Master the art of active listening from "summary" of Sell More with Science by David Hoffeld
Active listening is a crucial skill for sales professionals because it allows you to truly understand your prospects' needs and concerns. To master this skill, you must not only hear what the prospect is saying but also engage with them on a deeper level. This involves focusing on the speaker, maintaining eye contact, and showing genuine interest in their words. One way to demonstrate active listening is through mirroring, where you repeat back what the prospect has said in your own words. This not only shows that you are paying attention but also helps clarify any misunderstandings. Paraphrasing is another effective technique, where you summarize the prospect's key points to ensure you are on the same page. In addition to verbal cues, nonverbal communication plays a significant role in active listening. Pay attent...
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