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Maintain active listening from "summary" of SPIN® -Selling by Neil Rackham
The concept of active listening is crucial in sales interactions. It involves fully engaging with the prospect, not just hearing their words but truly understanding their needs and concerns. Active listening requires focus and concentration, as well as the ability to interpret and respond to verbal and nonverbal cues. To maintain active listening, it is important to avoid distractions and give the prospect your full attention. This means putting away your phone, avoiding interruptions, and making eye contact to show that you are fully present in the conversation. It also involves being attentive to the prospect's tone of voice, facial expressions, and body language, as these can provide valuable insights into their emotions and thoughts. Ano...
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