Active listening is an acquired skill that is critical to your sales success. It is more than just listening, it is:
1. Listen
2. Don't interrupt
3. Don't finish the other person's sentences
4. Don't say "I knew that"
5. If the other person praises you, just say "Thank you"
6. Don't be distracted. Don't let your attention or eyes wander elsewhere while the other person is talking
7. Maintain your end of the dialogue by asking intelligent questions that (a) show you're paying attention, (b) move the conversation forward, and (c) require the other person to talk (while you listen)
8. Eliminate any striving to impress the other person with how smart or funny you are. Your only aim to let the other person feel that he or she is accomplishing that
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