1/ Listening I’m not talking about pretending to listen while you think about what you're going to say next. I’m talking about real ACTIVE listening. ➼ Stop and listen to what they say. ➼ Repeat parts back to clarify. ➼ Ask for elaboration. Let them do as much talking as possible. Not only will you get to learn tonnes of information that will help you sell… But you'll also build far greater trust with them than the one who does NOT listen to them.