Five Keys to Effective Listening

In his book, The Psychology of Selling, Brian Tracy shares five keys to effective listening:

1. Listen attentively - Seek first to understand before being understood
2. Pause before replying - wait three to five seconds before responding
3. Question to clarify - ask, "how do you mean?" to have them fill in the blanks. (Learn or Confirm).
4. Paraphrase it in your own words - say, "just so I understand . . . "
5. Use open ended questions - start your question with the words, "what, when, why, where, and how."

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