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To fully understand the customer, one must listen closely and acknowledge every response.

Active listening is the process of sending back to the prospect what you as a listener think the person meant, both in terms of content and feelings.

Active-listening skills can be learned by any salesperson willing to make the commitment.

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Use the following three practices:

• Focus your full attention

• Paraphrase the customer’s meaning

• Take note

Q1. In today’s world of 24/7 constant digital contact, we often time struggle to focus our attention. What are your struggles in paying attention and having that ability to listen closely?

Q.2 What actions could you take to improve your ability to focus attention and listen actively?

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