From the course: Mastering Authentic Influence for Highly Successful Sales
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But I thought I was listening
From the course: Mastering Authentic Influence for Highly Successful Sales
But I thought I was listening
- When you think that you're really listening but you're not catching everything that the other person is saying, that's when you know that you're listening through a filter. And the client will start doing things that indicate that they're not feeling heard. They will start to repeat themselves. They'll get frustrated, sometimes they'll just shut down because they'll have the sense it's not worth spending the time to try and educate you, because you're not capturing it anyway. So when any of those behaviors start showing up, clients start going a little blank in the eyes or they start repeating themselves. I stop everything, and if I'm with a team, I make sure the team is clued in. The client's not feeling heard. We got to really focus and pay attention right now. Because that's a moment in time where not only do I lose their attention and lose their willingness to engage with us, I probably lose the business in…
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Contents
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Insightful listening2m 47s
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Listening filters to avoid3m 37s
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But I thought I was listening49s
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The split page listening method1m 12s
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The magic of “exactly!”4m 2s
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The three Qs of insightful listening1m 15s
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The magic of the playback1m 13s
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Playback through the three Qs4m 26s
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Helpful phrases to demonstrate insightful listening43s
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