question-Based Selling by Thomas Freese
Listening actively to the responses to your questions is a critical skill in the art of question-based selling. It goes beyond simply hearing what the other person is saying; it involves truly understanding their responses, processing the information, and using it to guide the conversation in a meaningful way. To listen actively means to give your full attention to the speaker, both verbally and non-verbally. This includes maintaining eye contact, nodding to show that you are following along, and refraining from interrupting. By doing so, you are signaling to the other person that you value what they have to say and are interested in their perspective. When you listen actively, you are able to pick up on subtle cues...
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