👂🏻 Active Listening

The Role of Active Listening

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If you listen attentively to prospects, you’ll make better calls.

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Paying attention to their tonality and the specific wording they use is the game.

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The more you can catch unsure language, the more likely you are to get to a deeper level of conversation.

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Useful Beliefs

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1. Silence (conversational gaps) is ok
2. It’s not your sole responsibility to carry a conversation – it takes two to tango (take the pressure off yourself)
3. Being more interested in others makes you more interesting to others*

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(*Think of their mind as a map you’ve yet to explore… I read that somewhere and it stuck)

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Habits

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1. Calm the internal chatter/ focus on their words*
2. Resist the urge to interrupt (once they’ve stopped talking, leave a couple of seconds pause to ensure they’ve finished what they wanted to say).
3. Don’t try to steal the limelight – ask a question or label to encourage them to share a little more before you share your own anecdotes or change the topic.

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Struggling with Cold Calling?

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