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CBFA 09 - Learning to Listen More Effectively


Description
How to improve your listening skills and utilize advanced questioning tactics.
Content
  • Active Listening
  • The skill of listening
  • Tom Yorton on listening skills, the most valuable skills that nobody teaches
  • Listening is the real secret to building trust
  • Active listening
  • Simon Sinek on the secret to listening more effectively
  • Laugh at the attempt to teach Dwight active listening from "The Office"
  • More on listening
  • Listening means more that simply gathering information
  • Put yourself in your prospect's shoes
  • Socratic Questions
  • Advanced listening and questioning techniques
  • Larry Lewis explains why prospects don't ask their real questions up front
  • Socratic questions and the tactic of uncovering the question behind the question
  • Larry Lewis explains Socratic questions
  • Larry Lewis on how you should ask Socratic questions
  • A comprehensive list of softening statements
  • Role-play: Using a Socratic question to avoid shooting yourself in the foot
  • Role-play: Using a Socratic question to find the motive behind a question
  • Mind reading out loud
  • Clarifying Non-Committal Language
  • Overcoming "happy ears" syndrome
  • Laugh at how Jim Carrey has "happy ears" in the movie "Dumb and Dumber"
  • Don't forget the Diagnostic Drill
  • Product knowledge can be harmful to your selling
  • Build Your Playbook
  • Build your playbook: Socratic questions
  • Build your playbook: Mind reading out loud
  • Build your playbook: Clarifying non-committal language
Completion rules
  • All units must be completed
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