Aug 21, 2024

Validate almost everything your prospect says before asking your next question. This is how a person knows you are listening to them. Too often, we ask a question, get an answer, and ask the next question. All you have to do is take a few seconds and acknowledge what they've said, and agree with it when it makes sense. Ex: "good thinking on your part" or "I hear that almost everyday, it's rough" or "We did the same thing over here".

No need to get carried away or over the top, but a quick acknowledgement validates your counterpart on the other end, and it'll help you feel more engaged and remember key parts of the conversation.