Module - Listening

In this module we explore how we can get the prospect to open up and tell us their personal issues.
The key is to learn to listen to and react to 'Emotion Buttons'. These are signals and words that the prospect uses during the business discussion to show an underlying emotion.

This module is broken down into two lessons: Listening and Benefits and Emotion

Objective

•  Understand the skill of listening
•  Use physical listening
•  Identify emotion buttons
•  Acknowledge emotion buttons effectively
•  Understand the difference between ‘Personal Personal’ and 'Business Personal' benefits
•  Introduce subjects by asking the right questions

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